Social Sales Training Intensive Part 2

transcript

Social Selling Intensive Part 2 @SocializedTeam

Social Selling Intensive Part 2 The New Rules of Engagement in Sales and Marketing

with Shane Gibson

Forget “social media” let’s just call it talking to

customers

Why You Shouldn’t1. You have hired morons – even if you trained

them they would just be motivated morons.2. You have so much profitable business that

you couldn’t handle any more3. Your product is substandard4. Your company and culture have major

issues5. You haven’t or will not equip them

Why You Should1. It’s not marketing it’s

talking to customers2. It adds to value added

frequency versus just sales touch-points

3. It opens up new channels

4. It can save time5. Load balance your

branding – we all become ambassadors

6. Immediate data instead of compiled and stale data

7. It makes them almost as smart as your customer

8. You can see the activity9. It builds a passive pipeline

and makes projections easier It builds a fence around the customer

10. It elevates sales people above pitch artist to trusted advisor

Selling

“… is about creating an environment where an

act of faith can take place”

• Value added frequent contact consistently over time.

• More value and more time means more trust

1.2 Billion

175 200 Million

400 million updates/day

3Billion Views/Day

The Rules of Engagement#1 Stop pitching and start connecting#2 Doers win in the game of social media#3 It’s not about you#4 Be fearless in your contribution to community#5 Don’t be a social spammer, engage#6 Be authentic#7 Be consistent#8 Leverage through influencers and community

Who’s Mitch?

Don’ts1. @Spam2. Ask for Follow3. Follow, unfollow,

follow unfollow4. Over automate5. Pretend You’re a

rockstar

6. Be an egg7. Ignore messages8. Forget your

manners9. Pick fights10.Too much of a

good thing11.Auto-dm

Best Practices1. Full profile

optimized for multiple screens

2. Post daily (many times)

3. Say thank-you4. Follow-back5. Build a tribe

6. Give to receive7. Measure with

Hootsuite8. Get mobile9. Have a content

formula10.Become an expert

curator

1. Morning Quote2. Post Content3. Post Some Tips4. Retweet5. Thank and Follow6. Help Someone7. Get Social8. Connect with

Influencers

TwitterFormula

Listening

Business Intelligence

• Search.Twitter.com• Mention.net• Linkedin.com/Signal• Customer/Community blogs and

social networks• Competitor/Industry news, blogs,

and social networks

Blog.suggestionbox.com

Real-Time Feedback

Score Keeping?

Stakeholder Spotting

Twitter Search (Local)

Social Selling CRMSCRM

SocialemailValuesPreferencesDataRelationshipHistoryBusiness IntelPersonal Intel360 view

Expert Curator• Sharing Tools• Industry Blogs• Geographic and Vertical Specific

News• Experts list• Zite• Linkedin.com/Signal

Sharing on-the-fly

13 tips on making the world your networking function

1. Be referable don’t gather contacts or pressure for referrals

2. Be interested not interesting 3. You can’t have 200 best friends – prioritize 4. Add value with your network 5. Bank your equity (with the right people) 6. It’s a small town

13 tips…7. Map and seek out the “white hot

center” 8. The more you give the more you get 9. Do your due diligence before you

refer 10.Keep Promises, Follow-through 11.Be seen 12.Step it up every year – build your

community13. It’s an asset and it takes time to

build. Invest.

Lets Connect

Socialized.me/ssi@ShaneGibson @AnthonyCaridi@mitchyballen

#SocializedCamp

Social Sales Training Intensive Part 2

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