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The Winning Formula - Fewer & Better Accounts + Consistent Personalized Progressive Touches = Sales
The simple fact is that social selling augments, rather than replaces, our traditional selling methodologies.
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP2: PRE-PLANNING
You must define your goals, your strategies, and your processes including:
You need to connect to, and to develop relationships with, the right people only and on the right networks only.
WHO
WHAT
do you want to sell to and how are you going to do that?
However, the larger your social network is, the more difficult it is to manage.
Focused Social Selling
"less really is more"
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
are you going to do in order to track and manage your selling initiative?
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP3: GET YOUR SOCIAL HOUSES IN ORDER
You must define your goals, your strategies, and your processes including:
are you going to do in order to track and manage your selling initiative.
WHO
HOW
WHAT
you are going to approach
you want to sell to, how you are going to
Before you do anything with social selling, you must get your social houses in order starting with your profiles.
You only get one chance to make a great first impression and you need to fully understand each of the social networks that you will be leveraging.
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP4: CREATE YOUR BUYER PERSONA
You must define your goals, your strategies, and your processes including:
are you going to do in order to track and manage your selling initiative.
WHO
HOW
WHAT
you are going to approach
you want to sell to, how you are going to
Your buyer persona will define what your best customers look like.
This will allow you to find and engage with potential customers who meet these criteria and who are the most likely to do business with you!
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP5: CULLING YOUR SOCIAL NETWORK
You must define your goals, your strategies, and your processes including:
are you going to do in order to track and manage your selling initiative.
WHO
HOW
WHAT
you are going to approach
you want to sell to, how you are going to
There are only 24 hours in the day and, if you are in sales, there is simply no way for you to build and maintain meaningful
relationships with tens of thousands of people.
relationships with tens of thousands of people.
You must choose only those who do business with you, have a high likelihood of doing business with you, or where a mutually beneficial relationship exists.
You must cull your herd to a manageable size in order to focus on these few.
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP6: OPTIMIZING YOUR CONTACT RECORDS
You must define your goals, your strategies, and your processes including:
are you going to do in order to track and manage your selling initiative.
WHO
HOW
WHAT
you are going to approach
you want to sell to, how you are going to
Having identified your targeted accounts, next optimize their records and you are going to want a CRM to help you to do that.

Complete each contact's record with social profiles, tags to organize your records, and recurring reminders based on their grouping's touch schedule (weekly, monthly, etc.).
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP7: FILTER YOUR SOCIAL NEWS FEEDS
Having identified your target accounts, and having discovered their social profiles, follow or connect with them if appropriate.
Next assign each to lists and groups, where possible, on each social network so that you will be able to easily focus on their activities … only.
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP8: PREPARING TO ENGAGE
Define your engagement procedures and take an inventory of your engagement tools.
Engagements with others will fall into one of two categories:
TAPS
TOUCHES
Taps let people know that you are thinking of them.
Touches are much more specific, personalized, and direct.
Your recurring reminders will ensure that these are done consistently.
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP9: MONITOR AND ENGAGE
Monitor the network activities of your selected people and look for commonalities and engagement opportunities.
The most effective way to engage is to ensure that it is personalized and progressive.
For example, after starting with a series of taps, you move to more direct touches such as requesting to connect on a network or you might suggest having a phone call or a face-to-face meeting.
STEP1: UNDERSTANDING THE SOCIAL SELLING PROBLEM
STEP10: MANAGING YOUR PROGRAM
It is critical that you track the results of your efforts and that you are prepared to modify your procedures where necessary.
This would include the reclassification of your contacts based on your success with each.
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Infographic Made With Visme
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Introduction by Neal Schaffer of Maximize Social Business.
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Written by Craig M. Jamieson of Adaptive Business Services
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HOW
are you going to approach this?