BUSI 2220 Lecture Notes - Lecture 6: Your First Impression, Hootsuite, Social Presence Theory
Document Summary
Why use social selling: customers click before they buy. 60% of purchasing decision already made: email is the new direct mail. Response rates are low: having a social presence in 2013 is like having a website in 2003. Your first impression: improving your social media profiles. How to boost your sales performance with social selling. What is social selling: new daily sales methodology, uncover net new prospects and customers, build relationships, grow your deal size, narrow the time. The social selling process: monitor and listen, identify prospects, follow them, find topics, share and respond, engage as an industry expert, earn trusted advisor status. How social selling impacts you: work with new leads, identify new opportunities, grow the average deal size, narrow the time to close. Social selling process: identify new prospects, identify decision makers, expertise leads to trust. 3 c"s of social selling: customers, competitors, conversations.