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Top Selling Tips

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Using Social Media to Accelerate Sales for Chamber Executives. …

Using Social Media to Accelerate Sales for Chamber Executives.

This presentation was prepared for the Chamber Executives of Ontario AGM and Annual Conference: Best Foot Forward.

Published in: Technology

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  • A bit of my background10 years sales – most of it using online tools – email, discussion forums, social networking tools
  • We want to reinforce the personal relationships that you’re already developingWe want to augment what you’re already doing, but do it as efficiently as possible
  • In most of your organizations, you’ll have more than one person working on your Social Media strategies. As such, it’s important that you:Have a Common Voice: use similar language, use similar abbreviations, first vs. third-personHave a Common Persona: “official” vs. “informal”, do you reply? When do you engage in conversation vs. broadcastThink about the audience: each social network has a different audience. Pick and choose which messages go where
  • Look at @kwissentvs. @mbotontarioAlthough @mbotontario has more followers than @kwissent (~700 vs ~300), @kwissent has a much further reach. If you search for “@kwissent” and “@mbotontario” you’ll see that many more people are engaged in conversation with @kwissent. If you add up their followers, you’ll see that @kwissent’s twitter reach was over 3500 while @mbtontario was just over 1200.This is possible because the @kwissent account is much more conversational than the @mbotontario account. A mix of personal and professional accounts can help you reach more people more easily. Get them talking about you.
  • Be non-threatening, be friendly, and become “familiar”Share positive stories, and reward their engagementBy the time they meat you, they’ll be used to positive experiences and you’ll have an easier time of it
  • Experiements in the late 90’s showed that people are more likely to take an action if it’s a social request than if the suggestion is implanted with hypnosis. Take advantage of this. E.g “We need help finding a speaker for our next young professionals event – have any suggestions? Please RT!”http://danzarrella.com/7-social-media-marketing-lessons-learned-from-hypnosis.html#
  • Source: http://www.socialmediatoday.com
  • URL Shorteners: Owl.ly and Bit.lySource: http://www.socialmediatoday.com
  • http://mashable.com/2009/12/08/dell-twitter-sales/
  • http://www.cloudave.com/1448/if-you-start-your-tweet-with-name-few-will-see-it/Note – this changes all the time (Twitter,TweetDeck, hootsuite, all keep changing their policies on this approach – for now, better safe than sorry)
  • Transcript

    • 1. Top Selling TipsUsing Social Media to Accelerate Sales
      Joseph Fung
      Nov 4, 2010
    • 2. Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      2
      What’s on the plate today?
      Introductions
      Background
      Tactics, Tactics, Tactics
      What goals/questions do you have?
      Top Selling Tips
    • 3. It’s ok to…
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      3
      Top Selling Tips
    • 6. 2 Key Background Premises
      Sales is Personal
      Augment, don’t Replace
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      4
      Top Selling Tips
    • 7. Social Media Tools Can…
      Get people talking about your product
      And/Or
      Familiarize people with you,making it easier to sell
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      5
      Top Selling Tips
    • 8. Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      6
      Navigating the Tools
      LinkedInTwitterFacebookMeetup.comKik.com
    • 9. Best Practices
      Common Voice
      Common Persona
      Think about the audience
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      7
      Integrating the Message
    • 10. Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      8
      Knowing the Audience
    • 11. 10 Tactics For You
      Some will work for you, others may not, feel free to pick and choose!
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      9
      Tactics
    • 12. Maintain Personal Accounts
      Make it Personal
      Engage in Conversation
      Your Pages are Your New Business Cards
      (e.g. “official” accounts, @kwissent, @mbontario, LinkedIn)
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      10
      Tactic 1
    • 13. Target Psychological Barriers
      Remove Fears
      Establish Favourable Expectations
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      11
      Tactic 2
    • 14. Explicitly Ask for Help
      Use “Please RT”
      A “Social Ask” is as powerful as hypnosis
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      12
      Tactic 3
    • 15. Share Multimedia…On FaceBook
      • Video shares better on Facebook than on Twitter (3x sharing difference)
      • 16. Video sales pitches convert people better than text or graphics
      • 17. Post articles in the morning (8am = 3 x 2pm)
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      13
      Tactic 4
    • 18. Be Re-Tweetable
      Leave Room (<100 Chars + Shorteners)
      Include a URL (69% vs 19%)
      Language (avoid “work” and –ve words)
      Tweet in the Afternoon (4pm 4 x 9am)
      News, Instructional, Entertaining (>50%)
      Use the words “How To”
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      14
      Tactic 5
    • 19. We’re ½ Way There!
      Any questions so far? This is a good point to bring them up 
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      15
      Interlude
    • 20. Introduce Solutions
      Direct ReTweets at people
      Search for Problems ( “benefits”)
      Help Introduce (“know someone”)
      Use your best members as products
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      16
      Tactic 6
    • 21. Deals & Discounts
      E.g. Dell’s $6.5 Million
      Great for selling inventory (events & ads)
      Incredibly measurable (coupon code)
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      17
      Tactic 7
    • 22. Don’t start with “@”
      “@josephfung here is a link for you”
      Vs.
      “hey @josephfung here is a link for you”
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      18
      Tactic 8
    • 23. Leverage Hashtags
      Get people to feel part of something
      Support other people’s causes
      Encourage the conversation
      E.g. #kwawesome
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      19
      Tactic 9
    • 24. Use 3rd Party Apps
      Tweetdeck.com(add a column for recent followers)
      Hootsuite.com(analytics and delegation)
      Klout.com & Twitalyzer.com
      Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      20
      Tactic 10
    • 25. Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      21
      Meetup.com
      Bonus Tactic
      Ad-hoc meetups of like-minded people that anyone can organize
      Better
      Networking
    • 26. Bonus Tactic 2
      SMS Messaging – Kik.com
      Very personal mobile chat, SMS thank you messages, last-minute deals
      Better
      Customer Service
    • 27. Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      23
      Returning to our objectives…
      Recap & Closing
      Specific Tactics
      Answer Questions
    • 28. Nov 4, 2010
      Best Foot Forward: Chamber Executives of Ontario AGM & Conference
      24
      Questions/Comments?
      Feel free to ask now or email me:jfung@cigionline.org
      Get the slides & notes at:http://bit.ly/ceoconf

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