Integrating Social Media Into Your Sales Process Shane Gibson

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http://closingbigger.net Shane Gibson social media speaker talks about implementing social media into your sales process.

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Integrating Social Media Into Your Sales Process

“…the shift of the balance of power to the consumer will cause organizations to place greater importance on building trust with customers.” Don Peppers and Martha Rogers (Rules to Break and Laws to Follow)

Sales Cycle Invite and Engage At Every Step Warming Up The Call Add-ons And Up Sells Breaking The Ice 1 7 2 Relationship Building Model Closing The Sale Uncovering Buying Motives 6 3 5 4 The Sales Proposal Handling Objections

Thought Leader Proactively Reactively Social Media Matrix™ Engaged Passively Disengaged

Strategic Engagement Identify Your Goal Identify Your Target Audience Pick the Right Platforms Map out Social Etiquette Implement Listening and Engagement Strategy Know Core Pains Uniquely Communicate Pills Mixing Marketing and Community

Your Goal Guerrilla’s measure profit not visitors, friends or impressions. Sales is a contact sport. BUT This is an investment in reputation and trust. It takes time.

Target Audience Use multiple criteria Target Thought Leaders and Connectors

What Platforms? Blogs

Social Etiquette Twitter: Engagement, Value, Listening Linkedin: Trusted Networks Connecting Blogs: Bi-directional, personal, non pitch FaceBook: Frat party meets family reunion Meetup: Host sets the tone Consider: Industry, Age and Culture / Geography

Consensus on SocMedE Follow Listen Observe Then move.

Listening

Core Pains Then The Pill “Data storage for small businesses.” “Green building on a budget.” “Selling without cold calling.” “Home security tips and stats Vancouver” “Using the internet to sell real estate.” “Proving Social Media ROI.” “Summer weight loss strategy.” Or promote their goals and dreams?

Integration Make it part of your daily activities Start pulling listening feeds Engage, Lead, and Contribute Make it real at least once a week Rapport & Value = Mind Share = Wallet Share

Resources SociableBook.com ClosingBigger.net StephenJagger.com Reachd.com

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1. Integrating Social Media Into Your Sales Process

2. A Brand…. …is a promise.

3. “The Customer Owns Your Brand”

4. “…the shift of the balance of power to the consumer will cause organizations to place greater importance on building trust with customers.” Don Peppers and Martha Rogers (Rules to Break and Laws to Follow)

5. Sales Cycle Invite and Engage At Every Step Warming Up The Call Add-ons And Up Sells Breaking The Ice 1 7 2 Relationship Building Model Closing The Sale Uncovering Buying Motives 6 3 5 4 The Sales Proposal Handling Objections

6. Thought Leader Proactively Reactively Social Media Matrix™ Engaged Passively Disengaged

7. Strategic Engagement Identify Your Goal Identify Your Target Audience Pick the Right Platforms Map out Social Etiquette Implement Listening and Engagement Strategy Know Core Pains Uniquely Communicate Pills Mixing Marketing and Community

8. Your Goal Guerrilla’s measure profit not visitors, friends or impressions. Sales is a contact sport. BUT This is an investment in reputation and trust. It takes time.

9. Target Audience Use multiple criteria Target Thought Leaders and Connectors

10. What Platforms? Blogs

11. Social Etiquette Twitter: Engagement, Value, Listening Linkedin: Trusted Networks Connecting Blogs: Bi-directional, personal, non pitch FaceBook: Frat party meets family reunion Meetup: Host sets the tone Consider: Industry, Age and Culture / Geography

12. Consensus on SocMedE Follow Listen Observe Then move.

14.

15.

16. Core Pains Then The Pill “Data storage for small businesses.” “Green building on a budget.” “Selling without cold calling.” “Home security tips and stats Vancouver” “Using the internet to sell real estate.” “Proving Social Media ROI.” “Summer weight loss strategy.” Or promote their goals and dreams?

17. Integration Make it part of your daily activities Start pulling listening feeds Engage, Lead, and Contribute Make it real at least once a week Rapport & Value = Mind Share = Wallet Share

18. Resources SociableBook.com ClosingBigger.net StephenJagger.com Reachd.com