Preparing for the Bounce: How to Sell in Difficult Times.
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The document discusses strategies for social selling during difficult economic times. It recommends focusing on developing the right mindset, crafting the right message, and taking the right actions. Specifically, it suggests embracing social media and phone calls to connect with clients, targeting industries that are still active, and developing skills in consultative selling and value-based conversations.
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Similaire à Preparing for the Bounce: How to Sell in Difficult Times.
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Plus de Anisa Aven, BCC, NLPC: 281-469-4244
Plus de Anisa Aven, BCC, NLPC: 281-469-4244 (20)
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Preparing for the Bounce: How to Sell in Difficult Times.
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- 8. Your Speaker
- 15. www.trucorebd.com | rob@trucorebd.com | 281.725.7663 Self‐Fulfilling Prophecy ‐ Example Belief: Millennials expect endless praise because they were raised in a culture of “Everyone Gets a Trophy”. Judgment: They are hard to work with. Action: Managers don’t want to hire them. Results: Companies lose because they don’t have the advantage of diverse opinions, energy and input.
- 19. What You Want…
- 21. Three Actionable Sales Ideas • Learn to love the phone • Targeting • Skills Development
- 22. Why the Phone Prospecting Activity Current Status C19 Networking Event ZOOM – NOPE Warm Calls People are Around Walk‐Ins NOPE Trade Shows NOPE Direct Mail OK Speaking Engagement NOPE Educational Seminars Virtual ONLY
- 28. Skills Development If you use a present/demo/quote/proposal‐based approach to selling you will fail. Only 15% of all salespeople have all four of these critical skills as a strength: • A Consultative Approach • Value‐Based selling, where you are the value, • Thorough qualifying. • Staged, milestone‐centric, customer‐focused sales process that supports the consultative, value‐based, approach.
- 30. • How to use social platforms to cut through the noise to connect with your clients and prospects • Integration of social media as part of an effective outbound sales process • What you can do now to embrace change when we emerge from "social distancing”
- 31. Source: LI Sales Solutions Sales professionals are increasingly finding value in building their own leads and pipeline through social selling. On average, social selling leaders enjoy these benefits: •45% more opportunities created •51% more likely to achieve quota •80% more productive
- 32. LinkedIn Statistics • Total Number of LinkedIn Users: 500 million • Total Number of LinkedIn Users from US: 133 million • 44% of Linked users earn more than $75,000 in a year • Microsoft paid $26.2 billion to buy LinkedIn • The average CEO has 930 connections • The most overused profile word continues to be “Motivated” – which also topped 2014 and 2015.
- 34. What Changed?
- 35. Drivers of Customer Loyalty • Salesperson offers unique, valuable perspective • Helps me navigate alternatives • Helps me avoid potential land mines • Educates me on new issue and outcomes • Easy to work with
- 36. There is no Silver Bullet • Hunters use all available tool including social • 100% of companies with a formalized social selling process see results • 38% of the companies who use Social Selling reported that they had more opportunities in their pipelines as a result. • Source – Dave Kurlan (Objective Management Group)
- 39. STRATEGY
- 40. STRATEGY • Your killer profile • Who is your ideal client, ideal business? Should be clear in your profile summary. • A profile that talks more about what your clients get and less about what you do. • What messaging do you want to maintain? • What knowledge will you share? • What is your goal – have a call to action.
- 41. STRATEGY: PROCESS • Who will create and/or curate content? (pre‐ approved, or prepare and approve) • Determine how much time you will spend on social media activities in advance • Who will manage your social media efforts (in‐ house or outsource i.e. Mouth Marketing) • Documented compliance guidelines and training • Have clear guidelines for what is work and what is private.
- 42. ENGAGEMENT
- 44. Engagement • LinkedIn and social selling is one tool, and you must have multiple tools in your toolbox • Mix is up, engage via social media, direct dial, mail etc. • Don’t get political • Your posts will mostly not be seen unless you get engagement within the first 4 hours • Use InMail, ask for introductions, have a process test what works best • If you are focused on a niche join their LinkedIn Tribe/Group (i.e. CPA & Business Professional Group)
- 45. Engagement • Watch for opportunities ‐ Trigger Events: • Job Change – Easy to catch via LinkedIn Sales Navigator • Anniversaries & Birthdays – Facebook • Any changes in family • Market news on targeted niches or targeted companies • Curate content that is targeted to your ideal clients, and it does not always have to be market related • You must be an industry authority • Be as personal as you are comfortable but avoid TMI – Authenticity • Give more than you get, make introductions, present opportunities to contacts
- 46. Engagement Ideas • John, I see we have several like connections and we are both members of the Vistage Group. I find that Vistage members provide great insight. Let's connect and explore ways we might be able to benefit one another's network. • Thanks for (liking, sharing, or commenting) on my post/article. Just curious, what did you like about my post? Have you thought of how this may impact your (financial plan, family, retirement)? • Thank‐you for connecting with me via LinkedIn. As you can see from my profile I’m a financial advisors with ______ , and (Unique Value Proposition) (i.e. I prepare well defined financial plans in collaboration with our clients that anticipate life transitions and providing financial peace of mind.)
- 49. BUSINESS INTELLIGENCE • Insight should turn into active engagement via emails and calls, which will develop deeper customer relationships. • Connect with all your clients and prospects via LinkedIn and Friend them on Facebook • Use an Extension (i.e. Dux‐Soup) or Sales Navigator to tag prospects and clients • Have saved report for Clients and Prospects and be able to watch for Trigger events • Expand Prospecting lists with “People also Viewed” and “Similar Companies” • If possible connect with your CRM systems
- 50. BUSINESS INTELLIGENCE • Set your contacts to private • How to Set Who Can See Your Connections • Periodically download your LinkedIn Data • How to Access Your LinkedIn Account Data • At least annually review your strategy with your compliance. • Social media compliance systems (Retention and Archiving)
- 51. Tie it all together • A tool • Most effective as part of a prospecting/sales process • Consistency pays off • Keep compliance informed
- 52. Smarter Vs. Better • There are items here you can action, but will you? • Want to do it but don’t have the time (TruCore Referral Partners) • Let’s talk ‐ 90 minute conversation regarding your prospecting and sales process • E‐mail rob@trucorebd.com Sales Accelerated Prospecting that Delivers
- 55. Your Speaker
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