The document outlines tips and strategies for social selling, cold calling, email prospecting, and personal branding. It discusses improving LinkedIn profiles, growing networks, creating and sharing content, and engaging with others. Specific advice includes focusing on problems customers want solved rather than products, using customer language and tones, asking permission before advancing in conversations, and personalizing outreach through filling in blanks. The presentation aims to teach salespeople to connect on social media and stand out from competitors.
5. What are the common Social Selling mistakes?
● Poor LinkedIn profiles
● Not creating good content (only re-sharing company posts)
● Sending terrible “salesy” LinkedIn messages
● Not growing their LinkedIn networks
● Zero personal brand in their target industry
● Don’t know how to use search functions and filters effectively
6. 4 Easy steps to start using Social Selling TODAY
1. Update Your LinkedIn Profile & Make it CUSTOMER Focused
2. Grow Your Network EVERY SINGLE Day
3. Create & Share Content Regularly & Consistently
4. Engage in Industry Relevant Content Every Day
7. Top Profile Tips
● Make sure you have a professional headshot
● Create a billboard style LinkedIn banner
● Transform your LinkedIn Summary
● Add new recommendations every month
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9. Top Network Growth Tips
● Add 5-10 new connections every day
● Be open minded with who you connect with
● Add prospects and other people in prospects org
● Customize when necessary
10. Top Content Tips
● Give real VALUE in your content
● Make sure you have spaces in between sentences
● Share stories, tips, knowledge, experience and thoughts
● Be YOU
● Find ways to be creative
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15. Top Engagement Tips
● Like & comment on 3-4+ posts each day
● Share your thoughts on the posts
● Find good posts to engage on
● Be creative when writing comments
16. 4 Easy steps to start using Social Selling TODAY
1. Update Your LinkedIn Profile & Make it CUSTOMER Focused
2. Grow Your Network EVERY SINGLE Day
3. Create & Share Content Regularly & Consistently
4. Engage in Industry Relevant Content Every Day
17. Cold Email + Calls with KD
Focusing on the "person"
in "salesperson"
18. Elements of the “Perfect” Script
● Tonality
● Science and Customer Input
● Gap Questions
● Benefit Check In’s
● If/Then’s
● Fill in the Blanks
● Practice
19. Problem > Product
● This is key for prospecting messaging
● Talk more about the PROBLEMS your product
solves
● Talking about your product, or talking about the
future doesn’t work.
● Bring up potential or real problems your prospects
are dealing with.
● Email, VM, Video
● What are the top problems your prospects have that
you solve?
20. WWYCS?
● What would your customer say?
● If it not a word or term you’ve ever heard them say,
stop saying it.
● How do you describe our product?
● Why did you buy?
● What problems were you hoping to solve?
● What’s gotten better?
● What were you nervous about?
● Who almost prevented you from buying?
21. Tonality
● This is the missing sauce in most scripts.
● What tonality should your reps be using in
that moment.
● Tone is what makes the script come alive
and is the #1 thing you should be
practicing.
22. Example tones
● Lost in the City - Opening line for prospecting Calls
● Thinking Out Loud - Leads after questions
● Scooby Doo Tone - The MMS/Value Prop
● Pizza Dough - The “How are you X”
● Thank God Tone - We already have something objection
handling.
● Broken Hearted - Dealing with A**holes
● Strategic Down Tones
24. How to build a “Gap” Question
● What is something your product does that
you know most of your customers don’t do
now.
● Ask how they are doing that thing that you
already can do.
● Include the “Result” of that question as
well.
● How are you X to make sure Y isn’t
happening….
26. Email Writing - 101
● Stop sounding like a damn sales person.
● Think text messages first.
● 1st sentence matters more than subject line.
● Break it up into small digestible sentences.
● Tell a story/Emotion
● 1 Call to Action.
27. Email Writing 201
● Images and Videos Massively Increase
Response rates.
● Cliffhangers and Curiosity Builders.
● What they should do vs what you should do.
● Problem Based Language
● No such thing as long or short…
● Emails and Cadences should look like a
mountain range.
● Do you struggle with X?
28. Email Writing 301
● Priming Words - Use words that evoke the
emotion you want.
● Specific calls to action - not every email should
ask for a response.
● Click for the Cookies
● Pay attention to what the best b2c marketers do.
29. Email Writing - KDFIC
● Know - Here’s what I know about you, your
team, your industry
● Did/Doing - Here’s what I’m doing about it,
did because of it
● Found - what I found out
● Impact - The impact it’s having on you
● Call to Action - Here’s what you should do
now.
30. BONUS - Videos
● Videos can be great IF you’re doing it the
right way.
● Create a video cadence is MULTIPLE different
types of videos.
● Personalized vs Generalized.
● Show them HOW.
● Big Tip - Sell the click/watch
○ Time stamps
○ Summaries
● What + How + Proof = $
● Sell them on what you want them to do!
31. Fill In The Blank Personalization
● Stop paying your SDRs to be Marketo
knock-offs.
● If your SDRs aren’t filling in the blanks
on your emails…
● fire them.
● If you are mass blasting, you’re asking
for trouble.
● Snippits save time and energy!
33. How to Have Fun
● Search your “Persona/Industry”..
● Meme’s
● Gifs
● Funny Shirts/Posters/Mugs
● Jokes
● What do “personas” hate?
● Worst part of being a X
● Rewrite Popular songs from you Persona’s
Generation
