Social Selling Tips and Tools

LinkedIn recently posted slides from a webcast titled “5 ways to close more business with Social Selling” by Bob Moody and Amy Miller. It’s a great short summary of social selling, which I’ve included below along with my own tips: 

  1. Build your profile: Build a strong online reputation that showcases your experience and increases your credibility. I suggest doing this on at least LinkedIn and Twitter, but ideally with your own web site (such as www.BrianGroth.com) and other social networks that your customers and partners may use.
  2. Develop your network: Develop relationships with people who can share information and provide referrals. I suggest groups on LinkedIn and making connections at events in person. I use meetup.com to find local events and to manage my own marketing + tech event that I co-host. 
  3. Gather insights: Research social information to prepare for sales conversations. See the tools I have listed below. I’ve only used LinkedIn and InsideView (both are good), but a friend swears by PearlFinders and I’ve talked to people from IntroHive and Oventio, which both have impressive solutions.  
  4. Contribute insights: Provide meaningful insights that earn opportunities to engage with and influence contacts. I suggest sharing where your customers and partners are, plus regularly blogging about topics they will care about.
  5. Use social solutions: Use targeted social media engagement and turn cold leads into warm prospects. See the tools below, but tips from these blogs are great to keep in mind: http://www.jillkonrath.com/, http://www.salesbenchmarkindex.com/, http://www.socialsellingu.com/.
    Also, make sure you understand the difference between an
    Elevator Pitch, your Unique Selling Proposition and your Value Proposition.(thanks to Jill Konrath for that)

A few tools I’ve recently looked at to help identify the right people to grow relationships with, and the tools to gather insights before contacting those prospects are:

What other tools do you use for social selling? Do you know of anyone who would like to hire me to help with any of these tools and topics?

 

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Introduce yourself with a strong Elevator Pitch, follow up with USP then Value Prop

I shared this on LinkedIn on October 30, 2013 at 10:19AM and had it automatically posted to my blog via IFTTT.com:
Introduce yourself with a strong Elevator Pitch, follow up with USP then Value Prop

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Social selling requires more than just a tool

I shared this on LinkedIn on October 26, 2013 at 08:44AM and had it automatically posted to my blog via IFTTT.com:
Social selling requires more than just a tool

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Inbound Marketing Certification

HubSpot offers a great course on inbound marketing and a follow-on test. If you pass it, you receive a certificate for inbound marketing. I just passed my test and received my certification: 

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Good source of prospecting tips and tools

I shared this on LinkedIn on October 25, 2013 at 12:02PM and had it automatically posted to my blog via IFTTT.com:
Good source of prospecting tips and tools

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Waiting for a future where we each have an API

I shared this on LinkedIn on October 24, 2013 at 10:46AM and had it automatically posted to my blog via IFTTT.com:
Exciting times! I’m waiting for a future where we each have an API. Yes, I want the Brian Groth API so I can build apps based on what I am doing or eating, where I’m going, what I’m seeing/hearing/sensing, and how my body is working.

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Good #Inbound marketing tips

I shared this on LinkedIn on October 23, 2013 at 04:02PM and had it automatically posted to my blog via IFTTT.com:
Good #Inbound marketing tips

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Good e-mail marketing tips

I shared this on LinkedIn on October 19, 2013 at 10:28AM and had it automatically posted to my blog via IFTTT.com:
Good e-mail marketing tips

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Tracking Event Invitations Via Bit.ly

I co-host a marketing-focused networking group in San Francisco with my friend Thom, which we do on behalf of the Digital Doughnut group in London. I experimented using Twitter as the primary marketing channel for our most recent event and used bit.ly to track the traffic. Here’s what I did and the results:

  1. After we created our event on Meetup.com, I created a Bit.ly link to track where traffic came from
  2. We then created an event on Facebook and Google+, which pointed to the Bit.ly link, and I blogged about it here. But, we didn’t really promote the event on any platform other than Twitter and through personal e-mails. One of our members shared it once on LinkedIn once, as did the Digital Doughnut guys via their Digital Marketing group.
  3. For Twitter, I used TweetDeck to schedule tweets every couple of days, such as:
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  4. I also reached out to individuals and local marketing-related companies on Twitter, such as DemandBase, which was an integral part of the presentation for the night:
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The results from Bit.ly show some click fraud to start with, such as:

Results

But overall, while some traffic came in at the same time as my scheduled tweets, such as:

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I think the personal e-mails I sent drove most of the traffic:

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In the end, the results were:

  1. 35 signed up on the Meetup.com site
  2. We now have 77 members in the meetup.com group
  3. Ultimately, we had almost 30 people show up in person at the event

Good tips for startup sales (and all other’s I’d argue) http://lnkd.in/bXK7z62

I shared this on LinkedIn on October 18, 2013 at 11:10AM and had it automatically posted to my blog via IFTTT.com:
Good tips for startup sales (and all other’s I’d argue) http://lnkd.in/bXK7z62

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