Selling in Hyper-Connected World

Socialized.me @SocializedTeam

Selling Fundamentals ina Hyper-connected World

With Shane Gibson@ShaneGibson


ROI on Personal Assets


The ABC’s of Targeting


Sales Conversion Ratio

Calls

1st

2nd

3rd

4th

5th & Onward

Converted

2 of 100

3 of 98

4 of 95

10 of 91

81 of 81

Percentage

2%

3%

4%

10%

81%

(100 Competitor’s Clients Converted)


Targeting Criteria Examples

• Number of staff that work for the company

• The volume of income that company generates annually

• Number of staff in a specific department

• Access to decision maker• Business stage or cycle


Targeting Criteria Examples

• Number of retail outlets• Their geographical location• Familiarity with our brand• Organizational mission or values


Targeting Criteria Examples Individual

• By industry • Geography • Stage of Career • Stage of Life • Need for for your product • Financial situation or access to

finance



• Referral or influence power • High value buyer • History of on-going investment or

purchases in your industry• Educational background • Number of children



• Time commitments or availability • Decision making style • External Influences • Career Aspirations• Lifestyle aspirations


Most Wanted List


Successful Selling

“Creating an environment where an act of faith can take

place.”


5 Stages of Relationship Development



Saying you don’t believe in social

media is like saying you don’t believe

in the internet


“The Customer Owns Your Brand”


1.1Billion


175 200 Million


400 million updates/day



3Billion Views/Day




The Rules of Engagement#1 Stop pitching and start connecting#2 Doers win in the game of social media#3 It’s not about you#4 Be fearless in your contribution to community#5 Don’t be a social spammer, engage#6 Be authentic#7 Be consistent#8 Leverage through influencers and community





Who’s Mitch?



Listening



Score Keeping?


Stakeholder Spotting


Twitter Search (Local)



Inte

l/D

ata





Expert Curator• Sharing Tools• Industry Blogs• Geographic and Vertical Specific

News• Experts list• Zite• Linkedin.com/Signal



Sharing on-the-fly




How to Win as a Social Sales Pro1. Align with Business Goals2. Build your Most Wanted List (ABC’s)3. Pick the Right Platforms4. Build a frequency goals sheet/calendar5. Implement Listening and Engagement Strategy6. Create focused content/conversations 7. Scale through community and relationships8. Use the internet to get off of the internet


Lets Connect

Socialized.me/blog@ShaneGibson @AnthonyCaridi@mitchyballen