How to Implement Social Selling Strategies into your Sales Department - Association of Professional Sales
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How to Implement Social Selling Strategies into your Sales Department. LinkedIn and social media have evolved the game of sales. The buyer behaviour has shifted and requires new ways of connecting and engaging with your clients and prospects... Welcome to the world of Social Selling!
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How to Implement Social Selling Strategies into your Sales Department - Association of Professional Sales
- 1. Michael (Mike) Clark @ReallyConnect @MikeClark03 company/really-connect groups/ReallyConnect Reallyconnect.com How To Implement Social Selling Strategies Into Your Sales Department
- 2. Why are we here? Source: LinkedIn
- 3. How has LinkedIn & Social changed business? How much of the decision making process is complete before someone reaches out to a sales person? 58%! (IBM) What have you done to adjust your sales process (culture)?
- 4. Why LinkedIn & Social Selling? 7 stages of your Social Journey 5 step strategy to be successful on LinkedIn 3 fundamental principles of (online) networking Passive: Tips for an Attractive LinkedIn Profile Active: strategies to build a high quality network Proactive: Sales Navigator Agenda
- 5. Who were we?
- 6. + 500 other corporates & 1000’s of SMEs
- 7. Social Selling or Buying? Social Selling is about identifying and leveraging the TRUST (via social media) that is already in your network with a view to expand and enhance your business through relationships
- 8. Social Selling or Buying? Social Buying Leveraging professional networks for buying support to increase confidence in decision making Source: IDC LinkedIn whitepaper
- 10. Social buyers make 61% more purchases on average than buyers who don’t use social Source: IDC LinkedIn whitepaper
- 11. Compared to other B2B buyers, buyers who use social media for purchasing spend 84% more per purchase Source: IDC LinkedIn whitepaper
- 12. Social buyers have a higher level of company influence than purchasers who don’t use social Source: IDC LinkedIn whitepaper
- 13. Digital is NOT Social! What is the difference between Digital and Social?
- 14. Copyright © 2015 | Scredible PLC | All registered trademarks and material acknowledged This material and marks are proprietary to, and the sole property of, Scredible PLC. DIGITAL IS NOT SOCIAL! DIGITAL • Cloud • Mobile Devices and apps • Big Data • Analytics • Security • Internet of Things/Sensors • User interfaces • Software as a service • Wearables SOCI AL • Culture • Collaboration • Cause • Customer • Co-creation • Communication • Conversation • Engagement • Sharing Economy Copyright © 2015 | Scredible PLC | All registered trademarks and material acknowledged This material and marks are proprietary to, and the sole property of, Scredible PLC.
- 15. The 7 steps on your Social Journey? Awareness Interest Fears Concerns Insight Inspiration 1 2 Aspiration Goals Objectives Roles Duty Sponsoring 3 Strategy Content Rollout Budget Support 4 Content Plan Approval Execution 5 Rollout Training Coaching Webinars Blended 6 Metrics Tracking Tracing Scoring Adapt 7 Scale up Next Level Location Language Best Practices
- 16. What stage are you at on the Social Journey? What are the biggest issues that are holding your company back today? Discussion Time
- 17. Largest professional social network in the world 347 million globally 200% growth in 3 years! 17+ million UK 1 million users a quarter, 100% growth in 2 years! 84+ million Europe Why LinkedIn?
- 18. YOUR SOCIAL STRATEGY MUST CREATE A ROI Posit ion Publ ish Partici pate Prese nce Prof ile Trustabilit y ROI = Respected Leader, role model Credibilit y ROI = Marketing/Awareness, Personal Brand/Social capital Likeabilit y ROI = Reputation Informed/ Context Connectabilit y ROI = Strong Network Visibilit y ROI = Be found/look good on Google MOTIV E Copyright © 2015 | Scredible PLC | All registered trademarks and material acknowledged This material and marks are proprietary to, and the sole property of, Scredible PLC. THOUGHT LEADERS EVERYONE IN THE COMPANY
- 20. Why use the Social Selling Index?
- 21. 5 Step Success Strategy 1. Define a specific goal 2. Think of the people in the best position to help you reach your goal 3. Use “Advanced Search” 4. Look at the list for common contacts 5. Ask the person you have the best relationship with for a Magic Mail
- 22. Results you can expect
- 23. Fundamental Principle 1 the REAL Power is in the 2nd Degree 1st Degree: everyone knows 250 people 2nd Degree: those 250 know 125 = 31,250 3rd Degree: 31,250 * 125 = 3,906,250 4th Degree: 3,906,250 * 125 = 488,281,250 5th Degree: 488,281,250 * 125 = 61,035,156,250
- 24. Fundamental Principle 2 the Networking Attitude Networking Attitude = sharing information in a reactive and proactive way without expecting anything immediately in return “Give and Receive”
- 25. Fundamental Principle 3 the “Know, Like & Trust” Factor “All things being equal people do business with – and refer business to – people they know, like and trust.” Bob Burg (USA), Networking Expert
- 27. 1st Impressions How important are 1st Impressions? Nowadays, where is your 1st Impression taken?
- 28. 3 BEFORE A customer’s first stop was the company website. NOW Their first stop is your people. PEOPLE VIEW PEOPLE, NOT WEBSITES Copyright © 2015 | Scredible PLC | All registered trademarks and material acknowledgedThis material and marks are proprietary to, and the sole property of, Scredible PLC.
- 29. Active Strategies To Build a Quality Network
- 30. PRESENCE... Positi on Publi shMOTIVE Participate Prese nce I want to lead my industry/cause to establish a strong position and following in the market, helping to form/ drive communities/industry bodies of influence, building my own and my company social capital. I want to regularly publish content on my expertise/ about my sector and establish myself as a thought leader and sought after resource by clients. I want to participate on social networks to learn, keep myself informed, share, connect with people directly in order to build my online reputation and credibility. I want to build me network presence both internally and externally to help me and my company gain access to new contacts and opportunities I want to look good online when being searched for or when people look at my profile on LinkedIn THOUGHT LEADERS EVERYONE IN THE COMPANY Copyright © 2015 | Scredible PLC | All registered trademarks and material acknowledged This material and marks are proprietary to, and the sole property of, Scredible PLC.
- 31. 5 Ways to Build Your Network Colleagues Alumni People You May Know Add Connections Clients, Suppliers, Friends, Partners…
- 32. Become a Thought Leader
- 33. Scredible takes care of your digital life and changes the way you learn and grow. A personalized AI assistant to bring out your very best for business, clients, and income. This is Scredible. Smarter, not harder.
- 35. How to roll out a Social Selling Strategy
- 36. Success Story - >£150,000 in sales “Through applying the Really Connect LinkedIn strategies, I’ve put more than £400,000 into my pipeline and closed >£150,000 in sales in the past year alone!”
- 37. In-Company Training & Consulting – Awareness or Strategy Session Starting with a complimentary consultation Hand in your business card to receive a free digital copy of our book. Plus a free copy of - How to Roll Out Your Social Strategy - brochure How can we continue to help you?
- 38. Michael (Mike) Clark @ReallyConnect @MikeClark03 company/really-connect groups/ReallyConnect Reallyconnect.com How To Implement Social Selling Strategies Into Your Sales Department