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Social Selling: Finding Prospects Online to Engage Them Offline

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ValueSelling Associates, Inc.
ValueSelling Associates, Inc.

Today, the selling process begins online for both sales professionals and their prospective buyers. With over 1 billion Facebook users, 232 million Twitter users, and close to 400 million LinkedIn users, it’s easy to understand why businesses have flocked to social media sites. So how do you become part of the conversation that’s happening online? And how do you optimize your influence via social selling? Whether you’re just getting started or ready for unique insights on ways to boosting your impact, we’ve got you covered.

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COMPLIMENTARY WEBINAR This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. February 18, 2016 | Julie Thomas Social Selling
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. © 2016 ValueSelling Associates Inc. All rights reserved. Technology-enabled social selling is …sort of.
Why is social selling the buzz? 79% © 2016 ValueSelling Associates Inc. All rights reserved. 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
Why is social selling the buzz? 57% © 2016 ValueSelling Associates Inc. All rights reserved. Buying decision made before sales rep is ever involved
Why is social selling the buzz? 79% © 2016 ValueSelling Associates Inc. All rights reserved. Buyers do a search on either a company or a sales rep before engaging
What is the point? © 2016 ValueSelling Associates Inc. All rights reserved. Build relationships Establish trust Demonstrate value
What does that mean? © 2016 ValueSelling Associates Inc. All rights reserved. We date before we propose It’s not about us Expertise and Influence
How to attract new buyers © 2016 ValueSelling Associates Inc. All rights reserved. Engage key influencers Review your own profile Grow your contacts Provide valuable content
How to target prospects © 2016 ValueSelling Associates Inc. All rights reserved. Watch and listen Get to know them What questions are they asking?
Strategies for moving offline from online © 2016 ValueSelling Associates Inc. All Rights Reserved.
© 2014 ValueSelling Associates Inc. All Rights Reserved. Goal = 1:1 meeting Strategies for moving offline from online © 2016 ValueSelling Associates Inc. All Rights Reserved.
Strategies for moving offline from online © 2016 ValueSelling Associates Inc. All Rights Reserved. Content + Conversation + Relationships = Sales
Strategies for moving offline from online © 2014 ValueSelling Associates Inc. All Rights Reserved. Relationships take time. © 2016 ValueSelling Associates Inc. All Rights Reserved.
Strategies for moving offline from online © 2014 ValueSelling Associates Inc. All Rights Reserved. Discipline pays off. © 2016 ValueSelling Associates Inc. All Rights Reserved.
Strategies for moving offline from online Message privately! © 2016 ValueSelling Associates Inc. All Rights Reserved.
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.
Questions? © 2014 ValueSelling Associates, Inc. All rights reserved.
At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides © 2013 ValueSelling Associates Inc. All Rights Reserved. 19
Follow us! ValueSellingAssoc ValueSelling Associates ValueSelling-Associates @Valuselling © 2016 ValueSelling Associates Inc. All rights reserved.
Visit the eStore at valueselling.com © 2016 ValueSelling Associates, Inc. All rights reserved. Books ValueSelling tools On-demand courses Complimentary library of webinars and newsletters
Save the date! Our next webinar will be: Improve Your Credibility to Increase Your Odds March 17 | 10:00AM PST © 2014 ValueSelling Associates, Inc. All rights reserved.
Thank you! Julie Thomas | President and CEO julie@valueselling.com + 1 858 759 7954 julieathomas jathomas100

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Social Selling: Finding Prospects Online to Engage Them Offline

  • 1. COMPLIMENTARY WEBINAR This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. February 18, 2016 | Julie Thomas Social Selling
  • 2. 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
  • 3. Social selling is not new. © 2016 ValueSelling Associates Inc. All rights reserved. Technology-enabled social selling is …sort of.
  • 4. Why is social selling the buzz? 79% © 2016 ValueSelling Associates Inc. All rights reserved. 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
  • 5. Why is social selling the buzz? 57% © 2016 ValueSelling Associates Inc. All rights reserved. Buying decision made before sales rep is ever involved
  • 6. Why is social selling the buzz? 79% © 2016 ValueSelling Associates Inc. All rights reserved. Buyers do a search on either a company or a sales rep before engaging
  • 7. What is the point? © 2016 ValueSelling Associates Inc. All rights reserved. Build relationships Establish trust Demonstrate value
  • 8. What does that mean? © 2016 ValueSelling Associates Inc. All rights reserved. We date before we propose It’s not about us Expertise and Influence
  • 9. How to attract new buyers © 2016 ValueSelling Associates Inc. All rights reserved. Engage key influencers Review your own profile Grow your contacts Provide valuable content
  • 10. How to target prospects © 2016 ValueSelling Associates Inc. All rights reserved. Watch and listen Get to know them What questions are they asking?
  • 11. Strategies for moving offline from online © 2016 ValueSelling Associates Inc. All Rights Reserved.
  • 12. © 2014 ValueSelling Associates Inc. All Rights Reserved. Goal = 1:1 meeting Strategies for moving offline from online © 2016 ValueSelling Associates Inc. All Rights Reserved.
  • 13. Strategies for moving offline from online © 2016 ValueSelling Associates Inc. All Rights Reserved. Content + Conversation + Relationships = Sales
  • 14. Strategies for moving offline from online © 2014 ValueSelling Associates Inc. All Rights Reserved. Relationships take time. © 2016 ValueSelling Associates Inc. All Rights Reserved.
  • 15. Strategies for moving offline from online © 2014 ValueSelling Associates Inc. All Rights Reserved. Discipline pays off. © 2016 ValueSelling Associates Inc. All Rights Reserved.
  • 16. Strategies for moving offline from online Message privately! © 2016 ValueSelling Associates Inc. All Rights Reserved.
  • 17. 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.
  • 18. Questions? © 2014 ValueSelling Associates, Inc. All rights reserved.
  • 19. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides © 2013 ValueSelling Associates Inc. All Rights Reserved. 19
  • 21. Visit the eStore at valueselling.com © 2016 ValueSelling Associates, Inc. All rights reserved. Books ValueSelling tools On-demand courses Complimentary library of webinars and newsletters
  • 22. Save the date! Our next webinar will be: Improve Your Credibility to Increase Your Odds March 17 | 10:00AM PST © 2014 ValueSelling Associates, Inc. All rights reserved.
  • 23. Thank you! Julie Thomas | President and CEO julie@valueselling.com + 1 858 759 7954 julieathomas jathomas100