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2010.6.22 psbj presentation deck
 

2010.6.22 psbj presentation deck

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    2010.6.22 psbj presentation deck 2010.6.22 psbj presentation deck Presentation Transcript

    • Using Social Media to Find And Close More Business Matt Heinz Principal, Heinz Marketing LLC [email_address] @heinzmarketing
    • Last Slide First
      • Find & engage prospects “upstream” before they are active buyers
      • Participate in their communities as a peer to build trust & credibility
      • Use research tools to customize approach with new targets
      • Publish your own source(s) of value-added content to attract new prospects to you
      • Marketing is too important to leave to the marketers
    • Let’s talk about you first…
    • Your business objectives
    • Your business objectives
    • Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
    • Your customers
    • Listening
    • Listening via RSS Feeds
    • Listening via Twitter
    • Listening via TweetDeck
    • Vertical Groups
      • ActiveRain
      • SHRM
      • ChurchCrunch
      • Focus
      • What are yours?
    • What are they talking about?
    • The buying progression Solution Problem/Pain Objective/Outcome
    • Three types of social content
      • Proactive
      • Reactive
      • Participatory
    • Your anchor
    • Planning content Theme 1 Week 1 Theme 2 Theme 3 Theme 4 Week 2 Week 3 Week 4
    • “Reactive proactive”
    • Your Daily “Punch List”
      • Read & Filter
      • Publish & Republish
      • Syndicate
      • Engage
    • What you’ll see…
    • What you’ll see…
    • Gist as your dashboard
    • Participation Best Practices
      • Share
      • Don’t sell
      • Be a trusted advisor
      • Don’t sell
      • Connect, recommend, refer
      • Don’t sell
    • One thousand options…
    • Last Slide Last
      • Find & engage prospects “upstream” before they are active buyers
      • Participate in their communities as a peer to build trust & credibility
      • Use research tools to customize approach with new targets
      • Publish your own source(s) of value-added content to attract new prospects to you
      • Marketing is too important to leave to the marketers
    • Questions?