Social Selling: Finding Prospects Online to Engage Them Offline

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February 18, 2016 | Julie Thomas

Social SellingFinding prospects online to engage them offline

Today’s objectives

© 2016 ValueSelling Associates Inc. All rights reserved.

Why is social selling so buzzy?

How to target and attract new buyers

Strategies to move offline from online

Social selling is not new.


Technology-enabled social selling is…sort of.

Why is social selling the buzz?

79%


23%

Salespeople using social media outsell those who don’t

Users more successful at quota attainment

Social media users obtain quota at a higher rate than non-social media users

Forbes article by Mark Friedman


57%


Buying decision made before sales rep is ever involved


79%


Buyers do a search on either a company or a sales rep before engaging

What is the point?


Build relationshipsEstablish trustDemonstrate value

What does that mean?


We date before we proposeIt’s not about usExpertise and Influence

How to attract new buyers


Engage key influencers

Review your own profile

Grow your contacts

Provide valuable content

How to target prospects


Watch and listenGet to know themWhat questions are they asking?

Strategies for moving offline from online

© 2016 ValueSelling Associates Inc. All Rights Reserved.


Goal = 1:1 meeting





Content + Conversation + Relationships = Sales



Relationships take time.




Discipline pays off.



Message privately!


Wrapping it all up…Social selling is nothing new

Listen

Contribute

Relationships = short term goal, Appointment = long term goal,Increased Sales = ultimate goal

Discipline and habit

© 2016 ValueSelling Associates, Inc. All rights reserved.


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