Understand the 2 levels of social selling and the 7 Social Selling Spectrum elements

1. Mike Clark
@ReallyLinkedIn
What is Social Selling &
The 7 Social Selling Spectrum Elements
#socialselling

2. What is Social Selling?
Social Selling vs Normal Selling
7 Social Selling Spectrum Elements
Q&A
Special Gift
Agenda

3. Say Hello
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4. Social selling is about identifying and leveraging the
TRUST that is already in your network with a view to
expand and enhance your business through
relationships
What is Social Selling?

5. 2 Levels
Lower Level: SS is about using the right platforms to communicate,
connect and engage with your prospects and leveraging relevant content
effectively
High Level: SS is about embracing the behavioural shift that has taken
place and has fundamentally shifted the way people make a decision and
buy products and services
What is Social Selling?

6. Social Selling vs Traditional Selling
Social Selling Traditional Selling
Timely Intrusive
Well researched - Targeted Lack information - Volume
Quality – High Conversion
rates
Quantity – Low conversion
rates
Quality Prepared Questions Low Level ‘Discovery’
Questions
It’s easy to take the ‘1st Yes’ It’s difficult to take the ‘1st Yes’
Buyer Controls Sale Seller Controls Sale
Automated Manual

7. 7 Social Selling Spectrum Elements
Turn your business into a Content Creation Station
1. What is the type of content you are creating?
2. How relevant is the content in relation to the Prime Prospect or Market
Place you are going after?

8. Weekly Content Rockstar
Mentoring Live Produces
 >7 x blogs
 2 x videos
 1 x Webinar

9. Social Selling Spectrum
Understand where you need to be – NOT Everywhere
3. Where are you publishing that content to get the most traction?
4. Which platforms are most relevant for your prospects? And how well do
you demonstrate you understand your prospect there?

10. Which Platform Is Right For You?
If you sell B2B LinkedIn is your platform
LinkedIn has >225 Million professional users
8yrs to get to 110M and 2yrs to get to 225M
It’s had 100% growth in the past 2yrs!!!
12M UK users – 10% growth in 4mths

11. Another LinkedIn Example
Total Time on LinkedIn: 6 hours x 24 weeks = 144 hrs
Opportunities Created per Hour:
34 Ops / 144 hours = every 4 hours (1.5 a week)
Potential Revenue per Hour: $350,000 / 144 =
$2,341/hour
Jamie Shanks
Nets $350,000 in New Opportunities in Just 6
Months
“my personal business development ROI with LinkedIn is unmatched
by other sales mediums.”

12. Another LinkedIn Example

13. Social Selling Spectrum
Assess the Team Resources you have available
5. Are you making the best use of the resources available to you and
leveraging them most effectively?
6. Are you allocating time (between your schedule and your teams) to use
LinkedIn and other platforms to enhance your relationships?

14. Leverage Your Resources

15. Social Selling Spectrum
Assess your Systems – do they speed up or slow you down?
7. What internal client management systems are you using to track the
progress of your prospects through the your flow of information?
Key Question:
Are you ready for business when your prospect is ready to purchase?

16. Q&A

17. LinkedIn Social Selling Workshop £ 400
- 2 x Half Day Training Workshops (month apart)
- September 27th & October 18th central London (TBC)
- Learn passive, active & proactive LinkedIn strategies
to generate consistent leads and sales!
Plus £200 worth of tangible bonuses!!!
LinkedIn Social Selling Workshop
Early Bird Rate
£ 297 +vat
Reduced toNormally

18. 1. LinkedIn Profile Self Assessment (PSA)
- Your profile from 0 out of 100
- Go to - www.reallylinkedin.co.uk/psa
2. LinkedIn Accelerator Session
- Valued at £125
- Free if you fill out the form here: www.reallylinkedin.co.uk/psa
Special Offers – Profile Self Assessment
Valued @ £47

19. Ask Questions:
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20. What does your digital future look like?
Grab your free LinkedIn Profile Self Assessment & Accelerator
Session
www.reallylinkedin.co.uk/psa