Too often we get trapped in the illusion that selling is an art form. This can be a dangerous notion if you let it become the fundamental premise of your sales philosophy.
This has become even more dangerous with the advent of social media and networking. These new and potentially fertile grounds for sales leads can literally become distracting siren songs that can keep you trapped and bouncing around from one attractive, but futile suspected opportunity to the next.
Today, I’m going to try to focus your attention on process, efficiency, and developing sales routines that will lead you into more “natural closes.”
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How to Win Over and Over Again - Social Selling - Zoominfo Webinar
1. How to Win Over and Over Again Bill Rice www.bettercloser.com @billrice Twitter discussion: #WinSales
2. Key Elements in Repeated Wins Balancing collecting and processing Using automation and lead nurturing Getting “natural closes” with process Getting tactical www.kaleidico.com | www.bettercloser.com 2 Twitter: #WinSales
4. Social Media, Social Clutter Linkedin 70 Million Over 90,000 groups Twitter 105 Million 3 billion messages per day Facebook 500 million 30 billion pieces of content shared each month www.kaleidico.com | www.bettercloser.com 4 Twitter: #WinSales
7. Focus, Target, Find, Automate Focus on the right social networks Target known lead characteristics Find opportunities and suspects Automate your social lead generation
8. Focus (Evaluating Data Sources) Source of the original data Specificity of the data Intent of the data provider Cost of the data Usefulness (accuracy) Efficiency 8
30. Link and Measure Make sure you can measure response Linkedin (Who’s Viewed My Profile?) Custom URL (i.e., blog post) Hootsuite (Twitter) Bit.ly (Any URL) Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 30
32. Consistent Engagement 2500 “past leads” > 6 months Results (3 months): 20% lost and 16% “not a fit” 40% identified for active nurturing 15% identified as “sales ready” 7% converted to sales Revenue: $1.2 million (Source:InTouch – www.startwithalead.com) Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 32
33. Email #1 way to stay top of mind Easy to automate Use with call campaigns Call to action is key Measure (link!) Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 33
40. Closing Sales Becomes Magical You get calls Emails get opened Credibility and expertise are assumed Trust is built People know your name Asking for the sale becomes much easier Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 40