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Social Media For Sales 9 3 2009

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    Social Media For Sales 9 3 2009 - Presentation Transcript

    1. Social Media for Sales The Age of Interaction Joe Stabb Director of Emerging Media ABC Creative Group Thursday, September 3, 2009
    2. What is Social Networking? Thursday, September 3, 2009
    3. What is Social Networking? • a new term for Prospecting Thursday, September 3, 2009
    4. What is Social Networking? • a new term for Prospecting • - But!! It’s a modern method of doing the single most important form of prospecting: Relationship Management Thursday, September 3, 2009
    5. Thursday, September 3, 2009
    6. Thursday, September 3, 2009
    7. Simply.... Thursday, September 3, 2009
    8. Simply.... • It’s creating and maintaining relationships with your sphere of influence using web 2.0 and wireless technologies... Thursday, September 3, 2009
    9. Simply.... • It’s creating and maintaining relationships with your sphere of influence using web 2.0 and wireless technologies... • ...instead of advertising Thursday, September 3, 2009
    10. Social Media Strategy Thursday, September 3, 2009
    11. Social Media Strategy • What is the content? Thursday, September 3, 2009
    12. Social Media Strategy • What is the content? • What is the right tool? Thursday, September 3, 2009
    13. Social Media Strategy • What is the content? • What is the right tool? • Where does it go? Thursday, September 3, 2009
    14. Social Media Strategy • What is the content? • What is the right tool? • Where does it go? Thursday, September 3, 2009
    15. What is the content? Thursday, September 3, 2009
    16. What is the content? • Articles • Pictures • Videos • Favorite Websites • Audio • PowerPoint Presentations • Online Documents • Status Updates Thursday, September 3, 2009
    17. What is the content? • Articles • Pictures • Videos • Favorite Websites • Audio • PowerPoint Presentations • Online Documents • Status Updates Thursday, September 3, 2009
    18. What is the content? • Articles • Pictures • Videos • Favorite Websites • Audio • PowerPoint Presentations • Online Documents • Status Updates Thursday, September 3, 2009
    19. What is the right tool? Thursday, September 3, 2009
    20. What is the right tool? • Blog Thursday, September 3, 2009
    21. What is the right tool? • Blog • Flickr Thursday, September 3, 2009
    22. What is the right tool? • Blog • Flickr • YouTube Thursday, September 3, 2009
    23. What is the right tool? • Blog • Flickr • YouTube • Delicious Thursday, September 3, 2009
    24. What is the right tool? • Blog • Flickr • YouTube • Delicious • Hipcast Thursday, September 3, 2009
    25. What is the right tool? • Blog • Flickr • YouTube • Delicious • Hipcast • Slideshare Thursday, September 3, 2009
    26. What is the right tool? • Blog • Flickr • YouTube • Delicious • Hipcast • Slideshare • Box.net Thursday, September 3, 2009
    27. What is the right tool? • Blog • Flickr • YouTube • Delicious • Hipcast • Slideshare • Box.net • Ping.fm Thursday, September 3, 2009
    28. What is the right tool? • Blog • Flickr • YouTube • Delicious • Hipcast • Slideshare • Box.net • Ping.fm Thursday, September 3, 2009
    29. Where does it go? Thursday, September 3, 2009
    30. Where does it go? • Facebook Thursday, September 3, 2009
    31. Where does it go? • Facebook • LinkedIn Thursday, September 3, 2009
    32. Where does it go? • Facebook • LinkedIn • Website Thursday, September 3, 2009
    33. Where does it go? • Facebook • LinkedIn • Website • Blog Thursday, September 3, 2009
    34. Where does it go? • Facebook • LinkedIn • Website • Blog • E-mail Thursday, September 3, 2009
    35. Where does it go? • Facebook • LinkedIn • Website • Blog • E-mail • RSS Reader Thursday, September 3, 2009
    36. Where does it go? • Facebook • LinkedIn • Website • Blog • E-mail • RSS Reader • FriendFeed Thursday, September 3, 2009
    37. Where does it go? • Facebook • LinkedIn • Website • Blog • E-mail • RSS Reader • FriendFeed • WidgetBox Thursday, September 3, 2009
    38. Where does it go? • Facebook • LinkedIn • Website • Blog • E-mail • RSS Reader • FriendFeed • WidgetBox Thursday, September 3, 2009
    39. Thursday, September 3, 2009
    40. Why do it? Thursday, September 3, 2009
    41. Thursday, September 3, 2009
    42. • Effective, Active Targeted Prospecting Thursday, September 3, 2009
    43. • Effective, Active Targeted Prospecting • A Modern CRM Platform Thursday, September 3, 2009
    44. • Effective, Active Targeted Prospecting • A Modern CRM Platform • The consumer is easier to reach this way (or harder to reach other ways) Thursday, September 3, 2009
    45. • Effective, Active Targeted Prospecting • A Modern CRM Platform • The consumer is easier to reach this way (or harder to reach other ways) Plus: It’s Fun! Thursday, September 3, 2009
    46. Top Reasons to Use Social Media for Sales Thursday, September 3, 2009
    47. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. Thursday, September 3, 2009
    48. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. • Social media usage is eroding traditional media. Thursday, September 3, 2009
    49. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. • Social media usage is eroding traditional media. • Leverage low $$ costs but watch “time cost”. Thursday, September 3, 2009
    50. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. • Social media usage is eroding traditional media. • Leverage low $$ costs but watch “time cost”. • “Viral” word of mouth - big impact – good & bad. Thursday, September 3, 2009
    51. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. • Social media usage is eroding traditional media. • Leverage low $$ costs but watch “time cost”. • “Viral” word of mouth - big impact – good & bad. • Joining “relevant” dialogues can drive traffic and prospects to your website/ resources. Thursday, September 3, 2009
    52. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. • Social media usage is eroding traditional media. • Leverage low $$ costs but watch “time cost”. • “Viral” word of mouth - big impact – good & bad. • Joining “relevant” dialogues can drive traffic and prospects to your website/ resources. • Useful for feedback, testing, events, offers. Thursday, September 3, 2009
    53. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. • Social media usage is eroding traditional media. • Leverage low $$ costs but watch “time cost”. • “Viral” word of mouth - big impact – good & bad. • Joining “relevant” dialogues can drive traffic and prospects to your website/ resources. • Useful for feedback, testing, events, offers. • Can be seen as expert in your category. Thursday, September 3, 2009
    54. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. • Social media usage is eroding traditional media. • Leverage low $$ costs but watch “time cost”. • “Viral” word of mouth - big impact – good & bad. • Joining “relevant” dialogues can drive traffic and prospects to your website/ resources. • Useful for feedback, testing, events, offers. • Can be seen as expert in your category. • Your competition is probably using it. Thursday, September 3, 2009
    55. Top Reasons to Use Social Media for Sales • Join in/monitor the dialogue on your biz/ you. • Social media usage is eroding traditional media. • Leverage low $$ costs but watch “time cost”. • “Viral” word of mouth - big impact – good & bad. • Joining “relevant” dialogues can drive traffic and prospects to your website/ resources. • Useful for feedback, testing, events, offers. • Can be seen as expert in your category. • Your competition is probably using it. Thursday, September 3, 2009
    56. Thursday, September 3, 2009
    57. Targeted Marketing Thursday, September 3, 2009
    58. Thursday, September 3, 2009
    59. 95% Thursday, September 3, 2009
    60. 95% Number of Buyers Using Social Networking Daily ages 18-44 in 2008 Thursday, September 3, 2009
    61. Thursday, September 3, 2009
    62. Customer Relationship Management (CRM) Thursday, September 3, 2009
    63. Thursday, September 3, 2009
    64. 88% Thursday, September 3, 2009
    65. 88% of internet leads are abandoned within 30 days of receipt - Database methods are just too hard to maintain Thursday, September 3, 2009
    66. Thursday, September 3, 2009
    67. Thursday, September 3, 2009
    68. Thursday, September 3, 2009
    69. Developing a Social Networking Plan (Sales Focused) Thursday, September 3, 2009
    70. Some things to do... Thursday, September 3, 2009
    71. Some things to do... • Focus agents on relationships, not advertising Thursday, September 3, 2009
    72. Some things to do... • Focus agents on relationships, not advertising • Provide / Guide toward your existing content Thursday, September 3, 2009
    73. Some things to do... • Focus agents on relationships, not advertising • Provide / Guide toward your existing content • Company / Brand Facebook Page Thursday, September 3, 2009
    74. Some things to do... • Focus agents on relationships, not advertising • Provide / Guide toward your existing content • Company / Brand Facebook Page • Company / Brand Website Thursday, September 3, 2009
    75. Some things to do... • Focus agents on relationships, not advertising • Provide / Guide toward your existing content • Company / Brand Facebook Page • Company / Brand Website • Other Industry Resources Thursday, September 3, 2009
    76. Get Managers Involved Thursday, September 3, 2009
    77. Get Managers Involved • Interacting with agents on their pages Thursday, September 3, 2009
    78. Get Managers Involved • Interacting with agents on their pages • Attracting new agent “friends” Thursday, September 3, 2009
    79. Get Managers Involved • Interacting with agents on their pages • Attracting new agent “friends” • Monitoring comments on company page and agent pages, to keep an eye out for customer feedback, complaints, ideas, testimonials, etc. Thursday, September 3, 2009
    80. Get Managers Involved • Interacting with agents on their pages • Attracting new agent “friends” • Monitoring comments on company page and agent pages, to keep an eye out for customer feedback, complaints, ideas, testimonials, etc. Thursday, September 3, 2009
    81. Some things not to do... Thursday, September 3, 2009
    82. Some things not to do... • Do not blast your inventory Thursday, September 3, 2009
    83. Some things not to do... • Do not blast your inventory • Do not engage in “heated” online back and forth (pick up the phone) Thursday, September 3, 2009
    84. Social Media Tips Thursday, September 3, 2009
    85. Social Media Tips • Understand what SM is good at. Thursday, September 3, 2009
    86. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. Thursday, September 3, 2009
    87. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. • Join right dialogues to find & engage prospects. Thursday, September 3, 2009
    88. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. • Join right dialogues to find & engage prospects. • Maintain a regular presence. Thursday, September 3, 2009
    89. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. • Join right dialogues to find & engage prospects. • Maintain a regular presence. • Follow “SM conventions” on tone, practices. Thursday, September 3, 2009
    90. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. • Join right dialogues to find & engage prospects. • Maintain a regular presence. • Follow “SM conventions” on tone, practices. • Use “feeder” apps to update multiple sites. Thursday, September 3, 2009
    91. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. • Join right dialogues to find & engage prospects. • Maintain a regular presence. • Follow “SM conventions” on tone, practices. • Use “feeder” apps to update multiple sites. • Desired audience not on SM? Focus elsewhere. Thursday, September 3, 2009
    92. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. • Join right dialogues to find & engage prospects. • Maintain a regular presence. • Follow “SM conventions” on tone, practices. • Use “feeder” apps to update multiple sites. • Desired audience not on SM? Focus elsewhere. • Watch for “spam” followers. Thursday, September 3, 2009
    93. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. • Join right dialogues to find & engage prospects. • Maintain a regular presence. • Follow “SM conventions” on tone, practices. • Use “feeder” apps to update multiple sites. • Desired audience not on SM? Focus elsewhere. • Watch for “spam” followers. • Used right – Low-cost PR & Sales tactic Thursday, September 3, 2009
    94. Social Media Tips • Understand what SM is good at. • Test apps that fit best with your goals. • Join right dialogues to find & engage prospects. • Maintain a regular presence. • Follow “SM conventions” on tone, practices. • Use “feeder” apps to update multiple sites. • Desired audience not on SM? Focus elsewhere. • Watch for “spam” followers. • Used right – Low-cost PR & Sales tactic • Used wrong – Time waster or missed opportunity Thursday, September 3, 2009
    95. Thursday, September 3, 2009
    96. Thursday, September 3, 2009
    97. Connect with Me • ABC Creative Group • Connect with Joe Stabb www.abccreativegroup.com • http://www.linkedin.com/in/ • The Idea Drawer joestabb www.theideadrawer.com • joe@abccreativegroup.com • ABC on Facebook • P: 315-471-1002 http://www.facebook.com/ pages/Syracuse-NY/ABC- Creative-Group/ • ABC on YouTube http://www.youtube.com/user/ abccreative Thursday, September 3, 2009
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