Sales Meets Social Media.


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SoCon11 break-out session with Barbar Giamanco of Talent Builders.

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  • 01/07/11 Talent Builders, Inc.
  • -
  • 85M+ users - 67% are buyers. More than 1 billion people-searches in 2009. Executives from all Fortune 500 are members. Over half a million LinkedIn groups exist. 50% of Fortune 100 companies hire through LinkedIn.
  • So in this new world, there are challenges…roads are closed. What worked before may no longer be working in your business. There are certainly detours to navigate as we’ve seen with the changing economic times, and as each of you prepares for this new era of business there is much work to be done. @2010 Talent Builders, Inc. 01/07/11 Talent Builders, Inc.
  • @2010 Talent Builders, Inc. 01/07/11 Talent Builders, Inc.
  • Sales Meets Social Media.

    1. 1. Sales Meets Social Media Barbara Giamanco, Talent Builders Inc.
    2. 2. About Barb
    3. 3. Let’s Talk About… How Sales Has Evolved Social Media’s Role in the Sales Process What Executives Want You to Know Building Loyalty and Retention 1 2 3 4
    4. 4. <ul><li>Sales Has Evolved. Have You? </li></ul>
    5. 5. What’s Changed <ul><li>Buyers are… </li></ul><ul><li>in control of the process </li></ul><ul><li>educated about options </li></ul><ul><li>looking for solutions </li></ul><ul><li>tired of canned pitches </li></ul><ul><li>asking their peers </li></ul><ul><li>looking for trusted advisors </li></ul><ul><li>Buyers expect you to… </li></ul><ul><li>do your homework </li></ul><ul><li>understand their issues </li></ul><ul><li>add value </li></ul><ul><li>be relevant </li></ul><ul><li>bag the gimmicks </li></ul><ul><li>know your competition </li></ul>
    6. 6. Benefits of Social Selling <ul><li>Brand Awareness </li></ul><ul><li>Networking </li></ul><ul><li>Lead generation </li></ul><ul><li>Credibility </li></ul><ul><li>Referral building </li></ul><ul><li>Business intelligence </li></ul>
    7. 7. Leverage the Technology
    8. 8. Leverage Great Content <ul><li>Bring people to you </li></ul>Create compelling reasons for people to engage!
    9. 9. Lead Gen – LinkedIn Search
    10. 10. Lead Gen – LinkedIn Companies
    11. 11. Create Credibility
    12. 12. You Need a Plan
    13. 13. Who Is Your Ideal Buyer? <ul><li>Hint: It’s not everyone! </li></ul>
    14. 14. What’s Your Purpose?
    15. 15. Getting Started Photo credit:
    16. 16. Where’s the ROI?
    18. 18. They want you to… <ul><li>Leave the canned pitch at the door </li></ul><ul><li>Understand their issues </li></ul><ul><li>Get involved at the RIGHT time </li></ul><ul><li>Be honest about your capabilities </li></ul><ul><li>Be accountable for success </li></ul>
    19. 19. They want to meet you and… <ul><li>Make sure you connect with the relevant executive </li></ul><ul><li>Obtain access via network </li></ul><ul><li>Make the first meeting rock! </li></ul><ul><li>Propose possible solutions…slowly and at the right time </li></ul>
    20. 20. Before You to Reach Out…Ask Should I pursue a conversation? What do I know about their needs? Why me and not the competition? Identify Qualify Research Engage
    21. 21. Netiquette Tips for Engaging
    22. 22. <ul><li>Customize your approach </li></ul><ul><li>Don’t send sales spam </li></ul><ul><li>Give to receive </li></ul><ul><li>Be real, be human </li></ul>
    23. 23. <ul><li>Build Loyalty and Retention </li></ul>
    24. 24. <ul><li>Use social platforms to create community </li></ul><ul><li>Cultivate raving fans </li></ul><ul><li>Less expensive to sell more to current clients </li></ul><ul><li>Provide value long after sale is complete </li></ul>
    25. 25. <ul><li>Create your plan , measure and track </li></ul><ul><li>Go where your ideal buyer is likely to be </li></ul><ul><li>Think before sending your message </li></ul><ul><li>Focus on how you solve problems </li></ul><ul><li>Get to the relevant executive at the right time </li></ul><ul><li>Sell results NOT the process you use </li></ul>Putting It All Together
    26. 26. Connect With Barb <ul><ul><li> </li></ul></ul><ul><ul><ul><li>[email_address] </li></ul></ul></ul><ul><ul><ul><li> </li></ul></ul></ul><ul><ul><ul><li>Twitter: @barbaragiamanco </li></ul></ul></ul><ul><ul><ul><li>LinkedIn: Barbara Giamanco </li></ul></ul></ul>3522 Ashford Dunwoody Rd NE #413 Atlanta, GA 30319 404-647-4925
    27. 27. Thank You!