18. Basic elements of a sale
Solution selling defines it this way:
Sales = Pain x Power x Vision x Value x Control
So will I. We're going to use social media to help us:
Look for pain or highlighting latent pain
Seek power
Align vision
Confirm value and reducing risk
Drive the process to close--control
19. Finding pain
Keywords
Turn the pain tree into keywords
How do their customers talk about the pain?
How do your prospects talk about the pain?
Turn the vision into keywords
How do you describe the solution vision?
How would a prospect describe a like vision?
Consider different power levels. They talk differently.
Don't forget about the competitor!
20. Quick Action
Creating Keywords List
Problems you can solve
Related systems
Competitive products
Key player job titles
Let's see how this list can generate steady flow of prospects...
24. Seeking power
Linkedin.com is THE central repository of power !
Step 0: Get on Linkedin.com
Step 1: Connect with ALL your (happy) clients
Step 2: Get recommendations from ALL your (happy) clients
25. Seeking power
Advantages of Linkedin.com
1. Demographics
2. Self-segmented
3. Research is all there
4. Track record
5. Identifies pathways
26. Searching Linkedin.com from Google
site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "greater chicago area"
27. Aligning Vision
This is often the hardest part of the sale.
It is a give in take of open questions, confirming questions, and
controlling questions.
You're trying to hone in on the real buying trigger.
35. Free Offer
One hour working your specific target accounts (webinar):
First 5 to Tweet:
Enjoying @billrice presentation on #socialselling
First 5 to connect via Linkedin.com
http://linkedin.com/in/billrice
36. Generating list of prospects
Target Profile:
Enterprise Architect
Using IBM Websphere
Bangalore, India
Google Query:
site:linkedin.com
"current * architect"
"websphere"
(inurl:pub | inurl:in) -intitle:directory "bangalore"
37. List of prospects
site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "bangalore"