96: 5 Things You Need for a Successful Social Selling Infrastructure
Your Digital Marketing Coach with Neal SchafferFebruary 04, 201500:17:5912.4 MB

96: 5 Things You Need for a Successful Social Selling Infrastructure

Neal has talked a lot about the benefits of social selling and some of you are farther down the road of creating a successful social selling program than others. Social allows you to create connections faster and contact prospects you otherwise might not have been able to. If you haven’t started your social selling journey yet, this week Neal wants to help you begin. It can seem overwhelming, but Neal breaks it down, starting by creating the infrastructure and leveraging LinkedIn profiles, connections, recommendations and groups.

Key Highlights

[01:18] What Is Social Selling

[04:45] 5 Things You Should Be Doing For A Successful Social Selling Infrastructure

[04:57] Why Your LinkedIn Profile Is Important

[05:53] Connecting Your Database

[07:16] Get Recommendations!

[08:26] What Do You Need To Do TO Get Recommendations

[10:26] Rules for Endorsements

[11:25] Setting Up Your Infrastructure Group

Notable Quotes

  • Social selling is not social media marketing, you know, selling marketing sort of the same. It is equipping your salespeople with using social media as another tool in their toolbox to help them do whatever salespeople do, find new leads, get referrals, introductions in the organizations, map out organizations, trying to close deals faster, try to get more money for deals or whatever it might be.
  • So your social selling infrastructure begins with your LinkedIn profile. We all know that more business decision-makers yours use LinkedIn for professional purposes than any other social network, right. So with that in mind, everything you do within that LinkedIn environment, all is going to link back to your profile. That's what your profile and I always say, it's like your websites, for your professional career, it really is.
  • The value of networking is in networking outside of people in your network, because you already know the people in your network, but you connect with them on LinkedIn, that's great. But it's who they know.
  • And we never know were the people we partied with in college, you know, our roommates, people in the high school with people that we started out working with 125 10, 20. 25, 30 years ago, you never know where they end up in life. But once you connect with your database in LinkedIn, you've now created a way of always being able to contact them, regardless of if their email changes, and discovering those hidden connections when we do the advanced people search.
  • The thing with endorsements, though, is they're attached to skills. And if you say you have experience in something, and it's not showing up and skills, and on the other hand, you know, underwater basket weaving is showing up as a skill that you have 99 endorsements for, there might be a branding problem there.
  • In recommendations, you're not going to ask people for endorsements, it is not that value, if you're going to ask someone for their support, you want to ask them for recommendation, because the endorsement really is a Facebook like, but you know what, whenever you go to a LinkedIn profile of a connection, LinkedIn is always beckoning you to endorse them, endorse them, it sends a social signal, it's not going to do any harm, because hopefully, you know them well.
  • But what's important to realize is, it's not just in the joining of groups, that gives you leverage in social settings on LinkedIn. And obviously, the ability to send a message, but it's really in the engagement inside of those groups where you have value.
  • Because LinkedIn is the center of social selling, you know, suffice to say it really is the centerpiece of your social selling infrastructure for each and every salesperson, whether you're a salesperson or you're a manager for your team, is updating your profile, connecting your database, making sure that you have that robust network of connections.