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Social Selling 101
A Brave New World
SOCIAL SELLING & SOCIAL
RECRUITING

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Social Selling 101
A Brave New World
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Creator of Social Jack™
• Train and Coach over 2,000 people per month
• Trained and Coached over 100,000 in Social Network
Skills
• Relationship Marketing, Social Selling, Influencer
Marketing and Production, eLearning, Lead Generation
and Conversion Social Networking, Digital Marketing
• Financial Services, Insurance, Banking, Private Equity,
Professional Services, Legal, Accounting, Technology, …

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Social Selling 101
A Brave New World
Social Media – What?

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Social Selling 101
A Brave New World
Social Selling – Why?
•Reputation
•Protection
•Visibility
•Compliant-friendly
•ReferralsNew Business
•Recruiting

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Social Selling 101
A Brave New World
Source: IDC #247829
IDC Statistics

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Social Selling 101
A Brave New World
Source: Pew Research
Social Recruiting
Statistics
Rising Use of Social Media to Reach Candidates
According to Pew Research, 86 percent of 18-29 year-olds – the
majority of today’s job market – use at least one social media site.
They depend on it for communication, socializing, news,
entertainment, and finding jobs. So it’s appropriate that HireRight’s
2017 Benchmark Report found that social networking was the
fastest-growing means of recruiting, attracting or finding new hires;
engaging prospective candidates via LinkedIn, Twitter and similar
social media rose 10 percent in popularity over the previous year.
Meanwhile, job boards – the most popular traditional digital means
of reaching the job market – actually fell three percent.

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Social Selling 101
A Brave New World
Source: CareerArc
Mobile Recruiting
Statistics

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Social Selling 101
A Brave New World
How Many Contacts Do You Have That You Cannot See?
• That know YOU?
• That trust YOU?
• That have done business with YOU?
• That would recommend YOU?
Dean Sue Mark Pat
NO MORE
ONE TO ONE
SELLING!

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Social Selling 101
A Brave New World
The LinkedIn Network

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Social Selling 101
A Brave New World
Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters
Courtesy of US Army*

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Social Selling 101
A Brave New World
Social Teaming – 3 Degrees
YOU
Bob
Smith
Karen
Jones
Kim
Lock
John
Bean
George
Miller
Jane
Adams
Level 1
Level 2
Level 3
Level 1
Level 2
Level 3
Company
Bill
Steve
Laura
Becky

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Social Selling 101
A Brave New World
Social Teaming – Use of Clusters and Hubs
Hub: Large cluster or
group of clusters of network
connections working toward
the same destination (goal)
and targets.
External
Partners
Internal
Champions
Core Team
Brand
REACH
MILLIONS

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Social Selling 101
A Brave New World
Scout, Draft, Build and Play
Feeder Team
Social
Networks
Networking
Referrals
Feeder Team
Tryouts
Social
Jack
Team
Play
Scouting The Draft

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Social Selling 101
A Brave New World
2017 LinkedIn Facts and Stats - Growing
- 35% access LinkedIn every day
- 39% Pay for premium
- Over 25 million profiles viewed daily
- 1 out of 3 on the planet are on LinkedIn
- 41% access from their mobile device

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Social Selling 101
A Brave New World
Just Twenty Minutes a Day

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Social Selling 101
A Brave New World
The Power of Profiles

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Social Selling 101
A Brave New World
BEFORE THE POWER MOVES - Your Professional Profile
• Complete profile
• The start of Social Selling/Recruiting
• Your first conversation
• Be clear
• What will you do for others?
• Why & how?
• What do you want/need?

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Social Selling 101
A Brave New World Your Profile = Your Professional Brand

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Social Selling 101
A Brave New World Your Profile = Your Professional Brand

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Social Selling 101
A Brave New World
Power Move #1 – “Social” Networking

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Social Selling 101
A Brave New World
Power Move #2 – Network Diving – Level One

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Social Selling 101
A Brave New World
Power Move #3 – Conversation
Power of 8,000 to 1
Like’s and Comment’s
Power of millions to 1
Share’s

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Social Selling 101
A Brave New World
Power Move #4 - Conversion

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Social Selling 101
A Brave New World
Power Move #5 – Network Diving Level 2

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Social Selling 101
A Brave New World
Power Move – Outcome Based Routine

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Social Selling 101
A Brave New World
Intent for ROI

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Social Selling 101
A Brave New World
Next Steps

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Social Selling Webinar Series 101:™
Social Selling Foundation/LinkedIn™ Beginner
Oc
t
Ma
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Ap
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May Jun Jul Au
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SepFe
b
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Optiona
l Bi-
Weekly
Coachin
g
Optiona
l Bi-
Weekly
Coachin
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Optiona
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Weekly
Coachin
g
Optiona
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Weekly
Coachin
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Optiona
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Weekly
Coachin
g
Optiona
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Weekly
Coachin
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Optiona
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Coachin
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Optiona
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Weekly
Coachin
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Optiona
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Weekly
Coachin
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Optiona
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Weekly
Coachin
g
Self-Paced
Course 010-
020
Self-Paced
Course 101-
104
Self-Paced
Course 201-
203
Self-Paced
Course 301-
303
Self-Paced
Course ALT
Bi-Weekly
Coaching
Bi Weekly
Coaching
Bi Weekly
Coaching
Bi Weekly
Coaching
Bi Weekly
Coaching
Coaching
Support Layer
e-Learning
Support Layer

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Social Selling 101
A Brave New World
DEMO

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Social Selling 101
A Brave New World
Social Recruiting 101 – Foundation/LinkedIn™ Beginner
•Why and how social networks work for selling/recruiting – compliant-friendly
•Fundamentals of building trust and relationships online
•Effective profile setup, keywords and settings
•Key profile elements for attracting new business
Social Recruiting 201 – Social Jack™ Network Building
•Network building for territory coverage (Network Science)
•Benefits of connecting with customers, prospects, industry thought leaders and competitors
•Protecting the security of your connections
•Communication techniques to build your professional brand
Live Webinar Instruction
Social Recruiting - Advanced Skills Program

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Social Selling 101
A Brave New World
Live Webinar Instructor-Led Curriculum Highlights
Social Recruiting 301 – LinkedIn™ Advanced Techniques
•Learn LinkedIn™ online sales/recruiting foundation skills
•Identify new prospects beyond your assigned accounts
•Pre-call research for existing and new prospects
•Level one communication (SEI)
Social Recruiting 302 – LinkedIn™ Advanced Routine
•Getting into your 20 min a day plan
•Trust building and conversion techniques
•Build your industry domain expertise via LinkedIn™ connections
•Level two communication (SEI)

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Social Selling 101
A Brave New World
Go for
your
Social
Selling
Black
Belt!

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Social Selling 101
A Brave New World
Next Steps
• LinkedIn Social Recruiting – Advanced Conversion Course Options
• Build Profiles
• Schedule Course
• Includes
• Instructor Led Classes
• E-Learning Access
• Coaching Sessions (90 Days)
• Phase II – Train Top Producers/Team in Social Selling – Farm Team
• Start Now and start hiring easier!

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Social Selling 101
A Brave New World
Questions?

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Social Selling 101
A Brave New World
Thank You!

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Social Selling 101
A Brave New World
Connect WITH us!