ABB Social Selling FT 301 - LinkedIn Advanced Sales Techniques (Social Jack, 2018)

Social Selling 301
LinkedIn Advanced Sales Techniques
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
SOCIAL SELLING – 301

Social Selling 301
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Creator of Social Jack™
• Train and Coach over 2,000 people per month
• Trained and Coached over 100,000 in Social Network Skills
• Influencer Development, Relationship Marketing, Social
Selling, Influencer Marketing and Production, eLearning,
Lead Generation and Conversion, Social Networking, Digital
Marketing

Social Selling 301
How to Engage with the
Go-To-Webinar Interface
• Questions area in task bar
• Type us a question so we know you
understand
• Ask us anything throughout the
session
Audio
Problems
during the webinar?
Click on “Telephone”
at any time to get
the dial-in phone number:
+1 (562) 247-8421
Access Code : 578-708-343

Social Selling 301
Course Objectives
• Boost Network Ranking
• Improve Personal Branding
• Advance Business Influence
• Gain Social Selling Skills
• Building Powerful Network
• Online Appointment Setting
• Increase Targeted Referrals
• 20 Minute a Day Routine

Social Selling 301

Social Selling 301
3 Handouts Today
• Questions area in task bar
• See handouts
• Ask us anything throughout the
session

Social Selling 301
Source: IDC #247829
IDC Statistics

Social Selling 301
Social selling is the process of developing relationships as part of the sales process.
Today this often takes place via social networks such as LinkedIn, Twitter, Facebook,
and Pinterest, but can take place either online or offline. Examples of social selling
techniques include sharing relevant content, interacting directly with potential buyers and
customers, personal branding, and social listening. Social Selling is gaining popularity in a
variety of industries, though it is used primarily for B2B (business-to-business) selling or
highly considered consumer purchases (e.g., financial advisory services, automotive,
realty).
Social selling has become more popular since companies have looked to increase their
return on investment of social media interaction.[5] Sales teams within organizations
frequently mine data from social media that may help them connect to customers in order
to create a more genuine sales lead.[5] The technique frequently focuses on approaching
potential clients in a less direct way, meaning they don't interrupt their daily lives with cold
calls and hard sells.[6] Koka Sexton stated that the art of social selling is said to speed up
many sales processes, while also improving relationships.
Source: Wikipedia: Social Selling
Social Selling

Social Selling 301
The Power of Connections
• That know YOU?
• That trust YOU?
• That have done business with YOU?
• That would recommend YOU?
Dean Sue Mark Pat
NO MORE
ONE TO ONE
SELLING!

Social Selling 301
The LinkedIn Network

Social Selling 301
Social Teaming – 3 Degrees
YOU
Bob
Smith
Karen
Jones
Kim
Lock
John
Bean
George
Miller
Jane
Adams
Level 1
Level 2
Level 3
Level 1
Level 2
Level 3
Assoc
Bill
Steve
Laura
Becky
Power Move Connect
to One Hub and 5 New
Team Members
TODAY!
201

Social Selling 301
Commit Your Time – Twenty Minutes a Day

Social Selling 301
• Thought Leader
• Executive Presence
• Humanize Your Brand
• Attract Speaking Opportunities
• Increase Referrals
• Generate New Business
What are your Goals?
Know the Numbers! Referrals, Appointments, Pipeline, Sales

Social Selling 301
Identify Your Target
Who is your target customer/client/partner?
• What industry are they in (Retail/Sports/Distribution)?
• What size company (Regional/Global/Public/Private)?
• What “Territory” are they in (Midwest/Chicago Metro)?
• Who will you be talking to “Title” (EVP/Facilities/GM)?
• Who do they know (Think Network)?

Social Selling 301
The Network

Social Selling 301
Engagement Continuum
Disengaged Mis-Engaged Engaged
Barely logged in Unconsciously liking
things
Posting and
commenting
Learning about
Person’s profile
And background
Engaging with
intent to transform
relationship for
mutual benefit
Dr. Bob Wright – Wright Graduate University

Social Selling 301
Setting Your Jacktivity Plan
Intention for Your Twenty Minutes

Social Selling 301
Setting Your Jacktivity Plan
Intention for Your Twenty Minutes
MONDAY

Social Selling 301
Engaging with Your Network
• Home Page Scan
• Status Update
• Adding Ideal
Connections
You Are The HOST

Social Selling 301
Home Page Scan

Social Selling 301
Power Move – Conversation
Power of 8,000 to 1
“Likes” and “Comments”
Power of million to 1
“Shares”

Social Selling 301
Introduction to Setting Appointments
POWER
MOVE

Social Selling 301
Status Updates
Value Based
Posting
4-1-1
RULE
Now
#Hashtags
Live
Demo

Social Selling 301
Status Updates
4-1-1 RULE
The 4-1-1 Rule suggests that you
should post
1. four pieces of new content
2. one repost
3. one call to action post.
When you follow this pattern, you will
achieve the ideal ratio of original posts,
engagement and call to action posts.
Live
Demo
Source: Tippingpoint Labs and Joe Pulizzi, founder of
Junta42 and the Content Marketing Institute.

Social Selling 301
#Hashtags
Value Based
Posting
5-1
RULE
Now
#Hashtags
Live
Demo

Social Selling 301
#Hashtags
Value Based
Posting
5-1
RULE
Now
#Hashtags
Live
Demo
TREND!

Social Selling 301
Searching for Ideal Connections

Social Selling 301
Searching for Ideal Connections
Live Demo

Social Selling 301
Build Rapport with Ideal Connections
POWER
MOVE

Social Selling 301
Confirm Assignments
• Login to Social Jack
• Setup profile
• Know your goals
• Know your target customer/partner
• Practice your power moves daily
• Keep engaging (20 min @ day)
• Reference classes →

Social Selling 301
Questions?

Social Selling 301
Thank You!

Social Selling 301
Connect WITH us!

ABB Social Selling FT 301 - LinkedIn Advanced Sales Techniques (Social Jack, 2018)

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