Download pptx - Social Selling and Social CRM Seminar with Shane Gibson

Socialized.me/dtmselling @SocializedTeam

Social Selling The New Rules of Engagement in Sales and Marketing

with Shane Gibson


Saying you don’t believe in social

media is like saying you don’t believe

in the internet


“The Customer Owns Your Brand”


Why You Shouldn’t1. You have hired morons – even if you trained

them they would just be motivated morons.2. You have so much profitable business that

you couldn’t handle any more3. Your product is substandard4. Your company and culture have major

issues5. You haven’t or will not equip them


Why You Should1. It’s not marketing it’s

talking to customers2. It adds to value added

frequency versus just sales touch-points

3. It opens up new channels

4. It can save time5. Load balance your

branding – we all become ambassadors

6. Immediate data instead of compiled and stale data

7. It makes them almost as smart as your customer

8. You can see the activity9. It builds a passive pipeline

and makes projections easier It builds a fence around the customer

10. It elevates sales people above pitch artist to trusted advisor


Selling

“… is about creating an environment where an

act of faith can take place”


Trust

• Value added frequent contact consistently over time.

• More value and more time means more trust




900 million 1Billion


175 200 Million


300 million updates/day



3Billion Views/Day




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





Who’s Mitch?



Nano-Markets & Nano-Tribes



CATEGORY

USERS NON-USERS

RETAIN DEVELOP REGAIN GAIN

AAbsolute

BBeneficial

CConvenient

High Yield& LargerInvestment

Lower Yield& SmallerInvestment

Pro-Active &High Relation-ship Selling

Passive &Lower Rela-tionship Selling

The ABC‘s of Targeting


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)

Sales Conversion Ratio




Listening


Business Intelligence

• Search.Twitter.com• Mention.net• Linkedin.com/Signal• Customer/Community blogs and

social networks• Competitor/Industry news, blogs,

and social networks


Blog.suggestionbox.com


Real-Time Feedback



Score Keeping?


Stakeholder Spotting


Twitter Search (Local)



Inte

l/D

ata



LinkedIn Signal


Social Selling CRMSCRM

SocialemailValuesPreferencesDataRelationshipHistoryBusiness IntelPersonal Intel360 view

SCRM


Expert Curator• Sharing Tools• Industry Blogs• Geographic and Vertical Specific

News• Experts list• Zite• Linkedin.com/Signal



Sharing on-the-fly




How to Win as a Social Business1. Align with Business Goals2. Identify Your Your Nano-markets3. Pick the Right Platforms4. Map out Social Media Policy & Educate5. Map out Your Plan6. Implement Listening and Engagement Strategy7. Create focused content/conversations 8. Scale through community and relationships


Lets Connect

Socialized.me/dtmselling@ShaneGibson @AnthonyCaridi@mitchyballen

#dtmvip