Researching Sales with Social Media
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Learn to use social media to research your sales pipeline and target accounts.
![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: ,[object Object]](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
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Researching Sales with Social Media
- 1. Researching Sales with Social Media Bill Rice www.bettercloser.com
- 3. Seek power
- 4. Align vision
- 5. Confirm value and reducing risk
- 7. Venues
- 8. Search
- 9. Flow
- 10. Campaign
- 13. Linkedin
- 14. TwitterHere's how to turn them into lead generation tools...
- 16. How do their customers talk about the pain?
- 17. How do your prospects talk about the pain?
- 19. How do you describe the solution vision?
- 20. How would a prospect describe a like vision?
- 21. Consider different power levels. They talk differently.
- 25. 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
- 28. Seeking power Advantages of Linkedin.com Demographics Self-segmented Research is all there Track record Identifies pathways
- 29. Searching Linkedin.com from Google site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "greater chicago area"
- 30. 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. Two strategies: Attract like vision Identify likely vision
- 33. Confirming value and lowering risk There is still a lot of FEAR in the market. To overcome this barrier you have to not only convey value, but also lower risk. Social Proof and Authority work well here.
- 34. Social Proofing and Authority
- 35. Do it on their terms
- 37. Driving the process to close--control You have lots of intelligence on your target accounts. Now, execute. Get into their field of view. Shape their perception (or yours) of the ideal solution.
- 38. Thank you! Bill Rice @billrice bill@kaleidico.com www.bettercloser.com