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How copier reps can use social media to grow sales

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Learn how you can use social media in your sales process to create new relationships, position yourself as an expert and get market intelligence on your target accounts. This is a recording of a live …

Learn how you can use social media in your sales process to create new relationships, position yourself as an expert and get market intelligence on your target accounts. This is a recording of a live webinar presented on 9/25/2013 by Darrell Amy.

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  • 1. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW COPIER REPS CAN USE SOCIAL MEDIA TO GROW SALES Darrell Amy Dealer Marketing
  • 2. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys (Used correctly) the social networks of your employees may be the biggest untapped resource in your dealership.
  • 3. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys THE WORLD HAS CHANGED What Was & Is What Is & What’s Next Go to a Networking Event Participate on LinkedIn Newsletters sent to Email Inbox Info dripped in Social Media Newsfeeds Get Printed Client Reference Letters References posted on Google, LinkedIn Ask for Referrals Send LinkedIn Connect Request Email to Schedule Meetings Calendar Meeting Request Meet in person Meet on web: GoToMeeting, Skype
  • 4. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BUSINESS SOCIAL MEDIA “Business social media is the new cold call” Jeffrey Gittomer
  • 5. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WHAT SOCIAL IS NOT •  An online email list •  A place to cold call •  A billboard for promotions
  • 6. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys USING SOCIAL MEDIA IN BUSINESS 1.  Relationship Development 2.  Market Intelligence 3.  Positioning Yourself as an Expert
  • 7. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys Twitter “Searchable, public text messages” LinkedIn: “My network of business people” Facebook “Everyone I’ve ever met” Blog (Tumblr) “My brilliant ideas on record” THE LANDSCAPE Connections Credibility+
  • 8. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys DEVELOP RELATIONSHIPS
  • 9. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys SALES REPS AND SOCIAL •  Relationships drive sales •  People buy from people •  Social media is social –  Lets you “run into” people more often –  Lets you build a network
  • 10. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BUILD YOUR NETWORK •  Connect with other people – After a meeting •  Assure them you won’t SPAM them –  I enjoyed our meeting today… –  As I interact with businesses around the city, I’m always on the lookout for new ideas and best practices that could benefit my clients. From time-to-time I share these on my LinkedIn profile. (When we connect, I promise not to post every 30 minutes or share upcoming specials…)
  • 11. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys JOIN GROUPS •  Look for local groups to join •  Participate with relevant content
  • 12. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys COMMENT ON INTERESTING STATUSES
  • 13. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys REFERRALS •  Get connected to people inside your potential accounts
  • 14. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys THE TRADITIONAL APPROACH •  I did a great job for Jay •  Me: Would you be willing to refer us? •  Jay You bet! •  Me: Who should we talk to?
  • 15. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HMMM… •  Alan? He just changed jobs … •  Robin? Um, maybe not … •  Jay s trying to help •  But a good referral is hard to find •  He has to think about who he knows … •  … and match them to my business •  Sorry Darrell
  • 16. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WHERE REFERRALS GO TO DIE If I think of someone, I ll be sure to let you know • Jay probably won t think of someone • He means well … but it s not a priority • Too bad – they were almost there –  Craig is an old friend of Jay s –  I’ve been trying to meet Craig –  It s a missed opportunity
  • 17. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys LINKEDIN = CONNECTIONS •  LinkedIn allows you to: – Identify connections – Act on connections – Do the heavy lifting so your buyer doesn’t have to
  • 18. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys JAY S CONNECTIONS
  • 19. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys AN OPPORTUNITY ARISES
  • 20. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys JOHN ASKS FOR FEEDBACK
  • 21. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys THE REPLY •  Craig is a great friend, I’d be happy to connect you. •  Katy’s budget just got cut. Check back with me in a few months. •  Willie is in my network, but I don’t know him that well.
  • 22. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BACK TO LINKEDIN
  • 23. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys ASKING FOR THE INTRODUCTION
  • 24. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys NO MAGIC BULLET •  Referrals still take work •  It lets YOU do the work instead of your buyer •  It’s in your hands to make referrals happen •  No more “I’ll try to think of someone”
  • 25. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys POSITION YOURSELF AS AN EXPERT
  • 26. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys POSITIONING AS AN EXPERT •  How do you want current an potential clients to see you? – Just another sales rep? – A smart, helpful person with lots of useful ideas?
  • 27. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WHY? •  There are no shortcuts in today’s world •  Your are vetted online by your prospects •  You need to look like experts – Thought leaders who have something to say – Well connected
  • 28. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys LINKEDIN •  A growing network of over 100 million business people
  • 29. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys POSITION YOURSELF AS AN EXPERT •  LinkedIn Profile = sales rep’s website •  Clients vet reps before meeting with them –  Look like an expert –  Back up with references
  • 30. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys LINKED IN PROFILE •  You need a complete profile –  Description –  Shared Ideas –  Connections –  References •  This should be updated weekly
  • 31. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys POSITION REP AS AN EXPERT
  • 32. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys KEY BENEFIT STATEMENT
  • 33. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys REFERENCES
  • 34. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WELL CONNECTED
  • 35. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys USEFUL IDEAS
  • 36. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys TWITTER •  A micro blog that anyone can read – 140 character bites – Started as a text messaging service •  Who has a Twitter address? – Most individuals: @billsmith – Most companies: @xerox
  • 37. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys POSITION AS AN EXPERT •  Share useful information – “Tweet” your LinkedIn updates – Tweet interesting articles •  OfficeProductNews.net
  • 38. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BLOGGING •  A blog (weblog) – A place to share your ideas
  • 39. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BLOGGING •  Share Useful Information on your blog –  Did you answer a client question in a long email? Reformat it as a blog post. –  Did you think of a new benefit of your product/ service? –  Did you read an interesting article? •  Post links on LinkedIn, Twitter and Facebook •  Comment on other people’s blog posts
  • 40. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys MARKET INTELLIGENCE
  • 41. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys MARKET INTELLIGENCE •  Follow your target companies – Twitter – LinkedIn – Facebook
  • 42. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys MARKET INTELLIGENCE
  • 43. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys MARKET INTELLIGENCE
  • 44. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys MARKET INTELLIGENCE
  • 45. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys PULLING IT ALL TOGETHER A Practical Action Plan
  • 46. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys GETTING STARTED 1.  Set up Profiles –  LinkedIn, Facebook, Twitter, Tumblr 2.  Put it all in one place –  www.hootsuite.com 3.  Get Apps for your phone 4.  Put Links in Your Email Signature Line
  • 47. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 30 MINUTES A DAY Daily Weekly Update your status Connect with people you met with today Check your groups Update your profile Send out a Tweet Glace at your feed for business/personal news Retweet interesting Tweets Follow people you met with that day Update your status “Like” local businesses Write an article on your blog
  • 48. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys AT A DEALERSHIP LEVEL •  Provide useful content your reps can share –  Social Media Posts –  Articles on Your Blog Website/Blog Facebook Twitter
  • 49. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW DEALER MARKETING CAN HELP •  Social Media – Regular Updates – Follower Building – Graphics for your Social Pages •  Content – Weekly custom articles for your blog
  • 50. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BRANDING YOUR DEALERSHIP Branded header when you link to an external website •  Links to your website •  Brand impression •  Track click-throughs •  Content your reps can share Your Dealership’s Branding Linked Article http://stwb.co/zcuuel Custom Short Link
  • 51. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys SOCIAL MEDIA STARTER PACKAGE: $99/MONTH Regular content updates for your dealerships social media pages www.dealermarketing.net/social-starter INCLUDES •  Daily Tweets –  Interesting Tech Articles –  Your Vendor’s Press Releases •  Weekly Facebook and LinkedIn Updates •  Branded to Your Dealership FIRST MONTH FREE