@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!

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