Sales Meets Social Media


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  • 01/07/11 Talent Builders, Inc.
  • Focus helps professionals make better decisions by making the world's business and technology expertise available to everyone. There are thousands of Experts on Focus who answer questions, publish research, and speak at events in a variety of different markets. Members can personalize the information they receive on Focus by following specific topics and Experts. Focus is free and easy to use, particularly when compared to the traditional models of creating and consuming business expertise.
  • Build a network helping others Real time short messaging service Messages are 140 characters Use to share information Search for trends and opportunities 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. Sales Has Evolved Strategy for Social Sales Success Leverage Technology Filling the Pipeline 1 2 3 4
    4. 4. <ul><li>Sales Has Evolved. Have You? </li></ul>
    5. 5. 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>
    6. 6. <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>What’s Changed
    7. 7. What Your Prospect Is Thinking
    8. 9. <ul><li>Define the characteristics of your ideal prospect for your product or service. </li></ul>Who Is Your Ideal Buyer? HINT: It is NOT everyone!
    9. 10. <ul><li>Grow network to 1,000 connections by July 30, 2011 </li></ul><ul><li>25% increase in repeat sales by December 31, 2011 </li></ul><ul><li>500 Facebook fans by March 20, 2011 </li></ul><ul><li>20 new clients by September 30, 2011 </li></ul><ul><li>10 speaking gigs by April 1, 2011 </li></ul><ul><li>5 partner programs by June 30, 2011 </li></ul>What’s Your Specific Purpose?
    10. 11. Getting Started Photo credit:
    11. 12. Lead Generation
    12. 13. Leverage the Technology
    13. 14. Email & Webinars
    14. 15. Focus
    15. 16. <ul><li>Primarily B2B sales activity </li></ul><ul><li>90M+ users - 67% are buyers </li></ul><ul><li>2 billion people searches in 2010 </li></ul><ul><li>Executives from all Fortune 500 are members </li></ul><ul><li>Over half a million LinkedIn groups exist </li></ul><ul><li>More than 1 million company pages </li></ul>Leverage LinkedIn
    16. 17. Create Visibility
    17. 18. Create Credibility
    18. 19. Lead Generation – Search
    19. 20. Lead Generation - Companies
    20. 21. <ul><li>Start a referral group </li></ul><ul><li>Export your contacts </li></ul><ul><li>Help others in the group make connections </li></ul><ul><li>Get their help in introducing you </li></ul>Lead Generation Tip
    21. 22. Connect With Outlook
    22. 23. Go Mobile
    23. 24. <ul><li>More than 600 million active users </li></ul><ul><li>Tends toward informal conversation </li></ul><ul><li>Primarily B2C sales activity </li></ul><ul><li>50% of users log on to Facebook daily </li></ul><ul><li>620 million groups </li></ul><ul><li>3 million fan pages </li></ul>Facebook Phenomenon Excellent platform for building community, loyalty and customer retention!
    24. 25. Set Up Your Fan Page
    25. 26. What the heck is Twitter? <ul><li>Micro-blogging tool. </li></ul><ul><li>Track topics with hash tags. </li></ul><ul><li>U.S. usage grew 500% YOY in 2009. </li></ul><ul><li>31 is median age of a Twitter user. </li></ul><ul><li>29% of men likely to follow brands. </li></ul>Most common motivation for consumers following a brand? Information.
    26. 27. Effective Social Networking
    27. 28. <ul><li>Do your homework </li></ul><ul><li>Personalize message </li></ul><ul><li>Make message relevant </li></ul><ul><li>Be honest </li></ul><ul><li>Don’t sell </li></ul>Making Connections Wrong approach
    28. 29. Getting to Your Buyer. First Ask… Should I pursue a conversation? What do I know about their needs? Why me and not the competition? Identify Qualify Research Engage
    29. 30. Buyers want to meet you and… <ul><li>Make sure you connect with the relevant decision maker </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>
    30. 31. <ul><li>Create your plan , measure and track </li></ul><ul><li>Participate 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
    31. 32. Connect With Barb <ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><ul><li>[email_address] </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><ul><ul><ul><li>Facebook: Barbara Giamanco </li></ul></ul></ul>3522 Ashford Dunwoody Rd NE #413 Atlanta, GA 30319 404-647-4925
    32. 33. Thank You!