Social Selling for Solopreneurs, Freelancers & Consultants

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  • Social Selling for Solopreneurs, Freelancers & Consultants

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Sales Prospecting

24 Lessons

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Social Selling for Solopreneurs, Freelancers & Consultants

Definitions

8 Lessons

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Every day prospective customers and clients hide behind the anonymity of digital tools to find, research and eventually hire folks just like you. In this lesson, we'll explain why this is happening, why it's not going to change and how it makes painless prospecting possible.

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Winning new business today is all about finding, connecting with and converting self educating buyers. In this lesson we'll talk about how these buyers are fundamentally different from traditional buyers of the past and how that affects prospecting, nurturing and closing them.

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Propinquity is the science that powers the painless prospecting approach to social selling. We'll define it, explain the science behind it and ensure you understand how to leverage it to painlessly prospect for new customers.

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Social Agents might just be the most important customer that never does business with you. We'll explain who they are, how to identify them and most importantly, how to leverage them and their networks to grow your business.

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Most folks are too busy creating 1st Click Content - content designed to win a Google search. But 2nd Click Content is designed to help Self-Educating Buyers move further down the purchase funnel whether Google likes it or not.

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Conversational Catalysts are key to starting conversations with prospects that don't feel dirty, smarmy or uncomfortable. They are the key to a relationship first approach to sales prospecting and nurturing and will help anyone Sell Greatly.

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Social Recon is a tool to help you discover Conversational Catalysts by bringing structure and alignment to all of the unstructured data that is social media.

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Top of Mind Preference (TOMP) is the ultimate goal of any Painless Prospecting system. It's the game changer goal that allows you to consistently win new business, even if you do have to "pitch" against others because it leads to Top of Stack positioning for you and your company.

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Key Concepts

5 Lessons

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Embassies and Outposts are those places on the Internet where your prospective clients and customers hang out. In this lesson we'll explain the differences and roles each plays in your Painless Prospecting program.

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Your Painless Prospecting system is a content driven approach to business development and the only way you'll be able to successfully create enough of that content is through our Cornerstones & Cobblestones approach to content development and dissemination.

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At some point your self-educating invisible buyer is going to invite you to a real, potentially face-to-face conversation. Aikido Selling is the first step you'll need to understand how to handle if you want to be successful.

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This is the underlying theory that powers the Sell Greatly approach to selling. We'll talk more about how it works, how to approach it and why it is the sales approach you've been waiting for your entire career.

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Sell Greatly is based on the 5P's - here we'll touch on the approach at a high level, talk quickly about the 5P's and set the stage for diving deeper into each P later in the course.

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Textual Content Tools

1 Lesson

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You don't have to write everything your publish. There are a number of tools that will take the words you speak and turn them into perfectly typewritten documents for use on your website, sales materials, eBooks, etc.

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Photographic Content Tools

2 Lessons

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While your phone may be a great tool for capturing those quick images, true content creators will benefit from a few additional options to make their photos and videos stand out in a crowded content marketplace.

Text lesson

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There are a number of really powerful photographic retouching tools on the market, but you probably don't have the time nor the need to learn them. Here we'll talk about a couple of our favorite high powered, low-cost tools.

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Video Content Tools

2 Lessons

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While there are a number of still photo cameras that do a great job with video too, sometimes you'll need a dedicated video capture device for the best results. Here we'll talk about our favorites.

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You can edit your own video using your own laptop. Today's desktop video editing tools are easy to use, powerful and best of all, inexpensive. We'll walk you through a few of the ones we use on a daily basis.

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Audio Content Tools

2 Lessons

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There is no excuse for bad sounding audio in your content today. There are a number of high-quality, great sounding microphones that will capture perfect audio in any setting.

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Just like video, you can easily edit your audio using powerful, low cost (in some cases free) audio editing devices.

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Website Content Tools

2 Lessons

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There was a day when you really had no choice but to hire someone to design your website. But with some of today's desktop website design tools, you too can build a great looking website with zero html knowledge.

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Webinars are a great tool for so many folks to quickly create valuable content that helps them become known for knowledge, serve as a powerful lead generation magnets and double as outstanding content for platforms like YouTube.

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Customer Relationship Marketing Tools

2 Lessons

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The heart of any Painless Prospecting program is your Customer Relationship Management (CRM) tool. We'll talk about a few options and specifically two that we recommend.

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Email marketing is possibly one of the most effective tools at your disposal. We'll cover off a few different platforms that we've used and talk about how you can integrate your email efforts into your Painless Prospecting efforts.

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About the teacher

Tom Martin

Tom is 25+ year veteran of the sales & marketing industry with a penchant for stiff drinks, good debates and showing companies how to Sell Greatly, and turn conversations into customers. He is the founder of Converse Digital , author of The Invisible Sale and a contributing writer for Advertising Age. Tom guides clients through the digital sales & marketing maze and helps companies teach their sales force how to Painlessly Prospect their way to more sales. Follow him on Twitter or connect with him on LinkedIn.

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