Episode #118: Mark Williams

You Can’t Automate Relationship Building


Mark Williams

Mark Williams is a LinkedIn trainer, a social selling speaker and coach. He is the founder of winbusinessin which is an online social selling and support training business based in the UK. Mark has been training people on the use of LinkedIn for almost 10 years and is widely known in the business as Mr LinkedIn. He is also the host of the LinkedInformed Podcast.

[01.05] Mark defines Social Selling – Social Selling is the influencing of the decision making process through social media

[01.32] Why haven’t some companies embraced social selling  – Mark believes it takes people time to change, establish practices etc.  Social Media where your customers are which is why you should be too.

[02.45] Which social media platforms should a modern sales professional be active in – Mark suggests using appropriate Social Media channels where your prospects are.

[04.13] Are there any tools that you recommend as part of a successful social selling strategy – Mark shares that there are some tools to consider using in social media such as native video in LinkedIn.  Clips which is an IOS app for making short quick videos to post on LinkedIn.  (Apple App), Mark is not a fan of tools that automate your social media, as he feels that selling is about building relationships.

[08.07] Mark shares his top three social selling do’s and don’ts – Do’s – Build a profile you can be proud of, when you are active on LinkedIn make sure you engage more than you post, Post on LinkedIn posts that your prospects care about (Positive and Negative). Don’ts – Don’t automate anything, Don’t sell and Don’t promote too early (or only after you have built some level of relationship), Don’t be too narrow in your focus.

[11.23] Mark shares his favourite social selling story – Mark shares his favourite social selling story, one of Mark’s clients who owned a consulting business and his client had taken a meeting and his customer had to leave the meeting for a moment and when he did, Marks client had a quick peek at the customers computer and realized that his client had his LinkedIn profile open and was at his recommendations, which are at the bottom of your profile.  Social proof is an extremely important.

[14.45] What advice would you give to a CEO who hasn’t leaped using social selling – Mark suggests that you should take a small group and test social media across a small cross section of your company and work it with those first of all, before you spread it across the rest of the team.  This is how you get ‘buy in’ from everyone within the company.

More About Mark

What was the last book you read?
The Edge, Michael Heppell

Who / What inspires you?
Music. Before every Keynote speech, I hide in the bathroom and listen to ‘Sky full of stars’ by Coldplay!

What aspect of your own Social Selling program are you most focused on improving at the moment?
Follow up. Training is nothing without clear objectives and a structured follow-up schedule and I am insisting all clients put this into place. No more training in isolation

Hobbies, Interests?
Season ticket holder and fanatical supporter of Liverpool Football Club. The greatest football club the world has ever seen!

How can our listeners contact with you?