Social Media for B2B Sales?

Social Media: it’s all bullshit, right?

Wrong!This is a bullshit-free zone

Before you use social media you have to understand how it works.

There’s a right & a wrong way…

But…

Using it to sell.(It’s more subtle than that).

The Wrong Way

Networking.

Social media is not a sales tool, it’s a networking tool.

The Right Way

Or, put another way:

“Social media isn’t a closing tool, it’s an opening tool.”

(Jeff Molander)

A soon as you understand that, you’re ready to use it.

Not interested in networking?

Then feel free to switch off now!

Social media isn’t a flash in the pan It’s here to stay It’s becoming more widespread The sooner you understand it… …the sooner you can use it to your advantage

The times they are a changin’

The two best B2B channels Each is very different

Focus on LinkedIn and Twitter

Professional network Two strands:

◦Company page◦Personal account

LinkedIn

Extension of website Sharing content Inviting followers & feedback Providing you, as a salesperson, with stuff to share

Company LinkedIn Page

Your public face Connect with everyone relevant Discover what customers are up to Join groups:

◦Interact – answer & ask questions◦Show your expertise◦Become known in your industry◦Stand out from the crowd

Personal LinkedIn Account

Two strands:◦Company account◦Personal account

Twitter

Twitter is networking heaven!

Everyone is using it:◦Customers◦Trade associations◦Industry experts◦Competitors◦Journalists

Uber-Networking

Networking Sharing content Interacting with people Providing you, as a salesperson, with stuff to share

Company Twitter Account

Add a personal touch It’s you – YOUR voice Follow & interact with people:

◦Answer & ask questions◦Show your expertise◦Become known in your industry◦Be interesting & stand out◦Followers will come

Personal Twitter Account

10 minutes a day is all it takes!

No Time?

Don’t try and sell - network Don’t start if you don’t mean to go on

Keep the momentum going If you do, you’ll be pleasantly surprised

What’s Most Important

Convinced?