Social Selling has changed the way people buy. Learn to use LinkedIn and other platforms to engage with your prospects and turn them into fans of your online profile. It's the way your clients are wanting to buy!

1. Michael (Mike) Clark
@Scredible @MikeClark03
company/Scredible
Scredible.com
How To Implement Social Selling
Strategies Throughout Your
Company

2. + 500 other corporates & 1000’s of SMEs

3. 57%
of the decision to ‘buy’ is now made
before any commercial contact with your business*
*Source: Harvard Business Review, “The End of Solution Sales”, July 2012
Source: http://ht.ly/CoYOn
How LinkedIn & Social
Have changed business

4. How important is
?
LinkedIn is the biggest online
professional network in the world
347M worldwide, 17M UK & 84M EU members
5.7 billion searches in 2012
+3M company pages
+2M LinkedIn Groups
> 2 new members per second!
LinkedIn shows you how you are connected Source: LinkedIn Corporation

5. Professionals use LinkedIn for
Knowledge
The definitive professional
publishing platform
Network
We connect the world’s
professionals
Identity
The professional
profile of record
Source: LinkedIn Corporation

6. 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.

7. Source: IDC
LinkedIn
whitepaper

8. Social buyers make 61% more purchases on
average than buyers who don’t use social
Source: IDC
LinkedIn
whitepaper

9. Compared to other B2B buyers, buyers who use social
media for purchasing spend 84% more per purchase
Source: IDC
LinkedIn
whitepaper

10. Social buyers have a higher level of company
influence than purchasers who don’t use social
Source: IDC
LinkedIn
whitepaper

11. Summary…
Source: IDC
LinkedIn
whitepaper
Social buyers buy more (61%)
Social buyers spend more per purchase (84%)
Social buyers are more influential (C-suite)

12. 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.

13. 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

14. Social Selling Index

15. Why use the Social Selling Index?

16. 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

17. 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”

18. 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

19. LinkedIn Strategy Matrix© for Organisations
PASSIVE
STRATEGIES
ACTIVE STRATEGIES PROACTIVE STRATEGIES
Organization Branding, Job
Openings &
Followers
 Company Profile
 Showcase Pages
Branding, Ads, Job Posts, Interaction
 Marketing Solutions (fee)
 Sales Solutions (fee)
 Talent Solutions (fee)
 Company Status Updates
Market, Hire, Sell:
 Marketing Solutions
(fee)
 Sales Solutions (fee)
 Talent Solutions (fee)
CEO,
Managers
Branding &
Lead Generation
 Personal Profile
 Rich Media
Branding, Visibility, Interaction
 Status Updates
 Influencer Programme
Find:
 See below
(all co-workers)
All Co-workers Branding &
Lead Generation
 Personal Profile
 Rich Media
+ call-to-action
Branding, Visibility, Interaction
 Group Managers
(internal & external + alumni Groups)
 Active member of internal
and external Groups
 Content contribution
 Status Updates & Share information
 Events preparation and follow up
Find:
 New customers
 New employees
 New partners
 New suppliers
 Project members
 Internal and
external expertiseFundamental Networking Principles

20. 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.

21. 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

22. How do we merge these into one?

23. How to roll out a Social Selling Strategy