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Pitch You Sales Deck
- 1. Eposode Alex Lofts Feb 2016
- 2. The way we buy- and therefore sell- is changing. We’ve entered the age of the customer- a customer who is fully enabled, with all the information and multiple sources from which to buy, all at their fingertips. Customers have more input into your brand than ever before thanks to the proliferation of User Generated Content.
- 3. 84% of c-level execs use social media to make purchasing decisions How we engage suppliers is changing. With more information at our fingertips than ever before, and with more efficient methods of searching for that information, clients are doing more research than ever. 57 % Of the buying process is done before engaging a sales consultant or vendor -Harvard Business Review ‘The End of Solution Sales’ July 2012 Two Key Resources: 94% of buying decisions start online -Acquity Group, 2014 B2B Procurement Study
- 4. Social Selling Evolution Social selling is the digital evolution of relationship selling – but so much more. It supercharges: • Referrals • Prospecting • Research (client and salesperson) • Thought Leadership Social selling is a soft sell, and a longer play. • It’s about building trust • It’s about building credibility in your field • It’s about utilising your network.
- 5. Opportunities for Eposode in social sales and marketing Profiles – Visual Content, Connections, ‘Social Proof’, publications – leverage Infinite Peripherals and Variable, Inc content Pulse posts (blogs) Boost those articles Groups ◦ “Supply Chain Minded”- 40,421 members ◦ “Supply Chain Management Group” – 137,245 members ◦ “Logistics and Supply Chain professionals” – 194,031 members
- 6. Own and monetise the channel Profiles up to scratch Platform skills refined Content Strategy Execution
- 8. What we deliver - Evaluation Evaluate all individual users profiles. 30 point check across 14 categories. Provide overall report to senior manager(s) for their information. Provide individual report to each user through our portal.
- 9. What we deliver – Content Creation
- 10. Introduction – Why is this importan Optimising your brand (you) Important Basics Company Posting Strategy Your Content Strategy Advanced Selling Tips for LinkedIn Other Resources for Further Learning eLearning
- 11. What we deliver – Ongoing Video Analysis Analysis available to management (of entire team) and individuals (of their own content only) Track engagement, click through, CTA’s
- 12. Why we deliver the 4 components Google returns results with video more than any other medium. “Video is even more effective and important when we're trying to engage with the audience on a personal level. We're built to read faces. Pareidolia -- our psychological tendency to perceive a random stimulus as significant -- is what makes us see faces in tree trunks, the moon, and grilled cheese sandwiches. We like to see faces, we want to see faces, and we subconsciously look for them. There's a reason people want to "look someone in the eyes." Our brains are built to establish trust through face-to-face contact, hence we see the "talking head" as an integral component of many corporate presentations, politician's speeches, classroom lectures, product presentations, and even video ads. When someone tells you something, face-to-face, the message has a greater impact than if you read it. Through video, you can replicate that essential, nearly in-person human connection, with thousands of people at once. Video gives us the ability to communicate "face-to-face" on a bigger, asynchronous scale.”
- 13. Why we deliver the 4 components Content Marketing is useful for the entire organisation, whether they are selling socially or not.
- 14. Why we deliver the 4 components of consumers trust an “average” employee more than the CEO… But better than that, content shared by employees receives 8x the engagement of content shared on brand channels. - The Edelman Trust Barometer 2014 52 %
- 15. Alex Lofts https://au.linkedin.com/in/alexlofts - for insights 0413487555 alex@pitchyou.com.au www.pitchyou.com.au
Hinweis der Redaktion
- We are truly in the age of the customer. It’s the first time in history the customer has all the information at their fingertips, and as consumers we expect to find all of what we need in our research. This course is focused on social selling on LinkedIn. Lets get started.
- So, we all know how the internet, google and smartphones have changed our lives. They’ve all become ubiquitous in such a short period of time, we couldn’t imagine living without it all now. The way your customers find information has changed as well. No longer do they rely on sales professionals for their education; they hit the net to find out. Now, at least 57% of the buying process is done before seeing anyone. This number has been quoted to be as high as 90% from the renowned Forrester Research. There are two key resources your customers will use or come to use – Google, and LinkedIn.
- Firstly, I need to address any connotations that you may have about Social Selling. Because Social Media was the first ‘social’ terminology to take off, it can almost feel that social selling is not for professionals or B2B sales. It’s absolutely not the case. Social Selling is utilising the power of the internet to vastly improve sales techniques we may have previously referred to as relationship sales, but also tremendously builds on critical sales techniques that we can’t avoid. Social selling is a longer play, but a pipeline that continually builds for you. Social sellers need to build trust – your connections need to see you deliver. If you’re social selling correctly, you’re building credibility with your customers over time, and social sellers are putting their networks to full use – either passively or directly – through working the first two points of trust and credibility so that if you need to reach out to someone, you have the profile to back it up; and if a customer is searching for someone like you, your profile sings their tune.
- And that number of people researching on social media actually goes up the more qualified they are. 84% of c-level executives are using social media now in their information searches.
- And that number of people researching on social media actually goes up the more qualified they are. 84% of c-level executives are using social media now in their information searches.
- This is your menu screen. This course is split into 7 sections. 200 slides long – about 90 minutes worth of voiceover.
- Ok – so you need to be online and if not get ahead of the curve, catch up. You still need to do some selling though. As you’d expect, the defensive barriers are up with cold calling still.
- But the number jumps 24 times over if they are introduced through their professional network. This is probably a good time to mention that if you’ve got a reasonable amount of contacts on linkedin and a member of a few groups, you’ve probably got two million 2nd level connections.
- But the number jumps 24 times over if they are introduced through their professional network. This is probably a good time to mention that if you’ve got a reasonable amount of contacts on linkedin and a member of a few groups, you’ve probably got two million 2nd level connections.
- But the number jumps 24 times over if they are introduced through their professional network. This is probably a good time to mention that if you’ve got a reasonable amount of contacts on linkedin and a member of a few groups, you’ve probably got two million 2nd level connections.
- But the number jumps 24 times over if they are introduced through their professional network. This is probably a good time to mention that if you’ve got a reasonable amount of contacts on linkedin and a member of a few groups, you’ve probably got two million 2nd level connections.