Learn to use social networks and media to research your sales. In this presentation you will see techniques related to Linkedin, Google, and Twitter.

1. Putting Social Media into
Your Sales Process
Bill Rice
@billrice
www.bettercloser.com

2. Talking
Social
Media

3. Obligatory social media slide

4. And another...

5. And a couple more...

6. Oh, and we need a process...

7. You're afraid of the complexity...

8. Your real fear...

9. Really it's not hard

10. You don't believe me?

11. Social Web
and
Buying Behavior

12. Buying behavior is changing

13. Seeing more of this

14. And this...

15. And a whole lot more

16. Prospecting
with
Social Media

17. Only 3 Tools

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...

21. Searching for pain
Searching (pain) keywords Bingo! Suspect.

22. Searching for pain

23. Searching for pain

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.

28. Identify likely vision

29. Competitive
Intelligence

30. Who are your competitors?

31. What are they working?

32. Using Twitter

33. Loose lips...

34. Let's
Find a Deal

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"

38. Research prospects

39. Complete your Key Players List

40. Looking for more triggers

41. Looking for targets of opportunity

42. Key Points
Create list of keywords:
Pain
Related systems
Key player titles
Competitors
Use:
Google search/alerts
Twitter search
Linkedin.com

43. Thank you!
Bill Rice
@billrice
bill@kaleidico.com
www.bettercloser.com
More Resources at:
http://bettercloser.com/resources