entertainment industry within 50 miles of New York City) and have LinkedIn email them whenever a new person fits the criteria.
2. SOCIAL RESEARCHING If social listening is the net in the river, social research is like a laser beam salespeople can focus on a specific person or company. Browsing pros- pects’ LinkedIn profiles for job titles, responsibilities, recommendations, schools, groups, and posting activity can provide openings to initiate con- tact. Have you helped similar titles at similar companies? Are they respon- sible for something your company does better than any other? Have they posted something in a LinkedIn Group to which you could add a com- ment? If prospects are active on Twit- ter, read their posts and follow them. It’s as close as you can get to reading someone’s mind.
3. SOCIAL NETWORKING The best way to start a new sales cycle is to be introduced by a mutual connection – because some of the trust between the two parties will be transferred to you.
Most people know that LinkedIn shows them the common connections they have when viewing a prospect’s profile. Did you know that LinkedIn will also rank all the common connec- tions according to how many connec- tions the other two share? Find the “Get Introduced” section in the drop- down options under the tiny black arrow on a prospect’s profile. Sort by “Connection Strength” (the default) to pick your best bet.
4. SOCIAL ENGAGING This is the newest skill for sales- people. Consequently, it holds the biggest competitive advantage for salespeople who master it quickly. There are two types of social-engage- ment actions.
1. Commenting on someone else’s post
If you possess subject expertise
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that can add to the conversa- tion, this is the easiest way to get started. Don’t be afraid to offer an opinion, as differing viewpoints can lead to healthy discussions; however, mind your manners, and don’t attack another person online. You will come across as mean and lose credibility. An- other strategy is to comment on the posts of people you want to notice you. Since most people will read the comments others leave on their posts, it’s a great way to initiate a conversation.
2. Initiating a post There are three levels of content for salespeople. A. Share your company’s content. Sharing news or the company blog is the first step in social-content sharing.
B. Share third-party articles.
As salespeople read industry news, articles, and statistics on the Web, they can act as an editor and share ones their connections would enjoy. This builds the seller’s reputation as an expert.
C. Create original content. While not every seller may have the time or skill to write original content, many are able to share their knowledge via LinkedIn updates, tweets, or the long-form publishing feature on LinkedIn.
More of your prospects are be- coming active on social networks every day. Practice these skills and you will find and connect with more of them.
ULTIMATE SALES LIBRARY
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Successful leaders see the opportunities in every difficulty rather than the difficulty in every opportunity. – REED MARKHAM
WHY SNAPCHAT ISN'T A B2B SALES TOOL
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