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Social Networking For Sales People -- Dallas Keynote
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Social Networking For Sales People -- Dallas Keynote

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Social Networking Secrets for Salespeople as presented at the ASI Show in Dallas. Tips and targeted techniques to help salespeople (especially advertising specialty salespeople) maximize results from ...

Social Networking Secrets for Salespeople as presented at the ASI Show in Dallas. Tips and targeted techniques to help salespeople (especially advertising specialty salespeople) maximize results from facebook, linkedin, twitter and youtube. The slides provide the outline, attend the keynote presentation at the New York ASI Show on May 6th to get the full benefit of the presentation.

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Social Networking For Sales People -- Dallas Keynote Social Networking For Sales People -- Dallas Keynote Presentation Transcript

  • Build Your Brand&
    Your Business With
    Social Networking
    Dale Denham, ASI
  • A Note About This Slide Share Presentation
    This is a very detailed presentation supported by
    significant additional information when presented live
    that provides the best experience.
    I invite you to enjoy this keynote presentation live in New York at the ASI Show May 6th at 8:30.
    Slide Share does NOT display transitions so many of the images supporting the content are removed.
    Some time after the New York Show, I will add audio to
    this presentation and make it available on slide share
    although many images will still be missing.
  • Simple Definition
    social networking
    =
    sharing/networking online
  • It’s not too late
    We Are Here
    You Will Be Here
  • #1 Reason Salespeople Should Use Social Networking Sites
    Warm Up Your Cold Calls
  • Warm Up Your Cold Calls
    100 calls = 1 sale
    1 in 10 calls get an appointment
    1 out of 10 appointments gets a sale
    Social Networking + 10 calls = 1 sale
    1 in 5 calls get an appointment
    1 out of 2 appointments gets the sale
  • Benefit From Social Networking
    Stay in front of clients & prospects
    Know your clients/prospects better
    Identify unknown connections
    Find new prospects
    Branding
    Sales
    Fun
  • If Nothing Else…
    Improves your Google ranking
  • It Can Be Overwhelming
    These sites may be more valuable than your company website
  • These Sites May Be More Valuable Than Your Corporate Web Site
  • Facebook – Getting Started
    Set up a personal account
    Vanity URL
    Connect with family & friends
    Upload pictures
    Write on walls
    Read updates
    Have fun
    www.facebook.com/daledenham
  • Facebook For Business
    Personalor fan page?
    3 potential reasons
    Personal life is personal
    Business is business
    Company vanity URL
    I limit fan pages
  • Connect With Business Connections
    Industry colleagues
    Staff
    Friendly clients
    All clients, past and future
    Use the friend finder tool
    Do NOT try to connect with people you don’t know on Facebook
  • Selling on Facebook
    DO NOT SELL ON FACEBOOK
    It’s about networking, NOT Selling
  • Networking On Facebook – Personal Focus
    Listen & observe
    What clients/prospects are doing
    Learn about families, interests & activities
    “What’s happening”
    Interesting pictures
    Kids
    Events
  • Networking On Facebook – Business Focus
    Status updates at tradeshows
    Upload pictures of new & cool products
    Exciting products with broad appeal
    Time your posts for maximum viewing
  • Advertise on Facebook!
    As little as $1 a day
    Pay per click
    Pay per impression
    Target your audience by
    • Location
    • Age
    • Sex
    • Keywords
    • Workplace
    • Languages
  • Favorite Tip For Facebook
    HAPPY BIRTHDAY!
    Send cards, invite people to lunch.
    Better yet, send a personalized gift!
  • LinkedIn
    The professional networking site
    3 key purposes
    Expose credentials to customers
    Expose your entire network to you
    Find new customers
  • Why Be Active On LinkedIn
    Some people only connect with personal friends on Facebook
    Gives you a professional profile
    Referrals & introductions
    Prospecting
    Google
    Lots of users, you never know…
  • Getting Started With LinkedIn
    Upload your picture, bio and full resume
    Dedicate time to do this right
    Vanity URL
    Upload contacts
    Link to suppliers
    Ask people to endorse you
    Clients and vendors
  • Prospecting On LinkedIn
    Advanced search
    Getting contact names
    You may have connections
  • What To Do On LinkedIn
    Read/Post status updates
    Recommend people
    Often reciprocal
    Amazon reading list
    SlideShare
    Groups
    Prospecting
  • Twitter
    Big waste of time?
    Hardest to see benefit at first
    Microblogging = 140 characters
  • Why Tweet?
    Google
    Be informed
    Prospecting
    Prospects can connect with you
    As long as there is some reason
    Most other won’t try
    Spend the least time on thisuntil you are savvy with the others
  • Getting On Twitter
    Create your profile
    Keep SEO in mind
    Vanity URL
    Create a twitter background
    Free backgrounds available but you need a background with your logo and colors
    Follow @asicentral, @daledenham, @mashable, etc.
    Look who they follow & follow them too
    www.twitter.com/daledenham
  • Searching
    Use “hash” tags (#ASISHOW)
    Great for meeting people at events
    Search for keywords
    “Marketing &” location
  • Talking To Yourself
    Tweeting without followers is a lot like talking to yourself
    A chance someone will overhear you but it is not likely
    You need followers so your first job is to follow people
  • Followers
    Listen
    Post a few good tweets
    Follow a few smart people and RT them
    Follow people who follow you
    Tweeting not likely to bring you direct business
    Follow people you want to connect with
  • Twitter Success Story
    Single order from NPO in 2008
    No reorders
    Could not get past gatekeeper
    Followed all her clients
    ReTweeted their tweets
    June 2009 got Direct Message
    Ordered $5k, $4k & working on $2k
  • Getting Aggressive On Twitter
    Offer free incentives when people follow you
    1 good tweet could equal thousands of impressions
  • My Favorite Twitter Tools
    Tweetdeck
    Uber Twitter
    Tweepsearch.com
  • YouTube
    Create good videos
    Use good descriptive information for SEO
    Upload supplier videos
    Add your branding (with permission)
    SEO & storage for the average distributor
    Few will make videos that will go viral
  • Rules To Follow On All Sites
    Do not sell
    Be relevant & transparent
    Live as if your mom is watching
    Remember if you are mixing
    Don’t play games
    Don’t drink and post
    Have fun!
  • Other Tools
    Jigsaw.com – my favorite for getting detailed contact information
    Blogger.com – Easy blogging tool, good for SEO but also to expand on thoughts beyond 140 characters on twitter
    Ratepoint.com – email marketing and reputation management
    Bit.ly – Shorten long URL’s(especially valuable for twitter)
  • Measuring Success
    Website traffic
    Bit.ly link clicks
    Google analytics
    # friends/followers
    # retweets
    # of appointments
    Strength of relationships
    $ales
  • Key Points To Remember
    Personal &Business
    Mix
    Networking
    Not
    Selling
    Glean Personal Information
    Advertise
    On
    Facebook
    Prospect on
    LinkedIn
    Listen &
    Engage
    Google Ranking
    VanityURL
    Warm Up Cold Calls
    Have
    Fun
  • Get Started
  • $ales
    Focus On
  • Thank
    You
    www.twitter.com/daledenham
    www.linkedin.com/in/daledenham