Illustrates our proprietary approach for helping clients develop effective strategies for generating leads by aligning sales strategy with social media opportunities.

1. Generating Leads through Social Networking Mike Watson – Director Sound Solutions Marketing Tools Technology Networks

6. Lead Generation in the Digital Landscape User Generated Content Database CRM System Customers New Data Prospects Sales Force Email Direct Mail Advertising Telemarketing E- Shots E-News Mobile Marketing E-Surveys Social Networks Online Advertising Links Online Directories Affiliate Marketing How well do you manage your data? Is your digital marketing effective? Is your website optimised and up-to-date? Is your business connected? Do your markets respond to traditional sales & marketing? SEM SEO Analytics Chat/Call me Microsites Links out Contact Data Management The World Wide Web Website Campaigns Your Website Key Words Content RSS

7. Lead Generation in the Digital Landscape User Generated Content Database CRM System Customers New Data Prospects Sales Force Email Direct Mail Advertising Telemarketing E- Shots E-News Mobile Marketing E-Surveys Social Networks Online Advertising Links Online Directories Affiliate Marketing How well do you manage your data? Is your digital marketing effective? Is your website optimised and up-to-date? Is your business connected? Do your markets respond to traditional sales & marketing? SEM SEO Analytics Chat/Call me Microsites Links out Contact Data Management The World Wide Web Website Campaigns Your Website Key Words Content RSS

8. Lead Generation in Social Networking Context Engagement Tools Content Networks Members Friends Groups Blogs/Forums Events Building Communities Creating Dialogue Universe of Opportunities Suspects Prospects Enquiries Customers Advocates Hot Topics Research Products Services Innovation News Campaigns Lead Funnel Data Capture

9. Developing a Social Networking Business Strategy Opportunity Research Network Objectives Content Production Network Participation Network Creation Network Development User-generated-content Recruiting members Managing members Content programme Impact on business Cost v benefits Agility and ability to meet changing market needs and emerging technologies where relevant What’s the buzz? Network reviews, Topics, Key words Business Development Market Research Product Innovation Channel Development Sales Force Mgmt Thought Leadership Campaigns/Promotions Branding & Design Message development & copy Photography & Video Departmental and personal roles Observing, taking part, leading, groups, profiles, events, forums, blogs Developing a Social Networking Business Strategy Market Review Business Objectives Analysis & ROI Resources Moderation Responsibilities Social Network Strategy

10. Developing Your Sales Strategy Lead Review First Meeting Discussing Need Areas Developing Conversations Managing Feedback Gaining Commitment Positive Feedback: Buying signals Negative Feedback: Objections, Misunderstandings, Drawbacks Testimonials Proposals Presentations Closing Up Selling Cross Selling Lead Generation, Lead Qualification, Pipeline Mgmt, SWOT Possible Solution Statement, Features & Benefits, Prospect Research: Line of business, products and services, people, presence on social networks Open Questions Closed Questions Needs map Authority, Buying Group, Timescales, Budget Developing a Your Sales Contact Strategy Knowledge Account Mgmt The Sales Cycle Market/Client Needs Evidence Questioning Sales Strategy

11. Connecting Sales Strategy to Network Activities Alignment In other words: Ensure social networking supports the sales and marketing process. Even better: Ensure sales & marketing use social networking sites, tools and technologies to help the organisation achieve its objectives. Lead Review First Meeting Discussing Need Areas Developing Conversations Managing Feedback Gaining Commitment Sales Strategy Opportunity Research Network Options Content Production Network Participation Network Creation Network Development Social Network Strategy

12. Social Network Application Areas for Sales & Marketing Customers Marketing New Business Sales Personal Networking (Lead Generation) Customer Service Market Research Customer Satisfaction Product Development RFP Support Advisory Panels Account Management Channel Development News Brand/Corporate Networking (Lead Generation) Business Development Campaigns/Promos (Lead Generation) Customer Research © Mike Watson

13. Examples of Social Networks Applied to Sales & Marketing e.g. Customers Marketing New Business Sales Personal Networking Customer Support Brand/Corporate Networking Customer Research & Development © Mike Watson Sales & Marketing Intranet Bespoke Collaboration Network

14. Social Networking Implementation Plan: Key Elements Business Needs & Goals Product & Service Focus Target Audience Profile Timescales Possible Networks & Platforms Best Practice Examples Keywords & Tags for Search Key Competitors & Activity Roles & Resources Launch, Recruit & Promote Plan Content Production Plan Analysis & Development

17. Contact Details: Mike Watson - Director mike.watson@soundsolutions.co.uk 07767 383914 + 44 (0) 1494 883163 Tools Technology Networks