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By Douglas E RiceFor YSU’s “Professional Selling Course”                               Fall 2012                Instructor...
Perceptions on Sales What do you think of when you think of sales as a  profession? Sales vs. Marketing B2B sales vs. B...
Perceptions on Social Media What do you think of when you think of social  media/networking? Personal vs. business use o...
The Social Sales Process 1.   Find target customers 2.   Connect with target customers 3.   Nurture relationships 4.   Mee...
Find Target Customers Finding is about research—building a list of customers that your company can help.                S...
Connect with Target Customers Connecting is about initiating conversation—reaching out to prospects on the list you’ve bu...
Connect with Target Customers(Cont.) Leaving an @reply on   Leaving a comment Twitter…               on a blog
Nurturing Nurturing is about staying on a prospect’s radar and consistently demonstrating value.#1) ***START A BLOG!***  ...
Nurturing (Cont.)#2)Tweet Chats    #3) Groups      #4) Answers
Nurturing (Cont.)                #5) Facebook Page     #6) YouTube       Video Tutorials
Meet with Target Customers Meeting with target customers is about getting together to discuss working together.          ...
Acquire the Accounts Acquiring the account is about moving a prospect into  your current customer base. “The relationshi...
Concluding Remarks The future of sales?    Sales has always been and will always be about relationships.
Resources…on sales                                    …on social media The Sales                                  Social...
Information for Douglas E Rice Douglas E Rice, Small Business Storyteller LLC http://www.douglaserice.com http://www.fa...
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Social media for salespeople

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How salespeople can use social media to build relationships and nurture leads through the sales process.

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Transcript of "Social media for salespeople"

  1. 1. By Douglas E RiceFor YSU’s “Professional Selling Course” Fall 2012 Instructor: Ron Emery
  2. 2. Perceptions on Sales What do you think of when you think of sales as a profession? Sales vs. Marketing B2B sales vs. B2C sales Sales as relationship-building
  3. 3. Perceptions on Social Media What do you think of when you think of social media/networking? Personal vs. business use of social media B2B vs. B2C social media Social Media Marketing vs. Engagement
  4. 4. The Social Sales Process 1. Find target customers 2. Connect with target customers 3. Nurture relationships 4. Meet with target customers 5. Acquire the accountsCatchyAcronym
  5. 5. Find Target Customers Finding is about research—building a list of customers that your company can help. Search for Prospects on LinkedIn Divide Prospects into Lists on Twitter
  6. 6. Connect with Target Customers Connecting is about initiating conversation—reaching out to prospects on the list you’ve built.1. Twitter: Reply to tweets from the accounts on your list.2. Blogosphere: Follow and comment on blogs by accounts on your list
  7. 7. Connect with Target Customers(Cont.) Leaving an @reply on Leaving a comment Twitter… on a blog
  8. 8. Nurturing Nurturing is about staying on a prospect’s radar and consistently demonstrating value.#1) ***START A BLOG!*** The Marcus Sheridan Story
  9. 9. Nurturing (Cont.)#2)Tweet Chats #3) Groups #4) Answers
  10. 10. Nurturing (Cont.) #5) Facebook Page #6) YouTube Video Tutorials
  11. 11. Meet with Target Customers Meeting with target customers is about getting together to discuss working together. Webinars Meeting IRL—an absolute necessity.
  12. 12. Acquire the Accounts Acquiring the account is about moving a prospect into your current customer base. “The relationship is the customer.” – Charles Green Staying in Touch… Email Marketing Surveys/Feedback Data Analytics
  13. 13. Concluding Remarks The future of sales? Sales has always been and will always be about relationships.
  14. 14. Resources…on sales …on social media The Sales  Social Media Blog, http://www.thesalesblog.com Examiner, http://www.socialmediaexaminer.c Dan om Waldschmidt, http://www.danwaldschmidt.  Jeff Bullas com Blog, http://www.jeffbullas.com The Sales  Hubspot Inbound Hunter, http://www.thesaleshunter.com Marketing, http://www.blog.hubspot.com Fearless  Content Marketing Selling, http://www.fearless- Institute, http://www.contentmarketinginstit selling.ca/blog ute.com Score More  The Sales Sales, http://www.scoremoresales.com Lion, http://www.thesaleslion.com Sales  Spin Playbook, http://www.paulcastain.com Sucks, http://www.spinsucks.com Partners in  Chris Excellence, http://www.partnersinexcellence Brogan, http://www.chrisbrogan.com
  15. 15. Information for Douglas E Rice Douglas E Rice, Small Business Storyteller LLC http://www.douglaserice.com http://www.facebook.com/smbizstoryteller http://www.twitter.com/douglaserice http://www.linkedin.com/in/douglaserice http://www.youtube.com/smbizstoryteller
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