What are you going to do to discover relevant content to deploy to support your Social Selling efforts?

Any sales driven organisation knows, that by integrating technology enablers, into their sales process, they are able to amplify the impact their “Sales Efforts” exponentially.

When building content for your “Sales Deck” consider the following:

1. Create and document a powerful storyline (Narrative) about your products
2. Collect all the available sales resources, content and sales information
   1. Create a central system for storing all your sales data, info and sales resources
   2. The best place for storing your sales content, sales info and sales resources is in the cloud.
   3. Create an effective indexing system, so that it is easy to find and utilise the right sales info or sales content at each stage within your sales process
3. Customise and visualise your content, in a map, so that it is easy to find and utilise.
   1. This map must be available to all sales professionals as graphic reference, that guides their daily efforts.
4. Have different delivery methods, (social media, emails campaigns, eZines, presentations, newsletter etc) to ensure that content is easily understood and so that it can be sent on to other decision makers or influencers within your prospects or customers business.

Keep all the above in mind as you develop and deploy content for your new Social Selling Routine

How are you planning to deploy this content via your Social channels, to ENGAGE, your customers?

When developing your sales decks for both your existing and future customers, there will obviously be a lot of similarity between them, but there are also a few areas, which are exclusive to both your existing and future customers.

There will also be a few differences, namely:

• Existing customers
  • Content to identify Cross and Upselling opportunities
  • Content to support you to acquire recorded testimonials
  • Content to “WOW” your customers
• New customers
  • Content to create awareness
  • Content, to keep deals alive and moving through your sales funnel
  • Content to prepare effective, tailored proposals

Once you have developed all this content, to ENGAGE, bothy your existing and future customers. Deploying it daily to effectively ENGAGE, your future customers, is simple.

What systems are you going to deploy to track your Social Selling efforts?

Social Selling is not just about spraying random content out into the ether on your Social channels and then praying that something is going to stick.

It is a carefully designed process, which is targeted and tailored, to ENGAGE, specific customers.

In the case of future customers, it is about focusing all your energies on a carefully selected group of customers. In the case of our business, we have through trail and error, found that 50 is a very comfortable number for us to focus our energies on. By only having 50 future customers in our sales pipeline at one point, means that we have the capacity to really get to know each one.

This ensures that we can research, engage and tailor each message to suite each customers, unique, needs, values and expectations.

To be successful, with Social Selling, you need to track the perfromance of everything you post. This helps to ensure that the content, is achieving the desired results. The secret, is to track your content and then, hone and polish it , until it delivers the outcomes you want.

Please examine the Social Media Tracking tools below;

The one I use is called Maybe*. It offers the most comprehensive set of tools, out of all the different options, we have tried. There is a free version, which is OK, but if you want to really experience the power of this tool, you will need to buy the paid version.

Please decide on which of the above tracking tools, you are planning to deploy. You can track the perfromance of your Social Selling Manually, but that takes a lot of time.

What systems are you going to deploy to track your Social Selling efforts?

Describe in detail, how you plan to create a daily Social Selling Routine, below:

Whatever gets scheduled, gets done

When designing your Social Selling Daily Routine, you must ensure that you have included time to conduct all the following, crucial daily activities:

• Create or discover relevant Content – which you can utilise to achieve each of the objectives below
• Find – How are you going to discover, where your future customers hang out on Social Media
• Create awareness – put out valuable content, to demonstrate the capabilities of your product or service
• Engage – leverage various pieces of content to support deals to move through your sales pipeline
• Track – all of your content, to ensure that it is performing as required
• Educate – keep educating g customers, so that they appreciate the consistent VALUE, you add to the Sales Partnership
• Develop – the relationship, so that you can over time become an additional resource to your customers. This will support you to integrate into each customers business.

Example:

We have a daily, schedule, where we invest 60 minutes into our Social Selling Routine:

The way we designed ours, was by ensuring that we included, everything we identified as crucial to the success of our program.

You know your industry, better than anyone, so, as you design your own Daily Routine, ensure that you have considered everything necessary to succeed at your Social Selling process.

Describe in detail, how you plan to create a daily Social Selling Routine, below: