PROSPECTING WITH SOCIAL MEDIA, A 3-WEEK strategy GUIDE CPSA Meeting in a Box: A series of 15-minute guided presentations to help increase your team’s performance.

Pre-learning: Facilitator: One week prior to your meeting, please inform your sales team to prepare with these CPSA Learning Hub resources. Reading: How to Improve Prospecting Campaigns with Social Media Listening: Social Media and Tech Podcast: How To Become A Social Selling Star with Sarah Zeldman Webinar Recording: Webinar - Top Tricks to Use Social Media for Prospecting

WEEK 1: introduction: What is social selling? Social selling is a process that sales people can use to help social buyers become customers. It’s a way to leverage social media networks, like LinkedIn, Facebook, and Twitter, to develop relationships as part of the sales process and to get potential customers to know you, to like you, and to trust you by creating and sharing valuable content on social media. Social selling is a buzzword that’s being thrown around in the sales industry lately. You’ve probably heard of it. But do you know what it is? Do you know why you should care? If your answer to both is “no,” you’ve come to the right place. What Is Social Selling? Social selling is a process that sales people can use to help social buyers become customers. It’s a way to leverage social media networks, like LinkedIn, Facebook, and Twitter, to develop relationships as part of the sales process and to get potential customers to know you, to like you, and to trust you by creating and sharing valuable content on social media.

Social selling: what to use Which social media tools are you currently using? How does this compare to he channels your buyer is using? Most social media platforms provide analytics and insights on their users, so you can begin by monitoring this information to ensure it matches the profile of your buyers Begin with: LinkedIn Facebook Twitter One of the most important factors in successfully growing qualified leads through social media is to choose the right channels. Start by understanding who your buyer is, and then investigate which social channels they are using, so that you can target them with your posts. Most social media platforms provide analytics and insights on their users, so you can begin by monitoring this information to ensure it matches the profile of your buyers. Here are some of the top channels you should consider when you are looking to grow your qualified leads. One of the most important factors in successfully growing qualified leads through social media is to choose the right channels.

The steps to social media engagement: There are a few ways that you can use well- known social media platforms to improve prospecting campaigns and generate a greater client base faster. Research the People You Want to Do Business With Make Connections on LinkedIn Think of Your Social Media Pages as Your Bio Go One Step Further with Content Marketing Retweet and Share Content from Your Prospective Clients Introduce Yourself Prospecting has advanced leaps and bounds beyond picking up the phone and placing a cold call to a potential client. The proliferation of social media now blurs the line between one’s professional and personal identity. As a salesperson looking to find new clients, this can be highly advantageous. There are a few ways that you can use well-known social media platforms to improve prospecting campaigns and generate a greater client base faster.

How to become a social media prospecting pro! What’s the difference between live and online prospecting? The main difference between social selling, or networking, in the real world and online is that you have to learn to use the features of each social media site to do what we usually do as professionals anyway. The main difference between social selling, or networking, in the real world and online is that you have to learn to use the features of each social media site to do what we usually do as professionals anyway. No matter what business or profession you're in, sooner or later we all have to develop and nurture and leverage relationships. With social selling, you learn how to do that in a digital environment in addition to doing it in the real world, and go back and forth between the digital environment and the real world. In fact the whole process is very similar to going to a real life networking meeting. That's kind of a high level overview of social selling. You're networking online basically, and going back and forth between the online world in social media and the real world.

Take action! ACTIVITY: Familiarize yourself with Social Media List 5 Social Media Channels and rank them by your personal level of use Share your answers with a partner and discuss the reasoning for each channel Do you share any similarities? Differences? Can your partner teach you more about a channel you are not familiar with? Can you teach your partner about the benefits of a tool they aren’t familiar with? We hoped you enjoyed this introduction to some of the high-level prospecting-related factors to study ahead of getting into tactics and strategy from next week. Now it is time to try an activity. The Theory of Personality Styles is a graphic matrix of two personality dimensions – Planning/Thinking/Organizing and Communication

ADDITIONAL RESOURCES FROM CPSA TEMPLATES – CPSA is constantly building and upgrading our catalog of templates to make your job easier! WEBINARS - Our “virtual” training sessions led by industry experts, at your convenience. PODCASTS - Take the sales experts wherever you go! LEARNING HUB - Check out the latest sales articles, white papers, and ebooks

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