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How and why to leverage social media tips to generate leads, build relationships and close more deals
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How and why to leverage social media tips to generate leads, build relationships and close more deals
Activities
How social media is changing B2B personal selling
How to use LINKEDIN to build credibility, network and track leads
TWITTER: The global text message
Simplify your life with GOOGLE ALERTS
HOOTSUITE is you new best friend
2014 Sales Social Media Challenge
#FESTAMARKETING
Sales Social Media EVOLUTION
Business people don’t answer their phones
Business people receive hundreds of emails
Business people are interacting online
#FESTAMARKETING
Where do fishermen go to fish?
Know where your customers hang outs
#FESTAMARKETING
Marketing’s role in social media
Open and manage company pages on relevant social networks
Post on blogs Generate traffic and awareness Help customers with questions Manage a community Share information
#FESTAMARKETING
Sales’ role in social media
Join relevant social networks Polish your profile Post on blogs your customers read Help customers with questions Share content Provide added value
#FESTAMARKETING
“Buyers have changed.Social selling changes how you find, relate to, and engage with people.”
- The Social Media Sales Revolution, Landy Chase and Kevin Knebl
?
?
?
who understand their businessunderstand themand trust to solve their problems
- The Social Media Sales Revolution, Landy Chase and Kevin Knebl
People buy from People
B2B buyers are…
Educated about options (research)
Looking for solutions
Asking their peers
Tired of sales pitches
Tech-savvy
Socially empowered
Looking for trusted advisors
#FESTAMARKETING
Technology buyers expect you to…
Do your homework
Forget the sales pitch & gimmicks
Know your competition
Be relevant
Understand their problems
Add value
Know their industry (not only yours…)
#FESTAMARKETING
Become a trusted advisor
#FESTAMARKETING
Social media is where you promote YOU!
YOUR PERSONAL BRAND WHO ARE YOU?
WHY CHOOSE YOU?
HOW DO OTHERS SEE YOU?
WHAT MAKES YOU DIFFERENT?
WHAT DO YOU HAVE TO OFFER?
#FESTAMARKETING
What is the age and income demographic on LinkedIn?
The average demographic on LinkedIn is 43 years old and
makes 107k per year- The Social Media Sales Revolution, Landy Chase and Kevin Knebl
9 steps to use LinkedIn to build credibility, network and track leads
#FESTAMARKETING
Turbocharge your profile
Have a professional
picture (smile!) Optimize your headline Have a complete summary
List your skillsState achievements Get recommendations from colleagues
and customers!Share news!
#FESTAMARKETING
FILL OUT your profile - SAMPLE
#FESTAMARKETING
21
Be found on search engines
#FESTAMARKETING
22
Identify new prospects: View “Who’s Viewed Your Profile?”
Doesn’t my friend work in a software
company?
#FESTAMARKETING
I wonder if he can help me justify the
business needs with my executives…
23
Proactively develop your networkBuild trusted relationships who can support your professional objectives
#FESTAMARKETING
CONNECT
NETWORK
COMMUNICATE
Leverage your network
24
YOU
ContactContact
Contact
Contact
2nd
2nd
2nd
2nd
2nd
3rd
3rd
Decision-makerDecision-
maker
Decision-maker
#FESTAMARKETING
Get the news you care about
#FESTAMARKETING
Gather Intelligence – researching contacts
#FESTAMARKETING
Contribute to and share news!Share ideas through status updates, and participate in groups
#FESTAMARKETING
Share news!
Generate thought leadershipCreate and join Groups: Engage around common interests
5
Join many
Participate in a few
Manage one
#FESTAMARKETING
Google Alerts
The secret to always being in the loop!
#FESTAMARKETING
GOOGLE ALERT ACTIVITYhttp://www.google.ca/alerts
Who tweets?
@friendHere’s a pic
of my cat
@FIFA Can’t wait until the World Cup!
@hockey Did you catch
that goal?
@friend Just bought these cool
new shoes!
#FESTAMARKETING
What is the age demographic of people
on Twitter?
35 to 45 year olds
Twitter is networking heaven!
Tradeshows
Customers
Partners
Influencers
Competitors
Industry experts
Journalists
Colleagues
#FESTAMARKETING
What to do on Twitter?
Add a personal touch Follow & interact with
people
Answer & ask questions Show your expertise
Become known in the industry
Share relevant content
?#FESTAMARKETING
Listen for problems
Share information
Don’t push product
Nurture your network
@SoniaDorais
thanks for the tips
What to do on Twitter!
Follower
Follower
Follower
Follower
Follower
#FESTAMARKETING
No time? How about 10 minutes
per day?
#FESTAMARKETING
Hootsuite
#FESTAMARKETING
Hootsuite is your new best friend!
Schedule postsCross post on different
social sitesMonitor multiple
streams
FREE reports It’s easy-to-use Accessible anytime, anywhere
#FESTAMARKETING
Conclusion: Becoming a Social Selling Pro
Have you own brand: Build a strong online reputation that showcases your experience and increases your credibility
Get the scoop: Use social media to find information for sales conversations
Grow your network: Build relationships with people who can share information and provide referrals
Share news: Share news that is interesting to your followers and contacts
Use tools to help: Taking advantage of innovative solutions like Hootsuite
Build Your PROFILE
Gather INSIGHTS
Develop Your NETWORK
Share NEWS
Use SOLUTIONS
#FESTAMARKETING