Social Selling Routine Components – Ep. 084

What goes into a Social Selling Routine? Greg Hyer, Martin Brossman and Elyse Archer share each of their perspectives on what goes into a sales routine. Each stress how important a routine is critical for any sales professional.

Martin:

For most of us, routines need support to stay in existence. Here are a few questions to consider asking yourself:

  • How are  you going to set yourself up for success? 
  • What context or environment do you need to keep a routine alive? 
  • What are the emotional drivers that will inspire you to consistent action on your social selling routine for 2016? 
  • What has worked the best in the past where you stuck with a routine the longest? 
  • Is your motivation strategy a moving away from or toward strategy? Are you more motivated by Goals or Challenges to solve?

Elyse:

Prior to outsourcing some of what I do:

Daily (start of day)
– put up one post on FB, Twitter, Google+, LinkedIn

End of day:
1. Check to see if I have outstanding messages or comments to reply to on any of my social platforms
2. Send connection request with custom message to people who looked at my LinkedIn profile that day…

Example:

Mark,
I noticed you visited my profile – I’m curious as to what brought you by? If there’s anything I can do to help you in your business please don’t hesitate to reach out!
Best,
Elyse

3. Check to see if there’s anyone I spoke to or worked with that day for whom I should write a LinkedIn recommendation
4. Prep for meetings the next day: look through the LinkedIn connections of people I’m meeting with the next day to see who I might ask for an introduction to
5. Send LinkedIn messages to everyone who sent me a connection request without context

Thanks for the connection request. I’m happy to connect here and help you in your business in any way that I can.

If you have a chance to answer three quick questions, that would help me to help you:

1. What prompted your connection request?
2. What type of people are you looking to meet?
3. Who out of my connections would be a good introduction for you today?

To Your Success,
Elyse

Weekly – New to my routine – pull 10 people from my VP of sales target list on LinkedIn who I want to connect with. Send connection requests along with a request for a call.

Post-Outsourcing:

  • Have VA put up a daily post, either a blog I’ve written or a blog one of the people I follow and whose philosophy I agree with has written
  • She alerts me when I have new messages in

Seeking more discipline is not an efficient way to go. For example, if you are on a diet removing cookies for the house is more efficient than trying to stop yourself with more discipline from eating them.  

Greg

Questions and thoughts to consider:
What’s the difference between quota and goal? – Individual quotas lead to business goals
Remember to ask yourself “Do your quotas lead to goals?”
Why is routine so important when it comes to quotas and goals?
Can behavior chains help drive quota and goal attainment?
“If this, then that” approach to routine
Does reducing options help achieve quota and goals?
Answer why you want this to occur

Audio Run-time: 46:37

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Creating a Social Selling Routine Part 3 – Ep. 059

Greg Hyer and Martin Brossman welcome back Kevin Thomas Tully to discuss steps 6 through 12 of creating a social selling routine based on the popular infographic created by Sales for Life.

Here are the previous episodes you should check out:

Episode 44 – Creating a Social Selling Routine Part 1

Episode 51 – Creating a Social Selling Routine Part 2

Here are the steps we cover:

Step 6: Connect with your LinkedIn content readers that are outside of your first degree network.

Step 7: Review all LinkedIn email reminders and job alert changes

Step 8: Save all hot buyers into LinkedIn tag folders

Step 9: Overcome the deadzone by sharing weekly content with your hot buyers

Step 10: Review other trigger event alerts on Google+, LinkedIn, Hootsuite and Insideview.

Step 11: Follow-up on outstanding LinkedIn messages.

Step 12: Kick-start 5+ new conversations.

Here are a few of the tools we mentioned on the show:

Nuzzel – An easy way to see top news from your friends on Twitter

Conspire – Discover the best path to a new connection with your inbox.

HootSuite – Social media account management solution

Nimble – Your social relationship management tool.

Run-time: 54:53

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Creating a Social Selling Routine: Part 2 – Ep. 051

Discover Steps 3-5 of Sales for Life’s 12-Steps to Creating a Social Selling Routine

Greg Hyer brings back Kevin Thomas Tully of Sales for Life to continue their discussion about creating a social selling routine. Kevin stresses that the Social Selling Routine should take a sales person no longer to complete more than 30 to 60 minutes a day. In steps 3 – 5 we look at engagement with your LinkedIn profile.

Step 3 is review who has looked at your LinkedIn profile
Step 4 is convert hot buyers that have reviewed your LinkedIn profile to first degree connections
step 5 is check your content engagement on LinkedIn. In the video of this podcast, Greg demonstrates how to review the engagement with your content, determine its reach and identify those that have “Liked” your content.

To review all 12 steps visit the 12 Step Social Selling Routine Infographic.

Kevin also mentions the three C’s: Content; Connection and Conversion. Content refers to what you share on social media that engages your network. Connection refers to bringing your prospects and clients into your first degree network. Conversion refers to generating a sale.

Sales for Life, founded in 2004 by Jamie Shanks, is a social selling and sales training organization. They are a top resource for sales professionals across the globe. They help clients use data to define their specific client and help them predict the new business.

Run-time: 33:15

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

The Kevin Thomas Tully Interview – Ep. 044

Greg Hyer talks with Kevin Thomas Tully of Sales for Life about why content is so important for salespeople. Kevin discusses the difference between creating content and curating content. He also explains why Twitter is so critical finding curated content to share and engage with prospects. You also get an understanding of how to use Twitter Lists, both public and private lists, to track existing clients and prospects.

Kevin Thomas discusses the first two steps the 12 Step Social Selling Routine Infographic. The first step is “Find Content to Share.” The second step is “Share Content with your Social Network.” Kevin Thomas recommends using Twitter lists, Klout and Feedly to find content that can be shared with your prospects. He explains that finding content and sharing can be done before you get out of bed in the morning to brush your teeth.

Following a Groucho Marx reference, Kevin Thomas stresses the importance of building relationships and reinforces Greg’s point about professional networking skills.

Sales for Life, founded in 2004 by Jamie Shanks, is a social selling and sales training organization. They are a top resource for sales professionals across the globe. They help clients use data to define their specific client and help them predict the new business.

To join in a couple great social selling Twitter Chats consider these two to start:

#SSHour – Monday’s at 1pm PT / 4pm ET
#S4LSocial – Wednesdays at 9am PT / 12pm ET

Run time: 39:57

We apologize in advance for the pauses and breaks in the audio. We were experiencing bandwidth issues with the Google Hangout On Air.

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Get Social Selling tips and insights in your inbox!
Subscribe To Our Newsletter
Get the latest social selling updates and exclusive content
you'll never see on social, straight to your email inbox.
Yes, I want to receive weekly updates
No Thanks! I don't care if the buyer's journey has changed. They buy on my terms or else.
mautic is open source marketing automation