B2B buyers are spending lots of time on social media, so how do you reach them and sell through your network? In our free, informative webinar, learn the basics of social selling, how to get started, and how to be successful. Hear the newest tips and tricks on growing your network and selling directly to them. http://livehive.com/social-selling-with-livehive/

1. Start Social Selling Now
#SocialSellingNow

2. Meet your social selling expert
#SocialSellingNow
Lindsay Brothers
@LindsayBro
@LiveHive

3. Brought to you by LiveHive
Sales Engagement Solution with analytics to
better understand your prospects
#SocialSellingNow

4. Agenda
#SocialSellingNow
1. Why you need to start social selling
2. Where are your customers?
3. Getting Started
4. Developing your social selling “rep”
5. Q & A

5. Social Selling Defined
#SocialSellingNow
Social selling is selling via established social networks and
relationships.
Leveraging your personal and social brand is extremely important
in social selling.
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A

6. Why Social Selling?
People want to buy from their friends and network.
75% of B2B buyers will likely use social media in the buying
process.
Social media engagement keeps leads warm and can turn into
conversion
• According to a 2011 study at the Keller Research Center at
Baylor University, 4 out of 5 cold calls lead to outright
rejection
• 10-12 touches on average required to convert a lead
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow
Source:
BEM, “A Case for Social Selling” 2013
http://bit.ly/1lvVwgS

7. Where are your customers?
If you’re selling B2B, you need to spending
time on LinkedIn, Google+ and even Twitter.
According to a Forrester Report from 2013,
74% of B2B decision makers use LinkedIn.
42% use Twitter.
If you’re feeling overwhelmed, stick to
LinkedIn.
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow

8. Where are your customers?
Facebook is generally used for
personal sharing.
Pinterest, Facebook and
Instagram are image-focused,
which is great is you’re selling to
consumers or if marketing tends
to produce lots of images.
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow

9. Understanding your customers
• What do your customers care
about? What interests them?
• Work with marketing to
understand the buyer persona
• Learn from customers you have
sold to. What would they like?
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow

10. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
Create a profile for selling
The key isn’t to just share, but also
make sure your profile reflects your
messaging.
Include original content on your
profile, link to interesting materials,
and cater everything to how you can
help your potential buyer.
#SocialSellingNow

11. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
Refine your profile
Checklist
 Picture
 Complete summary
 Contact info
 Current position
 Content useful to buyer
 LOTS of connections
Check out LinkedIn Diva Lori Ruff’s
fantastic profile for inspiration:
Linkedin.com/in/loriruff
#SocialSellingNow

12. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
How do you grow connections?
Connect with everyone!
• Past and current customers
• Anyone you’ve ever worked with
• New connections from groups
• LIONS (LinkedIn Open Networkers)
• Friends, family, even people you
forgot from high school
The more people you connect with, the
larger your audience.
If you feel overwhelmed, remove people
from your newsfeed.
Connect 4?
No, connect as much as you can!
#SocialSellingNow

13. Finding content
Browse the web and company
materials for content that is valuable
There are a number of great
resources for finding content
• Flipboard, Feedly or other RSS
reader
• Industry blogs & publications
• Company blog
• Twitter - follow thought leaders,
hashtags, relevant publications
• Follow thought and industry
leaders on LinkedIn
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow

14. Finding content
Clip and save content that you can
share. Save good content for a rainy
day.
• There are many web clippers
online. Evernote and LiveHive
have web clippers.
Content can be anything: invites to
webinars, ebooks, blog posts,
pictures… be creative!
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow

15. Share and personalize
• Sharing interesting content needs
to be consistent and varied
• The 4-1-1 rule
• 4 pieces of interesting/useful
content
• 1 soft sell
• 1 hard sell
• Personalized content goes a long
way
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow

16. “Rep” = Thought Leadership
“A thought leader is an individual or firm that prospects, clients,
referral sources, intermediaries and even competitors recognize as
one of the foremost authorities in selected areas of specialization,
resulting in its being the go-to individual or organization for said
expertise.”
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
“A thought leader is an individual or firm that significantly profits
from being recognized as such.”
Source:
What is a Thought Leader?
Russ Alan Prince, Bruce Rogers, Forbes, 3/16/2012
http://www.forbes.com/sites/russprince/2012/03/16/what-is-a-thought-leader/
#SocialSellingNow

17. Developing your social selling
“rep”
Reputation matters in sales,
especially on LinkedIn
Become known as a thought leader
Consistently share material that
informs, educates, helps, and even
entertains. The key here is being
valuable!
Yehuda Cagen
$100K new business
Sander Biehn
@sanderbiehn
$47 million new contract
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
Source:
Social Selling with the Sharks Presentation 2013
http://slidesha.re/OVPvwX
#SocialSellingNow

18. Q & A
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow