This document discusses how digital agencies can use social media to prospect for new business and drive leads. It provides tips for using platforms like LinkedIn, Facebook, and Twitter to find potential clients, establish thought leadership, and prepare for sales calls. Specific advice includes listening for leads on social media, researching potential clients online beforehand, and connecting with them on social platforms to take the "cold" out of cold calls. The document also describes doing a case study example of how these tactics could uncover opportunities with a new marketing director.

1. What’s
hot:
Digital
Agency
Model
April
2015
Nicole
McQues,on-­‐Ivan
nicole@dreamlocal.com
Using
Social
T o
P r o s p e c t
N e w
B u s i n e s s
&
D r i v e
L e a d s

2. N e w
B u s i n e s s
O n
S o c i a l
M e d i a
Prospec,ng
• Your
prospects
are
already
there
• Shorter
sales
cycles
• “Warm”
starts
instead
of
“Cold”
ones
• Listen
and
learn
• LinkedIn
Sales
Navigator

3. S o c i a l
L i s t e n i n g
t o
D i s c o v e r
P o t e n J a l
L e a d s
• SocialMenJon
• SproutSocial
• Google
Alerts
• Inside
View
• Yelp!
• LinkedIn
• Facebook
Search
Graph
• Nimble
• Klout
• Hootsuite
• Moz.com

4. Using
is
a
MUST!!
Prospects
already
are
and
will
likely
be
viewing
profiles
prior
to
returning
a
call
or
conducJng
a
meeJng…

5. P r o s p e c J n g
N e w
B u s i n e s s
O n
S o c i a l
M e d i a

6. Using
Social
To
Deepen
Connec,ons
Pre-­‐sale
&
Drive
Leads

7. T h o u g h t
L e a d e r s h i p
Establishing
hWp://thelightdigital.com/business-­‐following-­‐social-­‐media-­‐trend/

8. hWp://thelightdigital.com/businesses-­‐find-­‐Jme-­‐social-­‐media/
E s t a b l i s h i n g
T h o u g h t
L e a d e r s h i p

9. B e i n g
a
R e s o u r c e
hWp://thelightdigital.com/get-­‐beWer-­‐results-­‐social-­‐media-­‐markeJng/

10. Using
Social
To
Prepare
For
Sales
Calls

11. D o i n g
Y o u r
H o m e w o r k
Prepara,on
• Which
social
plaorms
are
they
on
and
how
acJve?
• Are
they
pushing
or
engaging
on
social
plaorms?
• How
many
followers?
• Do
they
have
online
reviews?
• What
are
people
saying
about
them?
• CompeJtors
acJve?

12. D o i n g
Y o u r
H o m e w o r k

13. D o i n g
Y o u r
H o m e w o r k

14. I n s i d e
S a l e s
C a l l s
• Research
and
Relate
• Takes
the
cold
out
of
cold
calling
• Connect
on
LinkedIn
/
Follow
on
TwiWer
/
Like
on
Facebook
• Engage
and
build
credibility
• Listening
serves
up
opportuniJes
92%
of
execu,ves
do
not
respond
to
generic
email
blasts
and
cold
calls.

15. Let’s
take
a
quick
look
at
this
in
Ac,on
Amie
Stein
amie.stein@localmedia.org

25. Here’s
What
We
Know….
ü A
business
that
exists
that
we
probably
never
would
have
known
about
ü A
new
marke,ng
director
and
what
their
objec,ves
are
ü Commonali,es/shared
interests
with
decision
maker
ü Insight
to
his
personality
and
preferred
plaXorms
ü Over
ten
shared
connec,ons
ü A
few
ways
to
get
an
introduc,on
ü Size
and
age
and
scope
of
business

26. What’s
hot:
Digital
Agency
Model
Nicole
McQues,on-­‐Ivan
Business
Development
Manager,
Media
Partners
nicole@dreamlocal.com
Thank
you!!
www.dreamlocal.com