Sales Meets Social Media.

Sales Meets Social Media Barbara Giamanco, Talent Builders Inc.

About Barb

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

Sales Has Evolved. Have You?

What’s Changed
Buyers are…
in control of the process
educated about options
looking for solutions
tired of canned pitches
asking their peers
looking for trusted advisors
Buyers expect you to…
do your homework
understand their issues
add value
be relevant
bag the gimmicks
know your competition

Benefits of Social Selling
Brand Awareness
Networking
Lead generation
Credibility
Referral building
Business intelligence

Leverage the Technology www.gist.com www.linkedin.com www.netvibes.com www.hootsuite.com www.twitter.com www.facebook.com

Leverage Great Content
Bring people to you
Create compelling reasons for people to engage!

Lead Gen – LinkedIn Search

Lead Gen – LinkedIn Companies

Create Credibility

You Need a Plan

Who Is Your Ideal Buyer?
Hint: It’s not everyone!

What’s Your Purpose?

Getting Started Photo credit: www.freshpeel.com

Where’s the ROI?

WHAT EXECUTIVES WANT

They want you to…
Leave the canned pitch at the door
Understand their issues
Get involved at the RIGHT time
Be honest about your capabilities
Be accountable for success

They want to meet you and…
Make sure you connect with the relevant executive
Obtain access via network
Make the first meeting rock!
Propose possible solutions…slowly and at the right time

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

Netiquette Tips for Engaging

Customize your approach
Don’t send sales spam
Give to receive
Be real, be human

Build Loyalty and Retention

Use social platforms to create community
Cultivate raving fans
Less expensive to sell more to current clients
Provide value long after sale is complete

Create your plan , measure and track
Go where your ideal buyer is likely to be
Think before sending your message
Focus on how you solve problems
Get to the relevant executive at the right time
Sell results NOT the process you use
Putting It All Together

Connect With Barb
www.talentbuildersinc.com
[email_address]
Blog:barbaragiamanco.com
Twitter: @barbaragiamanco
LinkedIn: Barbara Giamanco
3522 Ashford Dunwoody Rd NE #413 Atlanta, GA 30319 404-647-4925

Thank You!

Sales Meets Social Media.

by Center for Sustainable Journalism at Kennesaw State University on Feb 07, 2011

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Sales Meets Social Media. — Presentation Transcript