Practical ways for sales people to use social media to increase sales by Geiger CIO, Dale Denham. Facebook, Linkedin and even Twitter can be used by any sales person to strengthen relationships and gain new clients without being annoying.
3. What we will cover
• Reasons to be active
• Facebook – Assumes strong personal use
• LinkedIn – Assumes limited personal use
• Twitter – Assumes almost no use
• Tips for everyone
• Fast paced, take notes!
6. Connect With Business Connections
• Industry colleagues
• Staff
• Friendly clients
• All clients, past and future
• Do NOT try to connect with
people you don’t know on
Facebook
7. Targeting Your Posts
• Lists
– Close friends
– Acquaintances
– Restricted
– Custom
• Setting the defaults
8. Networking On Facebook –
Personal Focus
• Listen & observe
– What clients/prospects are doing
– Learn about families, interests &
activities
• Interesting pictures
– Kids
– Events
9. Networking On Facebook –
Business Focus
• Status updates at
tradeshows
– Pictures of cool products
– Exciting products with
broad appeal
10. Facebook
Business Page
• Not recommended
• Why should I like your page?
• Make page worth following
– Unique items
– Relevant articles
– Easy to update
• Vanity URL
11. Selling on Facebook
• DO NOT SELL ON FACEBOOK
• It’s about networking, NOT Selling
– Slight exception for Business Pages
12. Advertise on Facebook!
www.facebook.com/advertising
• As little as $10 a day
– Pay per click
– Pay per impression
13. Tip For Facebook
• HAPPY BIRTHDAY!
– Send cards, invite
people to lunch.
– Better yet, send a
personalized gift!
14. LinkedIn
• 4 key purposes
– Expose credentials to customers
– Expose your entire network to you
– Find new customers
– Learn more about your customers
15. Why Be Active On LinkedIn
• Some people only connect with personal
friends on Facebook
• Gives you a professional profile
• Referrals & introductions
• Prospecting & research
• Keeping up with job changes
• Google/SEO
16. Getting Started With LinkedIn
• Upload your
picture, bio and full
resume
– Dedicate time
• Vanity URL
• Upload contacts
24. Why Tweet?
• Google/SEO
• Prospecting
• Branding
• Prospects can connect with you
– As long as there is some reason
• Most other won’t try
– Spend the least time on this
25. Getting On Twitter
• Create your profile
• Keep SEO in mind
– Vanity URL
• Follow
suppliers, @geiger, @daledenham, @mashable, etc
.
– Look who they follow & follow them too
26. Searching
• Use “hash” tags (#PPAIEXPO)
– Great for meeting people at
events
28. Getting Followers
• You need at least 100 followers
– Listen
– Follow suppliers
– Post a few good tweets
– Follow a few smart people and RT them
– Follow people who follow you
– Follow people you want to connect with
29. Twitter Take Away
• Get at least 100 followers
• Follow every client & prospect
• Retweet anything they say
• Reply to any comments
• Retweet interesting articles
30. Twitter Success Story
• Single order from NPO in 2008
– No reorders
– Could not get past gatekeeper
• Followed all her clients
– ReTweeted their tweets
• June 2009 got Direct Message
– Ordered $5k, $4k & working on $2k
33. 7 Things You Don’t Know About G+
• +1 boosts your rankings
• Active G+ users improve rankings
• Good for reputation management
• Gives you more space to post
• Is going to be around a long time
• Is a great place for personal pics
• Cool video conferencing
41. Parting Thoughts
• LinkedIn is significantly underrated
• Practice, Practice, Practice
• Personal, light-
hearted, interesting, funny, timely and photo-
driven content
• The more you sell, the less you sell