Today I was coaching somebody to be social on social media, in this case, LinkedIn

And I explained what works in the real world is the same in the digital world

I hadn't met the person before, today was the first call

The first ten minutes was taken up with where do you live, what are your interests, etc

I'm sure you do this all the time, building rapport 

We do this in the real world to find commonality 

If I like football and you like football we have something in common

If your children are in school and my children are in school we have something in common

It's the same in the digital world

The job of your Linkedin profile is to build rapport / commonality 

If I come to your Linkedin profile and I see

“I'm the best salesperson in the world and once I get my teeth into a prospect, I never let them go”

As a buyer I run away as I know you will treat me as a piece of meat and will become, just a line in a CRM

If I come to your Linkedin profile and read

“Ever since I was able to walk I love playing football, now I'm a Dad I spend all my time driving my kids to play football”

It's a different proposition

You sound like a real person and I'm drawn to this

That's just the start of how we get buyers to walk towards your sales team

Imagine buyers walking towards your sales team, not running away

That would be a transformation

Let me tell you a secret

We have clients doing $multi-million deals on social, just using these techniques

In the world of sales it's called building trust and relationships 

But it's also more than that 

It could be the difference between your company doing your number or laying people off

Can you drive revenue from social media?

Social selling is not about spamming people or inmails or connect and pitch

Our definition of social selling is 

"Using your presence and behavior on social media to build influence, make connections, grow relationships and trust, which leads to conversation and commercial interaction"
 

And the results?

For an AE, we can shorten sales cycles by 30%

And the average SDR will get 1 x ICP meeting a day

Which should increase your revenue by 20%

You can get these results by using our social selling methodology, that is certified by Institute of Sales Professionals (ISP)

"social selling techniques to influence buyers and changemakers - 2nd edition".

In this brand new edition, I have updated all the text, I have also got 15 practitioners, so people who are doing this already to explain how they are get (practical) business benefit. From the CEO that has been running a digital business for over 18 months to sales leaders and sales people who use social selling every day to drive revenue growth. 

Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, DLA Ignite and more.

What does Mark Schaefer, Marketing guru think of the book "social selling - techniques to influence buyers and changemakers - 2nd edition"? watch the video here

It's available on Amazon worldwide.  Link to Amazon.com here and Amazon.co.uk here.