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@MARKWSCHAEFER
social selling
3 fundamentals of a successful
strategy
Hi. I’m Mark W. SCHAEFER.
An author.
Blogger.
Marketing consultant.
College educator.
ONE OF THE MOST
PERVASIVE MANTRAS
ON THE SOCIAL WEB IS…
DON’T SELL.
SURE, YOU’LL LOSE FRIENDS
IF YOU SPEND YOUR
DAYS SHILLING ON
FACEBOOK AND TWITTER.
IF YOU SPEND YOUR
DAYS SHILLING ON
FACEBOOK AND TWITTER.
(please. don’t be that guy.)
BUT SOMETIMES YOU
HAVE TO SELL.
(especially if your job is in sales.)
AND I’M HERE TO TELL YOU
THAT YOU CAN DO JUST THAT
ON THE SOCIAL WEB.
Here are 3 fundamentals for
success in social selling.
Tear down the digital divide.
1
Social media is the most
powerful personal networking
opportunity ever created.
Here’s the problem, though.
A lot of sales people forget
what made them successful
in the offline world
becoming
mindless
tweet machines.
becoming
mindless
tweet machines.
Must tweet
all the things!
Approach digital
relationships
the same way you
approach human ones.
after all
there are still humans behind
those little twitter profile pics.
there are still humans behind
those little twitter profile pics.
@markwschaefer @Jessostroff @geoffliving
HERE’S PROOF…
HUMANS! THEY DO EXIST!
@Jessostroff @geoffliving@markwschaefer
Social media is an
extension of you…
Your
personality
Your
personality
your interests
Your
personality
and the qualities
that already
make you a
great salesperson.
your interests
Don’t treat people
differently
online vs. offline.
Connect in a human way.
adopt the social media mindset.
2
When most people start on the
social web, they see it as
another place for their
ads & press releases.
wrong.
People are on the social web
as an escape
from your
ads & press
releases.
You need a new approach…
something i call
The Social Media
Mindset
The Social Media Mindset
65
meaningful
content
targeted
connections
authentic
helpfulness
Here’s a snapshot of how
this works online.
Meaningful content
65 Drives awareness and
connection on the web.
targeted connections
become our network to
ignite our content.
authentic helpfulness
causes people to seek out
companies, brands and
people on the web.
(not advertising)
Combining all three?
65
meaningful
content
targeted
connections
authentic
helpfulness
+ + =
Tangible Business
Benefits
Think of it as social helping
instead of social selling.
Think of it as social helping
instead of social selling.
(Trust me, this really works!)
align with sales success factors.
3
The wonderful thing
about social media is
it can align itself with the
very things that make
you successful
in your human
business relationships.
Like…
Tuning into customer’s needs
Social media lets you
get a real sense of what
your customers need help with.
Being responsive
Social media lets your
customers know that you’re
always there if they need help.
Acting proactively
If you pay attention to your
social stream, you will find
ways to help your customers
before they even ask.
Building Integrity & Trust
Social media lets you build
a network and show people
just how valuable you are.
Let’s also be clear and
honest about something.
Social Selling does not
necessarily align with
quarterly sales goals.
Social Selling does not
necessarily align with
quarterly sales goals.
(Sorry to burst your bubble.)
Building relationships
rarely aligns with
a set timeframe!
You need to think of social
selling opportunities
the same way you think of
networking At a live conference
or industry meeting.
The payoffs are in the
connections you make…
And that takes time
to develop.
Still with me? Good.
Still with me? Good.
Let’s recap.
Fundamentals of a Successful
Social Selling Strategy3
1 Tear down the digital divide.
2 Adopt the Social Media Mindset.
3 Align your Social Media Presence with
Sales Success Factors.
It’s all in my book,
The Tao of Twitter.
Click here to Buy Now
Learn how The
social media Mindset
can change your
life and business!
Content by @markwschaefer Design by @sarahsmason
businessesgrow.com/blog
uncommonlysocial.com/
services/presentation-design
Click a Link and Say Hello Online!
THANKS!
typography
Komika Title Paint
Flickr images
Robots Only Eat Old People by mark Strozier
Untitled by Thomas Leuthard
Singularity University NL: Man versus Machine - Biology versus
Technology by Sebastiaan ter Burg
Entrepreneurs Doing Their Thing by Christopher Michel
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