Social Selling for HSMAI

by Ryan Estis on May 03, 2010

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This mega session workshop delivered at the 2010 Hospitality Sales & Marketing Association Resort Business Summit introduces the sales and marketing transformation required to compete and win in the digital economy. Ryan introduces social selling trends and techniques to accelerate and expand relationships and revenue growth specific to the B2B market in the resort/hospitality industry. The session emphasizes the new tools, and technology that create meaningful connections, communication, relationships and results.

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Social Selling for HSMAI — Presentation Transcript

Image will go here e: ryan@ryanes*s.com p: 800.480.0455 w: ryanes*s.com t: @ryanes*s

@ryanestis #HSMAI LiveTweet

Sales 2.0 & Social Media Agenda The Shift Sales 2.0 Opportunity & Challenge Social Selling The 5 C’s of Social Selling What, Why & How If you build it, will they come? Collective Intelligence Round table discussion & dialogue “What got us here…Won’t get us there”

The Biggest Rule in Sales Relationships Matter! Like Believe Confidence Trust

Meet the Parents Circle of Trust YOU

The Circle of Trust Loyalty Interest Consistency Expectations Experience The Prospect

The Competitive Decision Cycle Deal Solution Relationship Value Company Experience Sales Professional Reputation Marketing WOMA Brand

Social Media Sales Tool or Waste of Time?

Social Selling Myth If you build it…they will come

SOCIAL SELLING 5 CsHR 2.0 OF MY WEB MY WAY

CONSUME More information, at the speed of click!

The Social Technographics Ladder Publish a blog Publish your own Web pages 21% Creators Upload video you created Upload audio/music you created Write articles or stories and post them Post ratings/reviews of products/services Comment on someone else’s blog 37% Critics Contribute to online forums Contribute to/edit articles in a wiki Use RSS feeds 19% Collectors Add “tags” to Web pages or photos Vote for Websites online Maintain profile on a social networking site Percentages indicate 35% Joiners Visit Social Networking sties proportion of online population participating Read blogs in at least one activity, at Watch video from other users least monthly. Spectators Listen to podcasts 69% Read online forums Read customer ratings/reviews Source: North American Media and Marketing Online Survey, Q2, 2008 None of the above Inactives 25% Source: Forrester Research, Inc.

“ Your brand is no stronger than your reputation and will increasingly depend on what comes up when you are Googled. “ Alan Jenkins, Global Communications Consultant

Human Talent Business Business Capital Resources Strategy Results Strategy

C R E AT E More data was generated in 2009 than in the history of mankind. Source: Andreas Weigland

100,000,000 The number of YouTube videos viewed per day

I AM HOT!!

COMMUNICATE People don’t want to be talked at by companies… They want to talk to people.

1382% The monthly growth rate of Twitter users from January to February 2009

Who cares what you had for lunch?

Are You Listening?

restis

COMMUNITY Experience drives expectation, and builds trust.

5,000,000,000 The number of minutes spent on Facebook each day

From Intimacy to Ambient Intimacy 5 15 35 150 500 1500 Threshold of maximum number of individuals Source: Dunbar’s Principle darmano.typepad.com

60,000,000 The average member is a college educated 43 year old making $107,000 a year.

“The corporations that survive and go on to accelerate are going to be the one’s that use this time to increase the use of their technology and data gathering, and ﬁnd new and innovative ways to use it.” Karl Fish, “Shift Happens”

Technical Competence Success will be achieved in ‘THE BLEND’ Sales 2.0 Advanced Refined Data Relational Management Skills

CONNECT How can we build more quality connections online and have more meaningful conversations?

Selling With a PULSE Process Follow a disciplined methodology Urgency Expedite the sales cycle Learning Sell from a position of intelligence Solutions Solve problems and expand opportunity Experience Build a vision of the experience and outcome “The Best Talent Wins”

Cold Warm LEAD GENERATION Research Discovery Questions QUALIFY Web Live SECURE MEETING Homework POV Pre Meeting PRE CALL Value Demonstration PLANNING Defined meeting Question Mapping Outcome Objective OBJECTIVE Customization Case Study ROI POV DEMO/PRESO Defined Intent Agreement on next steps COMMITMENT Confirm Value Agreement Reinforcement FOLLOW UP Proposal Pilot CLOSE

Image will go here e: ryan@ryanes*s.com p: 800.480.0455 w: ryanes*s.com t: @ryanes*s

Social Selling for HSMAI

by Ryan Estis on May 03, 2010

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Social Selling for HSMAI — Presentation Transcript