Social Sales Tools Foundation Training

Social Sales Tools Foundation Training
Phase One

Copyright 2011 Fill the Funnel / Miles Austin All rights reserved. Unauthorized reproducton prohibited

Steps to a Solid Foundation
• Social Tools
– LinkedIn
– Twitter
• Web Tools
– Jigsaw
– Timetrade
– InsideView
– Bit.ly


LinkedIn Foundation
• Current Headshot
– make sure that you use a recent, close-up
headshot for your profile.


LinkedIn Foundation
• Custom URL
– Change the standard URL for your profile to your
firstnamelastname (milesaustin) if available or
something similar.


LinkedIn Foundation
• Fresh Headline
– Not your title, but what you want people to know
you do. “Mobile Technology Specialist” is better
than Account Executive.


LinkedIn Foundation
• Summary
– This is a concise 2,000 character paragraph or two
written for humans to understand, filled with
keywords, action words and a bit of personal flair.


LinkedIn Foundation
• Specialties
– This is written in the Keyword, Keyword, Keyword
format and limited to 1,000 characters. This is
where you want to include words and phrases
that reflect the current, most searched topics in
your area of work. “Mobile, Ultrabook, Laptop,
Tablet, Z830, Thrive…”. Make sure to add some
geography indicators including the city and state
in which you live and other states your territory
includes.

LinkedIn Foundation
• Websites
– Slots open for three-use them all. Select other
from the pull-down menu and enter Description
for the site rather than “Company Website”.
Recommend using URL’s that are personalized, if
possible and action-oriented. Sending them to
your corporate site is a waste of time for both of
you. Timetrade, Landing Pages, and Video pages
are good examples to consider.


LinkedIn Foundation
• Groups
– Join groups focused on your
industry, profession, products, geography, hobbies
and education. A broad base of these showing on
your Profile will serve to let others viewing your
profile understand your interests.


LinkedIn Foundation
• Applications
– Applications are tools available from within
LinkedIn that compliment your efforts and show
up on your profile. Key for a sales Profile include
Slideshare, Reading List and Box.net files amongst
others.


LinkedIn Foundation
• Ongoing Activity
– LinkedIn for Sales People in 30 Minutes a Week
• By following the steps in this article, a sales
person will establish a strong presence online,
expose new opportunities, build reputation
and generate new business in the future.


Twitter Foundation
• Claim your name
– Use the same name as your LinkedIn Custom URL
if possible.
• Bio
– 140 characters that are concise, convey why a
prospect/customer will find value by following
you. Keep it current, change it up from time to
time to stay fresh and relevant.


Twitter Foundation
• Lists
– Build lists with topics that are important to you
including Prospects, Competitors, Geographic,
Industry, Company. Remember to decide whether
you want to make each list Public or Private. Good
practice to review the lists of others you follow
and grab people from their lists as well.


Twitter Foundation
• Follow
– Follow everyone that is or might be important to
you now or in the future. Many times the best
people to follow are those that are thought-
leaders in your area of focus or industry. You can
then ReTweet their messages to those that are
following you, helping you build value for your
customers and prospects.


Twitter Foundation
• Listen(Saved Searches)
– One of the most significant impacts with Twitter
when used by sales people is when used as a
listening tool. The nature of Twitter is the
immediacy of the information. You can learn
significant, useful information about your
prospects, customers, competitors and your
industry by creating Saved Searches with relevant
keywords and hashtags.


Twitter Foundation
• ReTweet
– This can be the most effective communication
technique on Twitter, especially for a new user. By
ReTweeting the posts of others, you begin to offer
valuable information to your followers, while
building relationships with those that you are
ReTweeting. Mix in your own observations and
unique tweets from time to time, and you will
begin to get into a flow that will be most
comfortable and successful for you.

Complimentary Tools
(phase 1)

• Jigsaw (data.com)
– Use this data to build strategic plans for your
Geography. Build points by importing your current
contact lists. Buy contacts with your points when
you have identified specific people that you have
identified as worthy of your time.


Complimentary Tools
(phase 1)

• TimeTrade
– Use TimeTrade everywhere your customer or
prospect is online. Establish a series of
appointments ranging from a 15 minute
exploratory phone call to a 60 minute face to face
meeting. It is not uncommon to have 4 to 10
different pre-set appointment types to choose
from. Most popular uses include email signature
lines, LinkedIn Profiles, Twitter Bio’s, Product
videos and even on business cards.

Complimentary Tools
(phase 1)

• InsideView
– Is ideal when you have identified your prospects,
and want to build and maintain a deeper
awareness of activities, actions and changes
within the company. By utilizing the Watch list
function, you establish triggers that when things
change, you receive an email notifying you. This
allows you to react/respond with speed and
relevance that your competition will not enjoy.


Complimentary Tools
(phase 1)

• Bit.ly
– Provides a URL shortening service, along with tracking
and analytics. By shortening a URL, you make it easier
to communicate to others and can remember more
easily for re-use in the future. The added benefit from
bit.ly is that you are able to learn how many people
click on the link, where they are located and more.
This can be very useful in establishing and urgency on
the part of the prospect or recipient. Used extensively
with Twitter and recommended for all URL’s on
LinkedIn and other online platforms.


For more information
• Miles Austin
• 206-660-0006
• http://www.linkedin.com/in/milesaustin
• http://twitter.com/milesaustin
• 15 Minute Exploratory Phone Call
• Blog: Fill the Funnel
• Receive the Web Tools Newsletter


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