Date post: | 12-May-2015 |
Category: |
Business |
Upload: | social-media-speaker-shane-gibson |
View: | 498 times |
Download: | 1 times |
Socialized.me @SocializedTeam
Selling Fundamentals ina Hyper-connected World
With Shane Gibson@ShaneGibson
Socialized.me @SocializedTeam
ROI on Personal Assets
Socialized.me @SocializedTeam
The ABC’s of Targeting
Socialized.me @SocializedTeam
Sales Conversion Ratio
Calls
1st
2nd
3rd
4th
5th & Onward
Converted
2 of 100
3 of 98
4 of 95
10 of 91
81 of 81
Percentage
2%
3%
4%
10%
81%
(100 Competitor’s Clients Converted)
Socialized.me @SocializedTeam
Targeting Criteria Examples
• Number of staff that work for the company
• The volume of income that company generates annually
• Number of staff in a specific department
• Access to decision maker• Business stage or cycle
Socialized.me @SocializedTeam
Targeting Criteria Examples
• Number of retail outlets• Their geographical location• Familiarity with our brand• Organizational mission or values
Socialized.me @SocializedTeam
Targeting Criteria Examples Individual
• By industry • Geography • Stage of Career • Stage of Life • Need for for your product • Financial situation or access to
finance
Socialized.me @SocializedTeam
Targeting Criteria Examples Individual
• Referral or influence power • High value buyer • History of on-going investment or
purchases in your industry• Educational background • Number of children
Socialized.me @SocializedTeam
Targeting Criteria Examples Individual
• Time commitments or availability • Decision making style • External Influences • Career Aspirations• Lifestyle aspirations
Socialized.me @SocializedTeam
Most Wanted List
Socialized.me @SocializedTeam
Successful Selling
“Creating an environment where an act of faith can take
place.”
Socialized.me @SocializedTeam
5 Stages of Relationship Development
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Saying you don’t believe in social
media is like saying you don’t believe
in the internet
Socialized.me @SocializedTeam
“The Customer Owns Your Brand”
Socialized.me @SocializedTeam
1.1Billion
Socialized.me @SocializedTeam
175 200 Million
Socialized.me @SocializedTeam
400 million updates/day
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
3Billion Views/Day
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
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
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Who’s Mitch?
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Listening
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Score Keeping?
Socialized.me @SocializedTeam
Stakeholder Spotting
Socialized.me @SocializedTeam
Twitter Search (Local)
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Inte
l/D
ata
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Expert Curator• Sharing Tools• Industry Blogs• Geographic and Vertical Specific
News• Experts list• Zite• Linkedin.com/Signal
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Sharing on-the-fly
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
How to Win as a Social Sales Pro1. Align with Business Goals2. Build your Most Wanted List (ABC’s)3. Pick the Right Platforms4. Build a frequency goals sheet/calendar5. Implement Listening and Engagement Strategy6. Create focused content/conversations 7. Scale through community and relationships8. Use the internet to get off of the internet
Socialized.me @SocializedTeam
Lets Connect
Socialized.me/blog@ShaneGibson @AnthonyCaridi@mitchyballen