Social Selling : Techniques to Influence Buyers and Changemakers
Build your authority and influence as a sales professional on social networks, in order to engage with decision-makers and change-makers, and ultimately 'hack' the buying process.
Ressources Internet
1 ressource en ligne (202 pages)
9780749478018, 0749478012
1003627568
Machine generated contents note:
Introduction to social selling
01 Community and tribalism
The importance of owning your community
Building your community
What community is not
Summary
Bonus material
02 Your identity within social networks
LinkedIn
Twitter
Summary
03 Talking to strangers
'Networking in real life' example
Listening
Social graph
Researching
Talking
Summary
04 Controlling influence
What is influence?
Your celebrity
YouTubers
The structure of influence
How do you create loved-up influencers?
Control and trust
Modelling
Summary
05 The mechanics of traditional sales
A quick word about technology adoption curves
The mechanics of networking
The mechanics of social networks
Summary
06 Moving from an analogue to a social mindset
So what do you listen for?
Signals
what are they?
What is your own brand DNA online?
How do you find content?
The 4-1-1 rule
Online and offline community
Social selling best practice
Summary
Bonus material
07 Selling the idea of social selling and measuring success
The opportunity
Common objections and how you get around them
How to position social selling with your executive team
Return on investment (ROI) and criteria for success
Different types of metrics
Finally, some questions you should be asking yourself
Summary
Bonus material
08 How to use technology to your advantage
Research
Tools that automate and schedule
Content curation
Content creation
Measuring influence and amplification
Summary
09 Digital maturity
Social media is all about trust
Social selling maturity
How to implement a social selling change programme
Optimization
Social initiatives
Summary
10 Five steps to getting you started
The Changemaker Method
Getting started
Step 1: Setting up shop
Step 2: Learning to listen
Step 3: Building authority and influence
Step 4: Optimizing
Step 5: Enhancing collaboration
Summary
Further reading
Index