How to Sell the Value of Social Media both Internally and Externally

Business Development& Social Media:

TWO BUCKETS:

1. Being a part of the sales process

2. Selling your own services / yourself

PARADIGM: Sales People and Sales

Process• How do I communicate the value

of my service to people who don’t fully understand it?

PARADIGM: Sales People and Sales

Process• How do I present myself and my

services to create value and generate interest?

PARADIGM: Sales People and Sales

Process• How can I work better with

Business Development people to create a positive outcome?

PARADIGM: Sales People and Sales

Process• How do I help manage client expectations

-- avoid either overpromising or undervaluing my services?

PARADIGM: Sales People and Sales

Process

• How do I manage the perceptions that I have about “salespeople”?

PARADIGM: Selling Myself

• How “technical” do my proposals need to be?

PARADIGM: Selling Myself

• What kind of questions should I be asking my potential clients?

PARADIGM: Selling Myself

• How do I help create better proposals and better communicate the value of my services to prospects?

PARADIGM: Sales People and Sales

Process•How can I better add value to the sales process?

INTERNAL SELLING:•Making friends with Business

Development

INTERNAL SELLING:

•Ensure that your service is properly represented

INTERNAL SELLING:

•Add Value

INTERNAL SELLING:

•What’s my role here?

INTERNAL SELLING:

•Its teamwork, after all

INTERNAL SELLING:

•Egos

INTERNAL SELLING:

•“The Fish stinks from the head”

ATTENDING/PARTICIPATINGAT CLIENT MEETINGS

•Be prepared

ATTENDING/PARTICIPATINGAT CLIENT MEETINGS

•Practice your speaking role

ATTENDING/PARTICIPATINGAT CLIENT MEETINGS

•Know where you fit in

ATTENDING/PARTICIPATINGAT CLIENT MEETINGS

•Only answer the questions you were asked

ATTENDING/PARTICIPATINGAT CLIENT MEETINGS

•“Don’t make stuff up”

ATTENDING/PARTICIPATINGAT CLIENT MEETINGS

•Let the BD guy lead the meeting

ATTENDING/PARTICIPATINGAT CLIENT MEETINGS

•Think about the sale

Selling your own services /

Selling yourself

Qualifying - The Key to Everything

•Who is your buyer?

Qualifying - The Key to Everything

•Why do they need you?

Qualifying - The Key to Everything

•What are they really buying?

Qualifying - The Key to Everything

•Why you? What makes you so special?

Qualifying - The Key to Everything

•Are you talking to the MAN?How do you know?

Qualifying - The Key to Everything

•Can they really buy?

Questions to Ask a Potential Client

•Problem oriented questions

Questions to Ask a Potential Client

•Solution oriented questions

Questions to Ask a Potential Client

•Fear Factor questions

Questions to Ask a Potential Client

•Timing

Questions to Ask a Potential Client

•Money - The Ugly Word

Questions to Ask a Potential Client

•Ask for the Sale!

Q & A