Use social media to get more sales leads, increase your pipeline, close faster, improve customer relationships and meet your sales team's goals

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Derick Waters
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1 HOW TO FIND, MANAGE AND CLOSE MORE BUSINESS USING THE SOCIAL MEDIA 2-Day Training Use social media to get more sales leads, increase your pipeline, close faster, improve customer relationships and meet your sales team's goals A new age of customers has emerged, and they use social media. They use LinkedIn, Twitter and Facebook. They read your website and blog, and those of your competitor's, before they ever contact your company. And they expect you, the salesperson, to know exactly what they want. The power once held by the sales representative as the keeper of knowledge has shifted to the customer. Whether B2B or B2C, customers and clients are smarter buyers, and engaging them is of critical importance. With the advent of social media, finding new leads, nurturing them through the sales funnel and closing deals has changed the landscape of what it means to be sales professional. A different approach is needed to engage customers where they are, and that approach is to use social media channels. This course will show you not only teach you how to use social media tools, but how to harvest sales leads through Twitter, build relationships through Facebook and use LinkedIn as a power selling source. We will teach you how to get started using social selling techniques, find the right platform to fit your sales needs, nurture your leads, and know the best time to use Social Media in your sales funnel. We will also help you build sales intelligence around social selling, help with social sales forecasting and analysis, and introduce you to tools used by the professionals. What will you Learn? Learn to harvest and nurture sales leads using social media Learn the potential of your social selling skills using social media platforms such as Facebook, Twitter, LinkedIn and more Immerse yourself in the tools using the ROI hands-on approach for social selling Learn how to use low-cost prospecting to increase your commission Learn how to nurture leads and correctly time communication throughout the sales funnel cycle using social media Learn how to forecast and analyze your selling potential using social selling

2 Decide which platform(s) will work best for you Learn how to build better relationships with your customers Learn how to manage multiple platforms of social media to effectively engage, communicate and listen to your leads and customers Top 10 Reasons to Attend This Course: 1. Increase your sales volume 2. Develop your prospecting potential through social media relationship building 3. Attain followers on Twitter that you can communicate with instantaneously 4. Save time on s and phone calls by distributing your messages via Facebook, Twitter, LinkedIn, etc. that reach 10 times as many people in a fraction of the time 5. Exceed your monthly and annual sales targets 6. Learn about niche social communities you could never find with traditional methods 7. Develop lead generation strategies using your social networks 8. Learn which channels are best for your business: Facebook, Twitter, LinkedIn, all of the above 9. Learn how to listen to your customer through social media channels 10. Utilize your Facebook fans to become advocates of your product or service, creating more sales for you Who Should Attend Who should attend this course? Anybody who wants to gain sales leads and increase their sales: Sales representatives Sales managers Business development professionals Heads of Marketing & Communication Account representatives Account managers Territory managers Business Development managers Small Business owners Fresh University & College Graduates Team managers Page 2

3 Detailed Course Outline Day 1 - Social Selling I. Introduction to Social Selling 1. Connecting not collecting listening and joining the conversation 2. What Social selling and direct sales have in common 3. How to get started 4. Importance of building your online presence (no matter what you are selling) 5. Sales 2.0 (versus the older sales model) II. Evolvement of the Social Sales Cycle 1. Introduction of the social sales cycle 2. Lead generation strategies 3. Lead qualification and opportunity management III. Strategy for Social Selling 1. Where are social media tools most effective in the social sales cycle 2. Reach your prospects with the relevant message 3. Why social selling is relevant in B2B sales IV. Tools of Social Selling 1. A basic social networking overview 2. How to find the conversation 3. How to start a listening campaign 4. Rules of engagement V. The Social Sales Funnel 1. Feeding the funnel with social leads 2. Pitching vs. creating desire 3. The follow up process of a lead 4. Creating advocacy after the sale Day 2 The Social Networks I. LinkedIn 1. Your LinkedIn Profile o How to build a sales-based LinkedIn profile o How to optimize your profile to increase search results Page 3

4 Lab: Create/update your LinkedIn profile to maximize impact 2. How to find connections relevant to you and your industry 3. LinkedIn Groups and how to effectively use them Lab: Search and join groups relevant to your industry 4. Advanced LinkedIn Sales Strategies o Lead generation techniques o Advanced search Lab: Search and save your ideal customer profile 5. Advanced features for LinkedIn Premium Accounts o InMail o Advanced and saved search filters o Profile organizer o Who's Viewed Me o Open Link Network 6. LinkedIn Sales Navigator o How to find, qualify and create new lead opportunities o Manage and accelerate social selling capabilities o Directly engage decision-makers to shorten sales cycle o Be found with trusted data II. Twitter & Facebook 1. I am here, now what? 2. How to find the right conversations 3. The anatomy of direct selling through Twitter & Facebook 4. Making the most of searching for potential customers in Twitter & Facebook 5. How to get results with Twitter & Facebook Lab: Find relevant contacts on Twitter for your industry and follow them Lab: Analyze what your competition is doing on Facebook III. Blogging 1. How writing and commenting on blogs ties in to LinkedIn 2. Determine what type of blog works for sales people 3. Reach your target perspectives through video blogging 4. How to listen and comment without pitching Page 4

5 Lab: Create the basic foundation of a content strategy around blogging for purposes of increasing connections and leads IV. Sales Intelligence 1. How to improve sales rep effectiveness 2. Building and monitoring your list of prospects 3. How to incorporate your CRM with LinkedIn and other platforms 4. Social sales forecasting & analytics 5. Tools used by the pro's V. The Real ROI of Social Media 1. When to expect a return 2. Effective time management 3. Your 4 week social selling game plan Lab: Create a four-week checklist for your own sales strategy and accountability measures for continued success Register Now Call us on / O or write to us at training@netplus.co.ke. Page 5

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