Social Media Selling System

by Neal Schaeffer

social media selling sytem

Salespeople "get" social media once they see the value - but they don't have time for it. This session will show you both the value of adopting social selling as part of your sales toolbox as well as how to do so for as little as a few minutes a day through sharing case studies and best practices.

Webinar Transcript

Hi, everyone. This is Neal Schaffer, and I personally welcome you to the Social Selling Summit. I'm going to be speaking now about how to create your social selling system. This is content that's pulled from my professional social selling training and other things that I do. It's very difficult to go through the entirety of social selling in as little as 25 minutes, but I'm going to try to do my best for you today.

I want to start off with briefly introducing who I am. Since 2009, when I started speaking, in January 2010, when I started my first social media strategy consultancy, I have focused on social media strategy consulting and educating businesses and professionals on social media for a variety of different objectives. This webinar, therefore, for me, it's part of my educating the entire industry. I'm going to tell you a little bit about my professional background before social media in a second, but this education comes in many, many different formats. 

From starting the Social Tools Summit, which will have its second event in San Francisco in late October, to becoming a professor of the Mini Social MBA Marketing Program at Rutgers University, launching my own social media business media site called Maximize Social Business, and launching a brand new community for social media professionals called Social Media Center of Excellence. It's all about the education. 

The education also means that I've published a few books over the last several years. My [inaudible 00:01:22] books are actually on LinkedIn. Maybe some of you have heard of Windmill Networking. That was my first. I then wrote a book on maximizing LinkedIn for sales and social media marketing before my latest book published by Wiley, which is really an expansive book about how to create your own social media strategy, called Maximize Your Social. 

More importantly, though, before social media, I had a nearly two decades experience as a successful B2B sales executive. Here you see a picture of me at an exhibition in China. Well, hopefully, you can see who I am. And this photo was taken back in 1997, so I'm dating myself a little bit here. But for me, social selling is not marketing. I understand that the silos to sales and marketing are still blowing at the end of the day. Who's going to call the customer, who's responsible for taking their numbers, it's the sales people, right? 

So social selling, therefore, for my definition and how I'm going to approach it in this presentation, is not marketing. It's about how to add sales...I should say how to add social selling social media to your tool box. That's the way we're going to think about it. And you know what? You see me carrying a bag there. I'm carrying a black bag. I [inaudible 00:02:30] selling to consumer electronic manufacturers. I launched business from zero there, grew it to a 15%, $3 million organization in two years. I then went on to do it for a company called Wind River in western Japan, a software company called SPL throughout Asia. 

And that experience of are we being responsive for a number of managing sales people and having to do business holistically, I did all those in Asia. And I do speak Chinese and Japanese, but regardless, it requires you to think of this extremely holistically. And that is the unique perspective that I offer for social media. So I'm going to tell it to you as a sales person would tell it to you, and I'm also going to provide it to you holistically. And I want you to think about social media and social selling in a new way when I'm done with this broadcast in approximately 25 minutes. 

All right, let's start with I want you to understand the importance of social media for business this year as I understand it. I want us all to be on the same wavelength here. It's going to help you tremendously internalize what I'm about to present on social selling. First of all, I talked about adding social media to your sales tool box. You're not going to throw out what you've been doing, okay? You're going to continue to do it, but you're going to find ways in which social media can help augment your selling, i.e., social selling. Social media replaces nothing, but it has the potential to complement everything and to complement some things more than others. Hopefully, by the end of this webinar, you'll see how it can complement your sales activities. 

And really, you're never too old for social media. In fact, those of you who understand the old rules will better leverage these new tools. So the common business etiquette, the way you close deals, the sales process, hasn't changed but you now have new tools that you can use to apply to those old rules. And it's the social sellers, or the so-called social sellers, who think that just because there are new tools, they can re-write the rules. Those ones really aren't successful. Those of you that have been doing sales and have been successful at doing sales, you're going to be able to get the most out of this presentation, and I believe, out of social selling in general. 

So, social media is mainstream. Ninety-four percent of U.S. companies use social media for marketing, asterisk, companies with over 100 employees. This number should be the same for B2B sales organizations in the United States. And probably even if the company you're in has not been advocating it, there's probably people in your organization that are already doing it, that you want to seek out. Or maybe you're the leader in your organization. But we're in a turning point now where come a few years, this [inaudible 00:04:57] will be the same for B2B sales without a doubt. 

Now, not only is social media mainstream, boy, we're spending a lot of time on social media. And it's not just Facebook; it's the 50 most visited websites in the United States. You might be shocked that even LinkedIn and Twitter and Pinterest and Reddit are up there, even more popular than CNN.com, more popular than ESPN.com. That's an amazing amount of eyeballs, amazing amount of people that are spending a lot of time. And I don't know which of these sites your customers are on, but I guarantee they're on not just one but multiples of them. 

For various reasons, today I'm going to focus on Facebook, LinkedIn and Twitter, but understand that if you are targeting a female demographic, Pinterest may serve you well. If you're targeting a demographic that watches a lot of videos, YouTube may serve you well. And if you're going after young, geeky, IT type crowd, you may want to look into Reddit. But from a general perspective, Facebook, LinkedIn and Twitter is where I think you should be investing your time. Now, we all know the [inaudible 00:05:56], right? How your customers communicate with you is fundamentally different now because they're making purchasing decisions before they even contact you. 

That's why you need to put your best foot forward, not just by having a website and having it optimized for search engines, but being present in social media, not just as a company but as individual people. And the more of your employees that get involved - this presentation is not an employer advocacy but I've written an eBook about it if you're interested - the more that your company and products and services are going to be found. 

So if you're a sales manager, I hope that you will instill this education on all of your employees later on after you internalize it yourself. But you need to put your best foot forward. And I tell you, more and more companies are looking on social media for information about companies, because that's where you're going to find "Hey, do they have five followers or a thousand followers? Are they posting on a daily basis and do they seem to have engagement? 

Are they really communicating, or did they post something like three years ago and haven't posted since?" So when you do a search on Twitter, do you see a bunch of complaints and the company not responding to them? Social media is a great way to vet companies, a great way to vet people. So just like recruiters are using social media to find people, companies are also using social media as one part of their decision making process to help vet your company's products and services as well. 

Another thing I'd like to talk about when I talk about social media, and here lies the opportunity for all of you in social selling, is social media represents the convergence of information and communication. All these social networks began as a way for us to reach out to each other. "Hey, we went to high school together. Let's connect on Facebook." "We went to college together." "We worked together. Let's connect on LinkedIn." Right? And very inevitably, this is how we got started, but more and more we're seeing more information on social media. We're clicking on more links. We're joining LinkedIn groups. 

We're joining Facebook groups these days for professionals and exchanging ideas. So where we used to go just for communication, more and more is where we go for information. The [inaudible 00:07:50] be when this U.S.A. plane landed on the Hudson River and CNN reported as reported on Twitter, which used to be just a communication mechanism for a bunch of podcast engineers from the Silicon Valley to keep in touch with each other when they were out and about in the Bay Area, right? 

We have transformed these social networks, and we will continue to transform these social networks over time. So it's always been simplified. I love to simplify things because I believe that sales or organizations work most efficiently when things are simplified. I've been doing that for managing my own sales teams. Social media comes down to content communication. Sales people are awesome at communication. You know how to listen, you know when to listen, you know what to say. Communication, I'm not worried about; it's the content side. 

What are you going to talk about on social media that I think you should focus on? Now, I mentioned employer [inaudible 00:08:36] a while ago. If your company has an employer [inaudible 00:08:38] program, and even if they don't, you should be talking to your marketing department about how you can help promote both your social selling as well as your company's marketing reach. So that's one hint as to how you can be successful at social selling today. But really, as I mentioned, we are now turning more and more to social media for the news. 

Even sites like Facebook, might be scary to some, about half of you as Facebook users are getting some news from the site. And I think that number is only going up. So this is convergence of information and communication. I believe there are three distinct opportunities for everybody that's listening, and this goes beyond social selling. This goes to social media marketing and the whole bit. Number one, you have the ability to reach out and engage with your customers, prospects, partners in your network, in a very new and exciting way. And if you are not doing the engagement, your competitor just might be, right? It's an open playing field. 

I want you to be first and I want you to be engaging and really maintaining those relationships you have outside of social media, if your clients are in social media, and extending that to new prospecting. You often create opportunity by communicating this information that is important to your clients. It sounds really trivial, but I tell you, after doing this on Twitter and all over LinkedIn, just sharing tidbits about social media for a few years, I have 100,000 followers. I'm not some celebrity and I'm not promising you're going to get 100,000 followers overnight as well, but doing it consistently is the key thing and offering value by finding, curating that content that your target client would be interested in. We'll talk about how to create a system around this later in this webinar. 

And then you don't need to manage your reputation so much as to use social media to discover new business to monitor your information. I'm going to show you how this works, because social media, a lot of these social networks are really search engines in themselves. They're prime for [inaudible 00:10:25]. And people buy from people they know, like, and trust has not changed. It probably won't change, right? New tools, old rules. The new tool here, if social media is about content and communication, it's about content. 

And if you think about it, people get to know you. They find you by searching based on your content, your key words. They begin to trust you based on the consistency of your posting, and you build a community because they begin to like what you post and engage with what you post. This is the role of content. That's why it's going to be key to your being successful on social selling. I want to tackle the [inaudible 00:11:00] in the room, which is LinkedIn, and I do believe that social selling still should begin and your efforts should be primarily focused on LinkedIn, although I will talk a little bit about Facebook and Twitter. 

LinkedIn is where the professionals are. And no matter what professional activity it is, we know that professionals prefer LinkedIn to anywhere else. So, your target clients may be on Twitter, where they're trying to Tweet up Justin Bieber. They might be on Pinterest, where they're posting photos of recipes. They might be on Facebook [inaudible 00:11:28]. But on LinkedIn, it's professional, and that's why it's the most appropriate venue as well for you to do your social selling. Now, I mentioned maybe you haven't been active on LinkedIn. Maybe you're already doing social selling without knowing it. Maybe LinkedIn has already helped you play a role in your sales activity without you knowing it. 

And this is an example. I do a lot of these social selling trainings around the world, and this is an example of a marketing department that reached out to me. And I did a survey of all the sales people. How has social media, specifically LinkedIn, helped you close business? This was an HR consultancy. These are some of the answers. I'm not going to go through them all. "It's helped me reconnect with old colleagues and classmates that has led to some business, indirectly, yes." Hey, business is about who you know and keep in touch, and often when you reconnect with people, that leads to business, as I'm going to show you in a case study in a little bit. 

"Yes, when I left my former company, several of my contacts reached out to me in order to bring this over to my current company." Boy, sales people, your networks are your biggest assets. Get connected. Stay top of mind. Be communicating with them. "Yes, LinkedIn has helped me find leads, which lead to business." I'm going to talk about how I found these on LinkedIn. "Yes, via introductions to decision makers." This is a no brainer. Advanced people search, introductions. "Certainly! I call this the salesman's critical tool." 

I can go on and on and on, but this is why...and I know there's some data that suggests that Twitter is more popular than LinkedIn for social sellers, but really, the functionality that LinkedIn gives you and just the wide array of professionals that are active. You know, I think more than one third of the world's professionals are on LinkedIn and use it in a professional manner. All this to me means LinkedIn should still be the central focus of your social selling efforts. 

Now, this is what I did for another company. These are the six things I think you need for social sales success on LinkedIn, and optimal presence. Not everybody has an optimal presence. More than a quarter of our sales people did not have an optimal presence [inaudible 00:13:18] for inbound leads. LinkedIn gives you a lot of real estate stuff, [inaudible 00:13:22] a complete profile. Number two, a network. Network helps with content amplification. Network also helps in that it provides you more of second degree connections, more people that you only want emails as a way for more visibility both inbound and outbound. I found that less than half of people have 500+ connections. 

And a quarter of these sales people were keeping their network tight only from the people they know and trust. Social selling is about using social media as a tool. It's nothing personal; it's business. You want to sell more. You want to meet your quota. You want to get awesome bonuses. Open up your LinkedIn network a little bit more. Keep Facebook private, I totally understand. But I'm telling you, if you've been at sales for 10 or 20 years and you haven't met more than 10 or 20 people a year, boy, you shouldn't be in sales. So I'm assuming that it's just a matter of connecting with these people, reaching out to them, and you can easily get to 500 connections, which I think you should all be at. If you're just out of college, I don't expect it, but if you've been in business for a while, I definitely do expect it. 

Credibility. Wow, [inaudible 00:14:22] people didn't have recommendations. That's social proof. You need that engagement. Groups. Groups, groups, groups. Are you a member of a lot of groups? LinkedIn allows you to join 50. Boy, 81% of these sales people were members of 10 or less, and 51% of them never participated in a discussion. This is where a lot of lead generation comes in, and social selling on LinkedIn. Business intelligence. Follow companies engaged with their content. Customer management. 

A majority of these sales people follow five or few companies. Now, a lot of companies will invest in in sales navigator, thinking that's the solution. That's false. One of six things you can get. . .you may have the keys to the kingdom but if you don't know how to use the keys correctly, it's completely valueless. So having access to a paid account in some way is going to help you. It's going to help accelerate and amplify things. It's not a necessity, though, in social media or on LinkedIn. So it's just something to think about. 

Now, I talked about how our networks are our most important assets. Tons of stories about people who got back in touch with people in their past, sent them a connection request, let them know what they were doing and how they valued their relationship and that's why they want to connect with them on LinkedIn. People were responding, "Great to hear from you," and out of that comes a million dollar deal. It happens. Can't promise it's going to happen to everyone that's listening, but it does happen. And this is actually documented on LinkedIn.com. But really, and it's funny because I was on a [inaudible 00:15:40] business Twitter chat today - #bizchats for somebody that may have been on it - and we were talking about LinkedIn. 

And the question from [inaudible 00:15:49] was: what is your absolutely most favorite feature of LinkedIn? And I said, "Advanced people search." The advanced people search allows you to discover hidden connections in a way that you cannot anywhere else. Discovering hidden connections means you might be best friends with the CEO of a company I'm trying to sell to, and I might be best friends with the CEO of a company you're trying to sell to. And it's only when, one, we're connected on LinkedIn; and two, we have objective for using the advanced people search; and three, we do a search that we discover these hidden connections that have tremendous business value. 

I'm speaking in Memphis. Biggest employer is FedEx. I tell everyone, "Okay, I'm going to show you how I can find a VP of Marketing at FedEx in like 30 seconds and how I can contact them." Before LinkedIn, boy, this was really, really hard to do. With LinkedIn, it's actually pretty quick to do. The amazing thing here though is, the person that's connecting me with Laurie Tucker, who's Senior VP of Corporate Marketing at FedEx Services and [inaudible 00:16:38] is Valarie Dennis, someone that I met at a networking meeting locally here in Orange County, California. We met afterwards for a cup of coffee. We got connected on LinkedIn. 

And now I know that I'm just one email away, one phone call away from getting access to Laurie Tucker. I want you to connect with more Valerie Dennises so that you have access to more Laurie Tuckers. And connections also provide credibility. Especially if you are in a smaller industry where everybody sort of knows each other and you're not connected with anyone in the industry, that's going to speak bad about you. It's when you have a lot of common connections, just like having a lot of mutual friends on Facebook, that is going to speak well for you.

So for those of you in [inaudible 00:17:18] industry or in certain locations, get connected and maintain your network up to date on opportunities to maintain mind share. You have two areas to do this on LinkedIn: your network updates that appear on your home page and using the contacts application. They changed the name on LinkedIn.com, and it's basically where you see the screen. Seek and grasp, engage, reach out to people. You can actually create reminders. There's a lot of different things you can do. I actually talk a little bit about this in a free eBook on LinkedIn that I'm going to talk about at the end of this webinar, that you want to stick around for. But use this to your advantage to maintain mind share on a daily basis. And LinkedIn groups, okay? 

This is how you get business on LinkedIn groups. This is how I got business. Someone said, "I don't see the ROI of social media." I was monitoring a certain LinkedIn group discussion that had like 300 comments. Instead of responding in the comment, I went to the person's profile. Turns out he happened to be based here in Orange County, which is about three million people, so I got a one in a hundred chance. He's a former Disney Marketing Executive. And as I found out later, he was looking for social media expertise he did not have. 

I responded, "Let's meet for coffee." A week later, closed the deal. Two months later, because he's also the Event Marketing Chair for the Young Professionals Organization of Orange County, I'm speaking in front of 30 under 40 CEOs. This is how it works on LinkedIn. You've got to be listening. You've got to be engaging and you need to be closing. The listening is new. It's the new tool, but how you engage and close is just like you would do outside of LinkedIn, right? And by far, outside of doing advanced people search, asking for introductions, and the inbound marketing of having people contact you from a profile, the area where sales people are definitely getting the most of LinkedIn is in LinkedIn groups. It's getting harder with a lot of spam but there are still many, many opportunities for you. 

Now, I want to spend the remainder of this webinar, before I talk about how you can put all this into action in creating your social selling system, moving beyond LinkedIn. Now, traditionally when I talk about moving beyond LinkedIn, it's more prevalent in our marketing niche. When you post status updates on a daily basis, it's not hard to use a Hootsuite or [inaudible 00:19:17] Social, or buffer whatever tool, to now post the same thing on Twitter. Google Plus, you've still got to do it yourself, but it's not hard to do it once you have the daily routine, once it's muscle memory, right? 

And once you start sharing a lot of content, maybe you want to share your own point of view. That's when you start blogging. I recommend, now that LinkedIn's opened up their long formed blogging platform to everybody, that's where you want to blog. That's absolutely the best place to blog. In fact, you can get more views of your content there than you can on your own small business website for a lot of professionals, a lot of companies. So that's about sharing content, [inaudible 00:19:56] content creation.

But on another note, I want to talk about how Facebook is becoming more and more powerful for sales people. It's because social media is always changing, right? It's a never ending experiment. I talked about how now social media is about to converge of verification and communication. Well, Facebook is actually becoming, whether you knew it or not, more and more professional. More and more professionals are active on it. The average age of a Facebook user, I think, is now over 34. The young people are staying away from Facebook. They're on Instagram and Tumblr. And it provides you opportunities now, that you didn't have a few years ago, because of the number of people on it, the types of people, and how they're using the platform. 

A great example is Japan. I mentioned I speak Japanese. I do social media consulting and speaking in Japanese there. And I tell you, when I do emails to B2B sales people, they write their personal Facebook URL on their emails as a signature. How many people in the United States do that? Not many. But you know what? If you can connect with your clients or prospects on Facebook, boy, that is the gold mine. You have access to anything and everything about their personal lives. You don't need to go out to drink with them every month or have lunch with them every two months to know what's on their mind, what they've been doing. You know that on a daily basis. And it's just an amazing, the deepest way to maintain your relationship with someone. And that's why I think you should consider it. 

Now, before you start throwing tomatoes at me and throw eggs at me, there's certain pre-conditions you have to do before you can leverage Facebook for social selling. Number one, consider friending your clients. Look for clients where you have lots of mutual friends. If you don't, then start with your closest client. Send them a Facebook message or send them an email, "Hey, you know, I'm connecting with more and more professionals on Facebook. Would you mind if I send you a friend request? We can keep in good touch and share good times." And you'll find more and more people will accept that. Some will say, "Hey, I like to keep Facebook personal, sorry." Say, "Great, let's connect again." 

If some of them start to friend you, engage with their content. Or if you want to appear and if you want to get mind share, early in the morning and every day, like and comment and share everything that they posted the previous day and you're going to show up in the notifications first thing in the morning the next day. And that is prime real estate. That is the most valuable real estate I can think of in social media that any and every brand would like to have a part of. This is something you can do just by friending them. 

Now, if you do this, you need to ensure your personal content is open for public consumption. I like to call this having a public persona. You need to avoid potentially controversial subject matter. I would never tell you where I stand on religion or politics, just like you would never do that in a Chamber of Commerce meeting where you're meeting people for the first time. Don't do it in social media. It really can alienate people. It might already be alienating some of your friends. I know this from talk of my other friends and some other people I know. 

But if you can avoid doing that, you're going to do really, really great on Facebook. You won't be embarrassed by anything that's on Facebook. That's the way I use Facebook. I don't post any photos of my wife or kids. You could. Some people do. I like to keep that private. I'm sort of old school. Whatever goes up in the Internet, stays in the Internet. But if you can avoid that, it doesn't mean you can't have fun. Just don't talk about things that you would never want to alienate a potential customer on, and you'll be fine.

And then start to slowly mix that professional content with your personal content, maybe on a weekly frequency so that your clients might, every once in a while, start to zone in on what you're posting professionally. It'll show up on their news feed and they'll be like, "Huh, [inaudible 00:23:25] or this woman really knows what they're talking about." And you'll be surprised, your friends will support you professionally too. The line between professional and personal is continually blurring. So try it out, experiment, but remember, ensure your personal content is open for public consumption first. 

But really, this is the best way to get attention in 2015. Anywhere is right there in the notifications on Facebook. Don't forget that. That's one of the three or four most important messages for you today - why you should consider leveraging Facebook. Well, what about Twitter? The world searches on Twitter. A few years ago, there was a data point that said there were more searches being done on Twitter than on Yahoo and Bing combined. And I thought, "Wow, that's a lot," but I wanted to know more. 

Recently, I did a presentation on this, where I found the following data that I want to share with you. Google processes 100 billion search queries per month. YouTube processes three billion. YouTube has always been named the second largest search engine after Google. Guess what? Twitter processes 2.1 billion search queries daily. So if you want to get found, if you want your website to get found, you want to be on Google. If you want to get found, affiliated with any key words associated with your service, you want to be on Twitter. And really, Twitter is where the news breaks. We all now go there for the news. And it's not just the breaking CNN types of news, it's anything related to any industry. 

That's where people are searching. That's where you want to make sure you'll be found. And you also want to do searching as well, because that's where a lurking LinkedIn group's doing dedicated searches on Twitter on a regular basis. You're going to find people Tweeting out your company name, your product name. Just like that guy was posting on that LinkedIn group. He had a business problem without saying it. People do that left and right on social media, asking their friends for recommendations, just as this engineer did on Twitter. And this is a very, very old case study, but I still think it illustrates the point of how you can generate a quarter of a million dollars from monitoring tweets on Twitter in less than two weeks. 

And you know, sales people prefer Twitter to LinkedIn, one data point suggested. Compared to LinkedIn and Facebook, Twitter is the easiest platform to engage with anyone you want, because you don't have to be friends with them or be connected with them on LinkedIn in order to start communicating with them. That's the value of Twitter. But not everyone's on Twitter. You need to remember that. Now, let's talk about creating your social selling system with the remaining time we have left. And I'm a fast talker. I'm going to try to speed it up a notch here. Do you have a system for social selling? "If you can't describe what you're doing as a process, you don't know what you're doing," Professor Edwards Deming, the godfather of quality control. Whatever you want to do in business, if you don't have a system for it, you'll never be able to hand it off to someone when you move up the ranks. 

You'll never be able to have an assistant or outsource it to do it for you on your behalf. And you'll never know how to tweak things because you never documented your process in the first place. So you really need a system. Actually, if you think about it, the components of the social selling system and social media in general, is people process paid, which I'm assuming you're not going to be doing, and tools, which do exist. But really, I want you to focus on that process, because once you have the process down, you can bring more people that are going to help you. You can understand when you should be investing in paid, and what are going to be the best tools to help you improve that process. 

Three things here: Optimize your infrastructure. I'm not going to go through these one by one, because I want to make sure I end in time, but these are things you do once and you forget about them. Maybe you do it once every 90 Days, but you don't need to do this on a daily basis. What you do need to do on a daily basis, is internalize that you have three different channels at your disposal. Twitter gives you a great way to find out the context of someone from a professional perspective, because it's dynamic. People post every day. LinkedIn obviously gives you context in a professional way, in a different way and a more static way - who they're connected to, where they work. 

Facebook is the ultimate for communication. I consider these as working you up the value add ladder. If you can get them to follow you on Twitter and then connect with you on LinkedIn, the next step obviously is become friends on Facebook. And the higher you get on this, the closer relationship you're going to have and the better your social selling efforts are going to be. Internalize that. Learn to use the different functionalities, the different networks for different objectives. 

And then you need to build a sample system. This is what I provided you for daily engagement. It has to become like muscle memory, something you do when you wake up, just like you look at Facebook. You weren't doing that 10 years ago, were you? This is just one sample. I'm not going to go through things one by one. Take a picture of it. Come back to it, right? But this is a sample of a system I want you to have that does not take more than 15 minutes a day. So what you should be spending your most amount of time on social media, is prospecting, searching, trying to generate conversations. 

This is about just 15 minutes a day, and I think it's really going to serve you well in your social selling. Quick wrap up here. Stop asking about the [inaudible 00:28:06] of social media, the security of [inaudible 00:28:08]. What's the ROI of your mother? If you have a website, you have social media. If you're in marketing, you do social. If you're in sales, do social. Period. There's business in 2015. It's also about integrating social everywhere. It becomes muscle memory. You begin to think, "Wow, I need to hire a new sales person." "Wow, I can use these same social channels to try to recruit someone." 

There's different ways in which you can integrate social into a lot of different things you do in sales. Think about all of them. And stop asking about the future of social media. Should we be on blogs? Should we be on Periscope? Who cares? You have LinkedIn, Facebook and Twitter. Have you maximized and leveraged the opportunity at hand? Most haven't. Here's my shameless plug for this webinar. I did just release a new free eBook which you can download immediately by going to socialmediacoe.com/maximizing-LinkedIn-for-business-free-pdf. I know, it's a long title. I didn't want to create a Bitly. 

You can ping me afterwards if you don't get the URL. Hopefully, you'll take a picture of this as well, you'll go down and you'll download it. And I think it's going to help give you a little bit more depth as to my advice, vis a vis, LinkedIn. And that's it. I hope I was able to answer any questions you might have, but if not, let's keep the conversation going. Please feel free to connect with me, contact me over any one of these platforms. I wish you the best of luck in your social selling, and I hope to have a chance to either speak with you or meet with you in real life at a social media conference in the future. Bye, everyone. Thank you, and best of luck to you.