Top Selling TipsUsing Social Media to Accelerate Sales<br />Joseph Fung<br />Nov 4, 2010<br />
Nov 4, 2010<br />Best Foot Forward: Chamber Executives of Ontario AGM & Conference<br />2<br />What’s on the plate today?<...
It’s ok to…<br /><ul><li>Disagree
Interrupt
Share</li></ul>Nov 4, 2010<br />Best Foot Forward: Chamber Executives of Ontario AGM & Conference<br />3<br />Top Selling ...
2 Key Background Premises<br />Sales is Personal<br />Augment, don’t Replace<br />Nov 4, 2010<br />Best Foot Forward: Cham...
Social Media Tools Can…<br />Get people talking about your product<br />And/Or<br />Familiarize people with you,making it ...
Nov 4, 2010<br />Best Foot Forward: Chamber Executives of Ontario AGM & Conference<br />6<br />Navigating the Tools<br />L...
Best Practices<br />Common Voice<br />Common Persona<br />Think about the audience<br />Nov 4, 2010<br />Best Foot Forward...
Nov 4, 2010<br />Best Foot Forward: Chamber Executives of Ontario AGM & Conference<br />8<br />Knowing the Audience<br />
10 Tactics For You<br />Some will work for you, others may not, feel free to pick and choose!<br />Nov 4, 2010<br />Best F...
Maintain Personal Accounts<br />Make it Personal<br />Engage in Conversation<br />Your Pages are Your New Business Cards<b...
Target Psychological Barriers<br />Remove Fears<br />Establish Favourable Expectations<br />Nov 4, 2010<br />Best Foot For...
Explicitly Ask for Help<br />Use “Please RT”<br />A “Social Ask” is as powerful as hypnosis<br />Nov 4, 2010<br />Best Foo...
Share Multimedia…On FaceBook<br /><ul><li>Video shares better on Facebook than on Twitter (3x sharing difference)
Video sales pitches convert people better than text or graphics
Post articles in the morning (8am =  3 x 2pm)</li></ul>Nov 4, 2010<br />Best Foot Forward: Chamber Executives of Ontario A...
Be Re-Tweetable<br />Leave Room (<100 Chars + Shorteners)<br />Include a URL (69% vs 19%)<br />Language (avoid “work” and ...
We’re ½ Way There!<br />Any questions so far? This is a good point to bring them up <br />Nov 4, 2010<br />Best Foot Forw...
Introduce Solutions<br />Direct ReTweets at people<br />Search for Problems ( “benefits”)<br />Help Introduce (“know someo...
Deals & Discounts<br />E.g. Dell’s $6.5 Million<br />Great for selling inventory (events & ads)<br />Incredibly measurable...
Don’t start with “@”<br />“@josephfung here is a link for you”<br />Vs.<br />“hey @josephfung here is a link for you”<br /...
Leverage Hashtags<br />Get people to feel part of something<br />Support other people’s causes<br />Encourage the conversa...
Use 3rd Party Apps<br />Tweetdeck.com(add a column for recent followers)<br />Hootsuite.com(analytics and delegation)<br /...
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Top Selling Tips

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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.

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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)
  • Top Selling Tips

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