Social Media Boot Camp & the Role of CRM
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For many organizations, the end goal is clear – sell more. But in this constantly evolving marketplace where social networks now play a significant role, how do you leverage the array of social media outlets to build your brand, engage customers and ultimately drive sales? Industry thought leaders Carol Flammer and Mitch Levinson will give practical advice on how to help your organization achieve tangible benefits using social media and CRM.
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Social Media Boot Camp & the Role of CRM
- 2. Social Media Boot Camp & The Role of CRM
- 3. • Mitch Levinson – MarketingRELEVANCE, Managing Partner – Technical Lead • Carol Flammer – MarketingRELEVANCE, Managing Partner – Content Lead
- 4. Atlanta | Chicago • Content • Interactive • Team of 5 FT, 3 PT led by • Team of 7 FT, 2 PT led by Carol Flammer Mitch Levinson • Public Relations • Web Development • Social Media • Search Engine Optimization • Marketing • Graphic Design • Media (print) • Marketing • Account Management • Media (digital) • Account Management
- 5. Today’s Agenda • The Social Mindset • Social Media ROI • Real World Examples of Social CRM
- 6. Why do you need social media
- 7. Social Media Sales Funnel
- 8. Social Media Sales Mindset
- 10. Baby Boomers • Grew up during social and technological change • Were first to have Rock and Roll – major identity • First to have broadcast Television and radios • Are used to content being delivered to them
- 11. Generation X • 41 million from 1960s through the early 1980s • Individualistic, skeptical, latch-key kids • Considered the MTV Generation • Highly educated • Not brand loyal or receptive to traditional advertising
- 12. Generation Y • Entitlement Generation – participation rewards • Constant Communicators • Connected 24/7 • “Generation ‘T’ext” • Much more diverse and segmented due to vast array of information
- 13. Generational Misunderstandings Boomers • Aging power barons, dinosaurs • Hard to change, some are set in their ways • “we have always done it that way”
- 14. Generational Misunderstandings Gen X • Wall Street types looking for an advantage • Relies on the Internet for information • Scared of the rise and fall of Dot-coms and internet sharing/theft.
- 15. Generational Misunderstandings Gen Y • Don’t mistake being civic minded for being poor! • Hummingbird attention spans • Grown up with Internet’s freedoms and view any limitations as cutting short their freedoms
- 16. Effective Online Process • Boomers: referrals, events • Generation X: online content, online photography • Generation Y: mass video, social media
- 17. 5 Reasons to Use Social Media • Increase Website traffic • Social Media Optimization • Reputation management • Engagement though social networking • Building brand
- 18. 4 sites to use - Blog - Facebook - Twitter - YouTube Social Marketing
- 19. Why do you need social media 21% of Pinterest users have purchased a product they found on the site PriceGrabber study 2012
- 20. Why do you need social media 61% of women blog readers have purchased based on blog recommendations BlogHer study 2012
- 21. Why do you need social media Friends recommendations or opinions posted by consumers online are the most trusted forms of advertising NielsenWire 2009
- 22. Why do you need social media 22% of contracts came in from social media directly to its model center.
- 23. Social Media ROI • Drive traffic (ie buyers) back to your own site • How do you capture leads and prospects • How can you create something you own • How do you build your sales activities to convert leads into buyers
- 24. Social CRM goals • Convert interaction into sales activities • Build your lead and prospect base • Create opportunities for sales • Identify connections between leads and prospects
- 27. Top ways Social CRM can help • Social Media Search for Keywords • Manage Internal Social Media Accounts • Add Client Social Media Accounts • Interact and Create Sales Activities • Interactive relationships for 3rd party testimonials and endorsements
- 29. Twitter Search for Keywords
- 30. Twitter search for keywords
- 31. Twitter search for keywords
- 32. Twitter search for keywords
- 33. Twitter search for keywords
- 34. Twitter search for keywords
- 35. Manage Internal SM Accounts
- 36. Add client SM profiles
- 37. Add SM Profiles
- 38. Add SM Profiles
- 39. Add SM Profiles
- 40. Add SM Profiles
- 41. Add SM Profiles
- 42. Add SM Profiles
- 43. Add SM Profiles
- 44. Add SM Profiles
- 45. Add SM Profiles
- 46. Interact and create sales activities
- 47. Interact and create sales activities
- 48. Interact and create sales activities
- 52. www.mRELEVANCE.com What marketing can we do for you? Atlanta Office Chicago Office Carol Flammer, MIRM, CSP, CAPS Mitch Levinson MIRM, CSP, MBA Carol@mRELEVANCE.com Mitch@mRELEVANCE.com 770-383-3360 847-255-5555 @AtlantaPR @mRELEVANCE www.facebook.com/mRELEVANCE
Notes de l'éditeur
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- Social media typically thought of as a marketing program, we are here to help you understand how to think about social media as a sales funnel. Interacting with customers and clients in order to convert them from leads to prospects and then from prospects to buyers is the main goal of marketing and sales. This graphic displays what we think of and use as our typical interactive marketing program that all centers around our clients main message and assets – their website and blog. (explain the components of the bubble). Driving qualified leads to their website in order to capture those buyers enables them to focus their sales activities on each individual buyer…especially when they have an effective CRM program in place. All of you, every one of you here today, has an effective CRM program in place, and is in a strategic position to gain marketshare if you use social media to build competitive advantage.
- Mitch - Describe the buyers decision proces
- Carol - Describe the buyers decision process for any purchase over $50 – groupthink
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- Carol– 10 minutes - Big drop in birth rateConsidered reactive or nomad generationGeneration X, has been giving marketers fits for a long time: doesn't respond to advertising, isn't brand-loyal and probably doesn't have much discretionary income, i.e. a job.
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- Mitch – how each generation has influenced the sales and marketing proces
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- Carol - Talk about how people use websites and social sites, websites for research and social sites for interaction. There is a significant higher number of people who will engage with you on a social site than fill out your form on your website, even if they are interested in your product.
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