Social Selling introductory staff training session.

1. Social Selling
November 2014
Prue Carlton

2. An inspiring story
2012
Launch of IBM
Smart Cloud
Success
400% increase
in sales in the
first 3 months
Strategy
• Share valuable information
• Put a face to the brand
Source: Inside View, Aug 2014

3. Growth in Social Media: 2014
LinkedIn has a growing 3.9 million Australian users
1/3 working population and 35% decision-makers
Sources: Yellow Social Media Report
2014, Social Media News
YouTube 13 million unique active Australian viewers
Rapidly growing, 100 hours of video added per minute
Twitter has 2.9 million active Australian users
Number one network for the fast spread of information

4. YouTube
1 in 3
use online
video as a
source of
information
The customer has changed
White
papers
54% read
white papers
as part of
their
research
Blogs and
forums
81% read
blogs,
comment,
post reviews
Search
85%
B2B customers
search the web
before making a
purchase decision
LinkedIn
74%
use LinkedIn to
network and
connect with
vendors in
groups
Twitter
42% use
Twitter to
consume,
share and
post content
and look for
support
Source:
Marketing Think, July 2013

5. • Establish yourself as a trusted source
• Enhance your online profile
• Multiply the reach of your marketing efforts
Why Social Selling?
Mike A great summary of current issues: Where is
technology taking business? http://bit.ly/11ZFT
Tim Thanks Mike.
Definitely worth a read.

6. Getting started
1. Set up your profiles on LinkedIn and Twitter
2. Connect with people
3. Book time in your calendar for social media

7. Social Seller Prompts
Watch your inbox for
Social Seller prompt
❶
Log in to your social
media account
❷
Copy / paste the suggested post
and click share or tweet.
❸

8. What else can I share?
• Customer stories
• Great articles you’ve read
• Videos and infographics
• Interesting statistics
• Behind the scenes photos
• Employee profiles
• Live event photos

9. Collaborate with others
• Local community groups
• Charities you support
• Business partners
• Customers
• Industry bodies
Your partners can help you reach new audiences.

10. What time of day is best?
When are people checking?
Either ends of the day
What platforms specifically?
LinkedIn: Tuesday to Thursday. Peak times Noon, 5-6 pm.
Twitter: Monday to Thursday. Peak times 1-3pm.
Source: Yellow Social Media,
SurePayroll infographic 2014

11. Next Steps
1. Set up your LinkedIn and Twitter profiles
2. Make connections
3. Book a weekly social media time in your calendar
4. Keep an eye out for the social seller emails
5. Engage, post other content
• Check out the Resources Kit