Introduction to social selling
Community and tribalism. The importance of owning your community ; Building your community ; What community is not ; Summary ; Bonus material
Your identity within social networks. LinkedIn ; Twitter ; Summary
Talking to strangers. 'Networking in real life' example ; Listening ; Social graph ; Researching ; Talking ; Summary
Controlling influence. What is influence? ; Your celebrity ; YouTubers ; The structure of influence ; How do you create loved-up influencers? ; Control and trust ; Modelling ; Summary
The mechanics of traditional sales. A quick word about technology adoption curves ; The mechanics of networking ; The mechanics of social networks ; Summary
Moving from an analogue to a social mindset. So what do you listen for? ; Signals
what are they? ; What is your own brand DNA online? ; How do you find content? ; The 4-1-1 rule ; Online and offline community ; Social selling best practice ; Summary ; Bonus material
Selling the idea of social selling and measuring success. The opportunity ; Common objections and how you get around them ; How to position social selling with your executive team ; Return on investment (ROI) and criteria for success ; Different types of metrics ; Finally, some questions you should be asking yourself ; Summary ; Bonus material
How to use technology to your advantage. Research ; Tools that automate and schedule ; Content curation ; Content creation ; Measuring influence and amplification ; Summary
Digital maturity. Social media is all about trust ; Social selling maturity ; How to implement a social selling change programme ; Optimization ; Social initiatives ; Summary
Five steps to getting you started. The Changemaker Method ; Getting started ; Step 1: Setting up shop ; Step 2: Learning to listen ; Step 3: Building authority and influence ; Step 4: Optimizing ; Step 5: Enhancing collaboration ; Summary.
