Social Sales Webinar: Driving Revenue From Your Online Profile
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An early sales webinar in preparation for SocialSalesTraining.com. The presentation walks you though how to use the internet in your sales cycle.
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Social Sales Webinar: Driving Revenue From Your Online Profile
- 1. Social Sales The Art of Driving New Revenue through LinkedIn, Facebook, and other Social Sites 1 Tuesday, November 13, 2012
- 2. Social/Sales CRM LinkedIn - projected $1 billion in 2012 Salesforce/Buddy Media - $600 Million Oracle/Vitrue - $300 million Facebook IPO - down/stuck at $33/share. LinkedIn $106/share $32-35 a share IPO IBM goes with SugarCRM Tuesday, November 13, 2012
- 3. The Sales Cycle Building A Prospect List Marketing your Brand Contacting Decision Makers Setting the Appointment The Pitch The Close 3 Tuesday, November 13, 2012
- 4. 3 Truths 1. Social CRM won’t make you good at sales 2. Social CRM Works In Stages 1. Information, Connection, Engagement 3. You have to be interested to be interesting 4 Tuesday, November 13, 2012
- 5. Building A List 5 Tuesday, November 13, 2012
- 6. LinkedIn • Geographic Area • Job Title • Company Size • Individual • Current Clients and they are all using social media 6 Tuesday, November 13, 2012
- 7. Advanced Search 7 Tuesday, November 13, 2012
- 8. Company Search 8 Tuesday, November 13, 2012
- 9. Client Search 9 Tuesday, November 13, 2012
- 10. Google Search site:linkedin.com “area” “title” -jobs -dir -title -pub 10 Tuesday, November 13, 2012
- 11. Marketing Your Brand 11 Tuesday, November 13, 2012
- 12. Profiles • Optimize profile and company to sell – name, phone number, how you help them • Own as many spots in search as possible – Slideshare, Meetup, About.Me, Facebook • Update profile to reflect your sales cycle – Have a generic and a specific profile • Pictures really do speak louder than words 12 Tuesday, November 13, 2012
- 13. ✓ 100% PROFILE COMPLETENESS ✓ LOOK, FEEL, AND SPELL CHECK ✓ VANITY URL: LINKEDIN.COM/IN/YOURNAME ✓ SUMMARY WRITTEN FOR RESEARCHERS ✓ GROUPS (AS IDENTITY SIGNALS) ✓ CONTACT LINKS ✓ RECOMMENDATIONS LINKEDIN CHECKLIST Tuesday, November 13, 2012
- 14. Company Page ✓ Identify your branch or location ✓ Products and Services tab ✓ Make history and future interesting ✓ Channel prospects to information 14 Tuesday, November 13, 2012
- 15. Don’t I Know You? • Where have they seen you before? – events, business journal, speaking, blog, charity • Showcase some of what you’re doing – check-ins, humble brags, pictures • Post stories about your wonderful life • Do you need a Facebook page? • What sites should you join? 15 Tuesday, November 13, 2012
- 16. As A Rolodex • Human Touch • Showcase just some of what you’re doing • Getting back in touch (Kevin, Mitch, Aaron) • Make a decision about your goals 16 Tuesday, November 13, 2012
- 17. • Don’t be funny, but do be clever • 10% business posting • Connect with cold prospects • Reply to others 60-70% • Focus on helping • Ask for help • Twitter users are high social users 17 Tuesday, November 13, 2012
- 18. Blogging • Sales blogs shouldn’t be about sales • Interview SME’s in your company and clients • Write what you think, not what you know • Research, don’t theorize • Reasons: SEO, Speaking • The power of the videoblog 18 Tuesday, November 13, 2012
- 19. Contacting Decision Makers 19 Tuesday, November 13, 2012
- 20. Connecting With Prospects • Connecting is NOT asking for business • Add a personal, customized message • Reference external material • Using InMail? Should you? • Why would they want to speak to you? • Consider LinkedIn as a secondary site 20 Tuesday, November 13, 2012
- 21. Follow/Friend/Like • Emotional connection to liking someone • Gamification - words with friends • They get reports (so do you) • Goals are... Learn Connect Engage ...in that order 21 Tuesday, November 13, 2012
- 22. Decision Maker Tactics • Get responses in social • Arrange to meet at real life events • Don’t reference social. It looks creepy • Treat the channel differently • Use the phone to leave messages • Visit the profile a day or two before calling • Find the direct dial 22 Tuesday, November 13, 2012
- 23. Who Viewed My Profile? 23 Tuesday, November 13, 2012
- 24. Sourcing Executives • Top Executives don’t run their profiles if they have jobs • Tech and Marketing Executives might • Doctors don’t. Office managers do. • Be a helpful resource • Check back regularly 24 Tuesday, November 13, 2012
- 25. Setting The Appointment 25 Tuesday, November 13, 2012
- 26. Research • Org Chart • Resumes of direct reports • Press releases, marketing material • pdf, ppt and xcl • Competitor case studies and profiles • Content as bait to your client list 26 Tuesday, November 13, 2012
- 27. The Pitch 27 Tuesday, November 13, 2012
- 28. UNDERSTANDING THE CLIENT Google Searches and alerts Bing too Only LinkedIn gives your search away Activity metaphors (golf, fishing, chess) Slideshare, Prezi, Scribd, Docstoc Tuesday, November 13, 2012
- 29. The Close 29 Tuesday, November 13, 2012
- 30. SOCIAL DO’S/DON’TS Don’t close over social channels Do use social to communicate Do reference great meeting Don’t reference client name Do stay in touch, close or no close Don’t reference anything negative Tuesday, November 13, 2012
- 31. 31 Tuesday, November 13, 2012
- 32. Jim Durbin Brandstorming.com twitter.com/brandstorming linkedin.com/in/jimdurbin 32 Tuesday, November 13, 2012