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Social media provides both an opportunity and an impediment to many sales professionals. But the job will be easier if you keep these three fundamentals in mind!
@MARKWSCHAEFER
social selling 3 fundamentals of a successful
strategy
Hi. I’m Mark W. SCHAEFER. An author. Blogger. Marketing consultant. College educator.
ONE OF THE MOST PERVASIVE MANTRAS
ON THE SOCIAL WEB IS…
DON’T SELL.
SURE, YOU’LL LOSE FRIENDS
IF YOU SPEND YOUR DAYS SHILLING ON FACEBOOK AND TWITTER.
IF YOU SPEND YOUR DAYS SHILLING ON FACEBOOK AND TWITTER.
(please. don’t be that guy.)
BUT SOMETIMES YOU HAVE TO SELL.
(especially if your job is in sales.)
AND I’M HERE TO TELL YOU THAT YOU CAN DO JUST THAT
ON THE SOCIAL WEB.
Here are 3 fundamentals for success in social selling.
Tear down the digital divide.
1
Social media is the most powerful personal networking
opportunity ever created.
Here’s the problem, though.
A lot of sales people forget what made them successful
in the offline world
becoming mindless
tweet machines.
becoming mindless
tweet machines.
Must tweet all the things!
Approach digital relationships
the same way you approach human ones.
after all
there are still humans behind those little twitter profile pics.
there are still humans behind those little twitter profile pics.
@markwschaefer @Jessostroff @geoffliving
HERE’S PROOF…
HUMANS! THEY DO EXIST!
@Jessostroff @geoffliving@markwschaefer
Social media is an extension of you…
Your personality
Your personality
your interests
Your personality
and the qualities that already make you a
great salesperson.
your interests
Don’t treat people differently
online vs. offline.
Connect in a human way.
adopt the social media mindset.
2
When most people start on the social web, they see it as
another place for their ads & press releases.
wrong.
People are on the social web
as an escape from your ads & press releases.
You need a new approach…
something i call
The Social Media Mindset
The Social Media Mindset
65
meaningful content
targeted connections
authentic helpfulness
Here’s a snapshot of how this works online.
Meaningful content
65 Drives awareness and connection on the web.
targeted connections
become our network to ignite our content.
authentic helpfulness
causes people to seek out companies, brands and people on the web.
(not advertising)
Combining all three?
65
meaningful content
targeted connections
authentic helpfulness
+ + =
Tangible Business Benefits
Think of it as social helping instead of social selling.
Think of it as social helping instead of social selling.
(Trust me, this really works!)
align with sales success factors.
3
The wonderful thing about social media is
it can align itself with the very things that make
you successful
in your human business relationships.
Like…
Tuning into customer’s needs
Social media lets you get a real sense of what
your customers need help with.
Being responsive
Social media lets your customers know that you’re
always there if they need help.
Acting proactively
If you pay attention to your social stream, you will find
ways to help your customers before they even ask.
Building Integrity & Trust
Social media lets you build a network and show people just how valuable you are.
Let’s also be clear and honest about something.
Social Selling does not necessarily align with quarterly sales goals.
Social Selling does not necessarily align with quarterly sales goals.
(Sorry to burst your bubble.)
Building relationships rarely aligns with a set timeframe!
You need to think of social selling opportunities
the same way you think of networking At a live conference
or industry meeting.
The payoffs are in the connections you make…
And that takes time to develop.
Still with me? Good.
Still with me? Good. Let’s recap.
Fundamentals of a Successful Social Selling Strategy3
1 Tear down the digital divide.
2 Adopt the Social Media Mindset.
3 Align your Social Media Presence with Sales Success Factors.
It’s all in my book, The Tao of Twitter.
Click here to Buy Now
Learn how The social media Mindset
can change your life and business!
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