Social Selling Approaches Worksheet

Example:
Marcus was given a short e-book that outlined how to integrate social selling into your business. He thought
it was such good information that he wrote a post about it and shared it with customers and non-customers,
including some VPs of sales.

Approach Description Notes / Action

Build your • The vast majority of buyers consider the

expertise of the sales professional prior to
brand making a buying decision.

• If you are known as a thought leader in

your industry, you are 5 times more likely
to get the business than if you're not.

LinkedIn • Review your LinkedIn profile and make

sure it does not appear to be on online
resume. It should be the face of your
business world.

• Update your LinkedIn profile frequently,

as this can signal others that there has
been activity on your page. Focus on
posting information that a prospect would
find appealing.

• Keep your LinkedIn page current and

relevant. Use a simple, normal picture –
keep it professional. Talk about why you
like working where you are working, and
include testimonials from customers
rather than old bosses. Get involved with
groups, particularly groups in your target
industry and those that your prospects
might belong to. Be involved with these
groups and instead of using them to look
for leads, offer free information (answer
questions), which makes you a valuable
resource to others in these groups.
  Have a Facebook page that you use only
Facebook for professional purposes (this means no
personal posts!), and be sure to “Like”
businesses you are prospecting, as well
as other professional organizations in the
industry you are targeting. Make
thoughtful, relevant posts on this page.

 Have a Twitter account and use it to post

Twitter relevant industry information, as well to
follow other organizations or people you
are prospecting.