View
176
Download
0
Category
Preview:
Citation preview
Our Linked in Vision Branding us! Branding you!
A staff briefing by Safaraz Ali
The need to embrace Social Selling!
Social selling means…
• Being open to opportunities• Being comfortable with sales • Promoting your personal brand
We need to understand that this is the lifeblood of our business
What do we need to do?
Social selling has not just changed the way we buy products but also the way we purchase services.
• People will go online to search what they will buy. • Often customers will have research about the product/service
reading reviews and feedback.• Customers are a lot more informed about what they are looking
for.
So what does this mean for Sales people?Isn't that their job?
Social Selling… Changing how we buy
A 2015 Forrester report (which is the most conservative) states that 22% of B2B sales representatives will be no longer required by 2020,
Other estimates even suggest that this figure could be as much as 80%.
Is there a role for sales?
B2B business is already often conducted by “non-traditional” sales people and this is going to further increase as time goes by. People in charge of or involved in procurement generally avoid traditional salespeople. Other key people in the business are now finding opportunities and closing the sales – This can be MD/CEO / OD/COO/ FD/CFO and all levels of Managers, including 1st line Team Leaders.
The use of social media networking needs to be encouraged within organisational management so that relationships can be formed, trust can be developed, business opportunities to be sought as well as it being a tool for
learning and information.
Social Selling…
Old School Thinking: Prevent access to social media as it’s a time killer
Now: Get C Level, M Level and T Level on there. Embrace it first, then utilise it and get better at it.
Old School Thinking: Sales People Sell
Now: Everyone sells and non-traditional people sell more without selling.
Set yourself up and look at personal branding for you first!
LinkedIn is Key here - In the past, people have tended to use their LinkedIn profile in order to gain new employment opportunities. However now even more so LinkedIn profiles are about educating, sharing, connecting and networking. It’s no longer just about job hunting.
It works best alongside meetings, telephone calls, emails etc. It’s an additional bonus and at times the first call of action and not there to replace any other forms of communication.
Have a buyer-centric profile. Buyers are interested in what you're saying. You need to have a professional photo and an output of what your product does. Think of your audience when you are writing.
So what should you do?
Do you know a good………?How many times have you asked this question, it may be a plumber, a builder or a cake maker but at some point we’ve all asked someone “do you know a……..”
This is where your branding comes into play, more often than not people don’t buy from businesses, they buy from people, or to be more accurate they like to buy from people they know and trust… What do YOU want to be known as.
When someone asks do you know someone who does 24+ loans, or apprenticeships.. Or do you know anyone we can approach to sub contract from we need to make sure the name on everyone's lips is Pathway….
Who do people buy from?Example..An engineering company wants to update its mechanical processes and machinery who is more likely to be able to advise?
Sales GuyAn obvious bias
Known to have sales targets Has interests of his company
Only knows what he has read in brochuresExpected to “sell”
Another EngineerCredible in industry
Inside knowledge of technical termsAn understanding of processes
Can recommend based on experienceNot expected to “sell”
• Whether you’re Quality or Operations, say what you do. • Provide a good description of what you’re doing for your customers. • When you’re online, be authentic. People want to deal with individuals
not corporate suits. • You want to build trust and rapport. There’s nothing wrong with talking
personal – it states who you are.• In Sales, you either win a deal or you lose a deal. You can get
competitive advances by having a good LinkedIn profile.
So what should you do?
From a B2B perspective ,certainly from an enterprising level, LinkedIn, is the most important social network.
Next StepsLets talk. Lets work together and get going. If you feel that you can’t develop an online profile or have other concerns then lets have a chat in confidence.
Saf’s thoughts…
Pathway CollegeBrand Building for Employers Brand Building for Training Providers
Martin Shaheed
Safeguarding andPrevent information
Contractual information within sector
Dealing with employers from a learners perspective
How to better market yourself to prime contractors
ILT from a learner perspective (Flip, E-Portfolios)
The funding landscape (Like Rob George)
Health & Safety
Saj Tracy
Ofsted information
IQA Material
Observations of teaching and learning
Good Practice in Quality
Good practice in teaching and delivery
Managing Assessors
Ahsan
SFA data/numbers
Apprenticeship targetsILT
Having confidence in numbers
Key IT / Data issues relating to SFA
Pathway CollegeGeneral Brand Building & PR Brand Building directly to HR
Cathy
Talent management
Apprentice advice – Recruiting and inducting
Learning and Development Vocational qualifications and 24+ loans
HR Updates
Hira
Good news stories relating to organisation
Good news stories relating to staff
Events, awards and promotions
Blogs, News, Stats
TCI PathwayReaching out to the following
Alliances and PartnershipClients – Direct
Alan DianeR&D Specialists
Patent Attorneys
Universities
Bid Writers / Teams
Pritam TalatCompanies involved in innovation
Research teams
SME’s
Alliances and other Collaborative Partnerships
Strategic Alliances
Eddie SafBrand Building for
Training
Funding
DWP
Recommended