The art of social selling finding and engaging customers on Twitter, Facebook, LinkedIn, and other social networks - Belew, Shannon (American Management Association, 2014)
Companies that aren't selling socially ... are selling themselves short
Includes bibliographical references and index
Cover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Introduction; Chapter 1. Fishing in Social Ponds: Using Social Media as a Prospecting Tool for Online Sales; Tackling the Ever-Changing Sales Process; The Social Selling Mantra; Where to Go Fish; Social Selling is a Team Sport; Chapter 2. The Social Triangle of Online Sales Success: Bringing Together Social Marketing, Social Commerce, and Social Support; Meeting the Demands of the Social Customer; Capturing the Customer Experience; Taking Shape and Connecting All the Dots
Chapter 3. Speaking A New Language: The Ten most Important Rules for Online Social InteractionsRule #1: Be Genuine; Rule #2: Listen, Listen, Listen; Rule #3: Be Responsive; Rule #4: Follow the Leader; Rule #5: Tailor the Conversation; Rule #6: Be Helpful; Rule #7: Identify the Enter and Exit Signs; Rule #8: Maintain the Separation of Professional and Personal; Rule #9: Be Consistent; Rule #10: Admit when you're Wrong; Chapter 4. More than Lead Scraping: The Benefits of Un-Selling in Social Media; Boosting your Online Likeability; Lead Scraping or Lead Generation?; Moving Beyond Lead Scraping
The Truth about Un-SellingExpanding Circles, Influence, and Recommendations; Chapter 5: Tweets, Likes, Comments, and Recommendations: Understanding the Value of Peer-to-Peer Influence in Social Sales; Online Reviews: Word-of-Mouth Marketing on Steroids; Likes, Favorites, Followers, and Other Positive Social Indicators; Blogs, Forums (Groups), and Communities Matter, Too; Chapter 6: Content, Engagement, and Building A Relationship: Pulling the Social Customer through the Online Sales Funnel; Understanding the Changing Sales Funnel; Developing Buyer Personas for your Social Customers