Social Media for B2B Sales?
May 08, 2015
Social Media for B2B Sales?
Social Media: it’s all bullshit, right?
Wrong!This is a bullshit-free zone
Before you use social media you have to understand how it works.
There’s a right & a wrong way…
But…
Using it to sell.(It’s more subtle than that).
The Wrong Way
Networking.
Social media is not a sales tool, it’s a networking tool.
The Right Way
Or, put another way:
“Social media isn’t a closing tool, it’s an opening tool.”
(Jeff Molander)
A soon as you understand that, you’re ready to use it.
Not interested in networking?
Then feel free to switch off now!
Social media isn’t a flash in the pan It’s here to stay It’s becoming more widespread The sooner you understand it… …the sooner you can use it to your advantage
The times they are a changin’
The two best B2B channels Each is very different
Focus on LinkedIn and Twitter
Professional network Two strands:
◦Company page◦Personal account
Extension of website Sharing content Inviting followers & feedback Providing you, as a salesperson, with stuff to share
Company LinkedIn Page
Your public face Connect with everyone relevant Discover what customers are up to Join groups:
◦Interact – answer & ask questions◦Show your expertise◦Become known in your industry◦Stand out from the crowd
Personal LinkedIn Account
Two strands:◦Company account◦Personal account
Twitter is networking heaven!
Everyone is using it:◦Customers◦Trade associations◦Industry experts◦Competitors◦Journalists
Uber-Networking
Networking Sharing content Interacting with people Providing you, as a salesperson, with stuff to share
Company Twitter Account
Add a personal touch It’s you – YOUR voice Follow & interact with people:
◦Answer & ask questions◦Show your expertise◦Become known in your industry◦Be interesting & stand out◦Followers will come
Personal Twitter Account
10 minutes a day is all it takes!
No Time?
Don’t try and sell - network Don’t start if you don’t mean to go on
Keep the momentum going If you do, you’ll be pleasantly surprised
What’s Most Important
Convinced?