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Supporting the sales funnel with social media

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Part of the series of talks for the Somerset & Dorset Manufacturing Network (SDMN) 18th November 2010, in Yeovil. ...

Part of the series of talks for the Somerset & Dorset Manufacturing Network (SDMN) 18th November 2010, in Yeovil.

How to embrace the digital marketing revolution to deliver tangible SALES

Presented by Matt Anderson

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  • I like the presentation and I like Matt. Great piece of social media engineering in 20 mins.
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  • great preso matt. enjoyed it.
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  • B2B companies are ahead of their B2C rivals when it comes to social media adoption <br /> 81% of B2B companies maintain company-related accounts or profiles on social media sites versus 67% of B2C <br /> 75% of B2Bers participate in microblogging (eg. Twitter) versus 49% of B2Cers <br /> <br /> Source: Business.com &#x2013; 2009 B2B Social Media Benchmarking Study <br />
  • LinkedIn CEO Jeff Weiner <br />
  • LinkedIn CEO Jeff Weiner <br />
  • LinkedIn CEO Jeff Weiner <br />
  • LinkedIn CEO Jeff Weiner <br />
  • LinkedIn CEO Jeff Weiner <br />
  • LinkedIn CEO Jeff Weiner <br />
  • Sales myth of the hard sell <br /> Selling is frowned up on <br /> Social media actually lends itself more to the consultative sale, building relationships, discussing complex problems an providing solutions. <br />
  • No more dirty little secrets for organisations. Bloggers lobbying. Avonmouth Palm oil plant thrown out on the back of blogging pressure. <br /> <br /> gauge and monitor customer feedback <br /> moderate services and products in light of the feedback <br /> enter into a direct dialogue with your customers to increase sales <br />
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  • , videoblogger Amanda Congdon <br /> Mario Andretti - F1 Forumla One. <br />
  • Society of manufacturing engineers (SME) <br /> <br /> 53% OF CEOs do their own research > Jackob Neilsen <br />
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  • The next post in our example series is the top notch blogging of the Indium Corporation. This global developer, manufacturer, and supplier of specialty alloys, solders and indium compounds <br /> <br /> Read more: http://socialmediab2b.com/2009/09/b2b-social-media-example-indium-blogs/#ixzz15dG2l2JH <br />
  • Research stats <br /> <br /> 95% of respondents indicated that they did not trust advertising. http://econsultancy.com/uk/blog/5927-consumers-don-t-trust-advertising-is-social-media-part-of-the-solution <br /> Trust in the media 27% <br /> <br /> 78% of internet users search for information about product and services <br /> <br /> 70% of people trust online recommendations from a stranger. <br /> <br /> 90% trust recommendations from people they know. <br /> <br /> Visitors from a social media site is 10 times more likely to buy <br />
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  • 7 Million YouTube views <br /> 40 M Twitter impressions <br /> 130,000 <br /> 30,000 People to like Ford Exporer before it was launched ( <br /> <br />
  • Time Management <br /> A content plan also helps you manage your time. When starting a blog, you&#x2019;re often awash with tons of ideas for posts. So many, that you quickly get burnt out as the drudgery or writing about the same things sets in. If you organize your blog into content categories, you can spend your time focusing on several targeted ideas a week, as opposed to hundreds. This will fill your blog with relevant content to your niche, increasing the likelihood that people will find you via the search engines. <br /> Good Habits <br /> A content plan also helps to create good blogging habits. To maintain a successful niche blog community, you need to regularly update your blog (and not just with blog posts), respond to comments and overall monitor the site. You&#x2019;ll create a production state of mind &#x2013; meaning that you&#x2019;ll get in the habit of writing a post a day, or even writing them all in one day and scheduling them to post. This will make the creation process much easier to begin and end. <br /> Establishes Niche Authority <br /> If you&#x2019;re regularly writing about particular subjects, the sheer amount of content that this creates will establish your authority in your niche subject. Who are you going to trust more? The blog with a few sparse posts written at odd times, with very little information? Or the blog that is filled with relevant content to the subject your interested in that &#x2019;s updated in a methodical fashion? <br /> Helps with Ideas for posts <br /> Often, as you write in a more regimented, methodical fashion, you&#x2019;ll come up with even more ideas for relevant posts. Then, you&#x2019;ll find yourself altering your own content plan to fit in new and interesting ideas. <br />
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Supporting the sales funnel with social media Presentation Transcript

  • 1. Supporting the sales funnel with social media
  • 2. B2B SOCIAL MEDIA MYTH
  • 3. WHY LINKEDIN? CC: Flickr by smi23le
  • 4. WHY LINKEDIN? CC: Flickr by smi23le
  • 5. WHY LINKEDIN? •85m worldwide CC: Flickr by smi23le
  • 6. WHY LINKEDIN? •85m worldwide •Av $140,000 CC: Flickr by smi23le
  • 7. WHY LINKEDIN? •85m worldwide •Av $140,000 •UK 3,855,936 CC: Flickr by smi23le
  • 8. WHY LINKEDIN? •85m worldwide •Av $140,000 •UK 3,855,936 •2,921 groups CC: Flickr by smi23le
  • 9. WHY LINKEDIN? •85m worldwide •Av $140,000 •UK 3,855,936 •2,921 groups •Per day - 386k UK CC: Flickr by smi23le
  • 10. SALES MYTH Image: Courtesy of the BBC
  • 11. ARE YOU LISTENING?
  • 12. 1: AWARENESS • Findyour marketing influencers • Targeted Ads / PPC • Viral video • Bloggers are as powerful as journalists • Content is KING!
  • 13. DU PONT • Science stories stories.dupont.com • 50,000+ • Extensive PR • 93% viewers polled has increased understanding
  • 14. 2: CONSIDERATION • Be on the beauty parade • Bookmarking / Slashdot • Facebook and social networks • Niche forums www.sme.org • Yournews will find your customer
  • 15. 3: EDUCATION • White papers (link bait) • Blogging • Wikipedia • Scribd / Slashdot • Your community
  • 16. BLOGGING: INDIUM • Expert blogs covering the entire process • Chinese blog • Creative Commons • Reader’s experiences, comments lead to sales leads
  • 17. 4: RECOMMENDATIONS • Client video • Encourage reviews • Case studies • Comments • Tweets! CC - Flickr - CarbonNYC
  • 18. 5: ACTION • Twitter • LinkedIn • Ecommerce • Align Sales / Marketing CC Flickr: The Marque
  • 19. FORD •100 pre launch bloggers given free cars •Ford explorer exclusive launch on Facebook •Book test drives via Facebook and iPhone Apps •More impact than a Super Bowl ad CC: Psaki- Flickr
  • 20. ASK GIVE THANK REPEAT BUSINESS - “DO SMALL GOODS”
  • 21. TO DO LIST
  • 22. TO DO LIST • Establish aims and outcomes from your business plan
  • 23. TO DO LIST • Establish aims and outcomes from your business plan • Listen > Google / Social mention
  • 24. TO DO LIST • Establish aims and outcomes from your business plan • Listen > Google / Social mention • Ask your customers > What content is useful?
  • 25. TO DO LIST • Establish aims and outcomes from your business plan • Listen > Google / Social mention • Ask your customers > What content is useful? • Build thought leadership with your content and talk to influencers
  • 26. TO DO LIST • Establish aims and outcomes from your business plan • Listen > Google / Social mention • Ask your customers > What content is useful? • Build thought leadership with your content and talk to influencers • Find your advocates > Get them to say nice things about you
  • 27. TO DO LIST • Establish aims and outcomes from your business plan • Listen > Google / Social mention • Ask your customers > What content is useful? • Build thought leadership with your content and talk to influencers • Find your advocates > Get them to say nice things about you • Align > Customer service / Sales and marketing
  • 28. TO DO LIST • Establish aims and outcomes from your business plan • Listen > Google / Social mention • Ask your customers > What content is useful? • Build thought leadership with your content and talk to influencers • Find your advocates > Get them to say nice things about you • Align > Customer service / Sales and marketing
  • 29. BE PART OF THE CONVERSATION Tel - 0845 644 5404 Twitter - @montagecomms www.montagecomms.com