• 20-minute LinkedIn strategy session. • Use proven strategies for free by Australia's #1 social seller, Mark McInnes • Join this express "how-to" social selling strategies to drive meetings. • Learn how to use your profile to connect and engage with prospects and customers • Give some structure to your social selling activity instead of spending hours on LinkedIn

2. SOCIAL FOR SALES Program
How to increase real sales using social media
3rd May 12th July6th June

3. SOCIAL FOR SALES Program
How to increase real sales using social media
“Mark opened my eyes to a new way to engage with
people online to generate real sales”
- Ian Jones, Ian Jones Insurance Brokers Pty Ltd
“Within 3 weeks of using Mark’s LinkedIn strategies, I tripled
my meaningful connections and went from zero
‘selling’ conversations to having multiple high quality
conversations - that are turning into business - every
day”
- Josh, Inside Sales
“I can happily recommend this for anyone in
B2B sales. There are lots of great takeaways from
the session that will have your sales teams more
effective on Linked almost immediately.”
-Steve Singer, Sales Enablement, Netsuite
“I would recommend Mark’s services and
knowledge to get to your sales teams up-to-speed in
selling in the digital age.”
- Ian Jones, Ian Jones Insurance Brokers Pty Ltd

4. The Relationship between Buyers and Sellers has Changed

5. Why Social Selling?
Research says:
“.. 75% of B2B buyers are researching the
SALESPERSON on line prior to making a
purchasing decision.” (IDC Social study 2014)
“…buyers are now interacting with vendors much
later in the sales process... as late as 67% of the
way through the process.” (Sirius Decisions)
75%
67%

6. Why use Social as a Prospecting Tool?
1.
2.
3.
1. Turbo BOOST your prospecting and your reach
• The reach of your message is amplified well beyond your
network.
• 100 people 1st connections = 10,000 2nd connections
• 100 people 2nd connections = 1,000,000 3rd connections
4.

7. Why use Social as a Prospecting Tool?
1.
2.
3.
4.
2. Interact with buyers the way THEY WANT to.
• People are increasingly looking towards social for support
of their purchasing decisions
• Websites and other promotional material is largely being
ignored or is seen as very self-serving
• A unofficial endorsement is worth lots of credibility in the
marketplace.
Research
says:
74%
of
consumers
reply
on
social
networks
to
guide
purchase
decisions
(SproutSocial)
Consumers
are
71%
more
likely
to
make
a
purchase
based
on
social
media
referrals
(HubSpot)

8. Why use Social as a Prospecting Tool?
1.
2.
3.
4.
3. If you are on social, you need to be too.
If your customers are active on social media, even if just in
a listening-only capacity, and you’re not impacting their
decision-making by guiding their thinking and educating
them, then who is?
YOUR COMPETITOR!

9. Why use Social as a Prospecting Tool?
1.
2.
3.
4.
4. It works!
I use social, specifically LinkedIn, to support my
prospecting and selling tasks. It allows me to develop
great conversations around the topics I love to talk about.
Some of you will be on this webinar as a result of the
interactions we have had on social.

10. Social
Selling
is
NOT
“It’s not about the technology, it’s about the
customer interactions.”
Beware those who say:
• Social is all the prospecting you need – it’s not!
• The NO COLD CALLING crew – Pick up the phone.
• The PHONE ONLY Crew – Blended approaches
work best.

11. Premise of Value Touches

12. Touches...

13. 7
Secrets
of
Social
Selling

14. Touches

15. Touches
Interaction
Insight

16. Touches

17. Touches

18. Useful
Rela/onship
Personal
Easy
Selling
Requires
Great
ConversaJons
with
Your
Buyers...
• You need to break through the noise to get noticed.
• You need to firm up your position as someone who
they should listen to.
• They need to accept you as someone to talk to.

19. Social
Can
Be
Successful
with
Social...
Social will work for you if:
A. You use all the building blocks of social together.
B. You’re patient and deliberate.
C. Your customers are on social.

20. SOCIAL FOR SALES Program
How to increase real sales using social media
3rd May 12th July6th June

21. Mark McInnes
mark@salesitv.com| 0423 021 293 | @mamcinnes