Use social media to increase sales by dale denham

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Social networking is one of the most talked about subjects but often fails to achieve significant results salespeople. Uncover proven methods for building your brand and your business with social networking. This presentation is customized for the promotional products industry but is useful for anyone looking to understand how to use social media as a sales tool.

Social media marketing is the process of promoting your business through social media channels. This is a very effective and low-cost promotional method to promote your brand, your business and drive traffic to your website.

Dale Denham is CIO for top 40 distributor Geiger and previously served as senior vice president of ASI for 10 years. Dale has been the keynote speaker for several ASI shows and received the highest ASI show ratings of any industry keynote speaker.
His track record for identifying practical technological solutions to business problems has delivered strong ROI for customers as well as for the thousands of people who have taken his seminars over the years.

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Use social media to increase sales by dale denham

  1. 1. Social MediaMoving Beyond FacebookDale DenhamCIO, Geigerwww.geiger.com www.linkedin.com/in/daledenham
  2. 2. Simple Definition social networking = sharing/networking online So if you are a poor networker in person, you will still be poor onlinewww.geiger.com www.linkedin.com/in/daledenham
  3. 3. Modified for SlideShare This presentation is given by Dale Denham around the country. Although the content is included in the slideshare, the live demos and content shared in person adds significant value to your understanding and ability to maximize social media. To request a live presentation for your company or group, contact Dale on linkedin at www.linkedin.com/in/daledenham or on twitter at www.twitter.com/daledenham.www.geiger.com www.linkedin.com/in/daledenham
  4. 4. Preferred Promotional Messages Channel Method % preferred Email 77% Direct mail 9% Text Msg 5% Facebook 4% Telephone 2% Twitter 1% Mobile App 1% Linkedin 0% Source: Exact Target 2012 channel preferences survey Feb 2012www.geiger.com www.linkedin.com/in/daledenham
  5. 5. #1 Reason Salespeople Should Use Social Networking Sites Warm Up Your Cold Callswww.geiger.com www.linkedin.com/in/daledenham
  6. 6. If Nothing Else… • Improves your Google rankingwww.geiger.com www.linkedin.com/in/daledenham
  7. 7. Facebook – Getting Started • Personal account • Vanity URL – Username • Connect with family & friends – Upload pictures – Write on walls – Read updates • Have funwww.geiger.com www.linkedin.com/in/daledenham
  8. 8. Connect With Business Connections • Industry colleagues • Staff • Friendly clients • All clients, past and future • Do NOT try to connect with people you don’t know on Facebookwww.geiger.com www.linkedin.com/in/daledenham
  9. 9. Targeting Your Posts • Lists – Close friends – Acquaintances – Restricted – Custom • Setting the defaultswww.geiger.com www.linkedin.com/in/daledenham
  10. 10. Networking On Facebook – Personal Focus • Listen & observe – What clients/prospects are doing – Learn about families, interests & activities • Interesting pictures – Kids – Eventswww.geiger.com www.linkedin.com/in/daledenham
  11. 11. Networking On Facebook – Business Focus • Status updates at tradeshows – Upload pictures of new & cool products • Exciting products with broad appealwww.geiger.com www.linkedin.com/in/daledenham
  12. 12. Facebook For Business • Business is business • Vanity URL • Why should I like your page? • Make page worth following – Unique items – Relevant articles – Easy to updatewww.geiger.com www.linkedin.com/in/daledenham
  13. 13. Selling on Facebook • DO NOT SELL ON FACEBOOK • It’s about networking, NOT Selling – Slight exception for Business Pageswww.geiger.com www.linkedin.com/in/daledenham
  14. 14. Advertise on Facebook! • As little as $0 a day – Pay per click – Pay per impression Target your audience by •Location •Keywords •Age •Workplace •Sex •Languageswww.geiger.com www.linkedin.com/in/daledenham
  15. 15. Tip For Facebook • HAPPY BIRTHDAY! – Send cards, invite people to lunch. – Better yet, send a personalized gift!www.geiger.com www.linkedin.com/in/daledenham
  16. 16. LinkedIn • 4 key purposes – Expose credentials to customers – Expose your entire network to you – Find new customers – Learn more about your customerswww.geiger.com www.linkedin.com/in/daledenham
  17. 17. Why Be Active On LinkedIn • Some people only connect with personal friends on Facebook • Gives you a professional profile • Referrals & introductions • Prospecting & research • Keeping up with job changes • Google/SEOwww.geiger.com www.linkedin.com/in/daledenham
  18. 18. 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 vendorswww.geiger.com www.linkedin.com/in/daledenham
  19. 19. LinkedIn Business Page • Set it up just like your personal account focused on your business • Showcase products & services • Recommendationswww.geiger.com www.linkedin.com/in/daledenham
  20. 20. Prospecting On LinkedIn • Advanced search – Getting contact names – You may have connections • Alumni networkwww.geiger.com www.linkedin.com/in/daledenham
  21. 21. What To Do On LinkedIn • Read/Post status updates • Recommend people – Often reciprocal • Amazon reading list • SlideShare • Groups • Prospecting • Investigative researchwww.geiger.com www.linkedin.com/in/daledenham
  22. 22. Outlook Social Media Connectorwww.geiger.com www.linkedin.com/in/daledenham
  23. 23. Twitter • Big waste of time? • Least benefit for most distributors • Microblogging = 140 characterswww.geiger.com www.linkedin.com/in/daledenham
  24. 24. Why Tweet? • Google/SEO • Prospecting • Prospects can connect with you – As long as there is some reason • Most other won’t try – Spend the least time on thiswww.geiger.com www.linkedin.com/in/daledenham
  25. 25. Twitter Disclaimer • Twitter is very relevant but is becoming less valuable with G+ and the changes Facebook has madewww.geiger.com www.linkedin.com/in/daledenham
  26. 26. Getting On Twitter • Create your profile • Keep SEO in mind – Vanity URL • Follow suppliers, @geiger, @daledenham, @mashable, etc. – Look who they follow & follow them toowww.geiger.com www.linkedin.com/in/daledenham
  27. 27. Searching • Use “hash” tags (#GCPPA) – Great for meeting people at events • Search for keywords – “Marketing &” locationwww.geiger.com www.linkedin.com/in/daledenham
  28. 28. Talking To Yourself • Tweeting without followers is a lot like talking to yourself – A chance someone will overhear you but it is not likelywww.geiger.com www.linkedin.com/in/daledenham
  29. 29. Followers • Listen • Post a few good tweets • Follow a few smart people and RT them • Follow people who follow you • Follow people you want to connect withwww.geiger.com www.linkedin.com/in/daledenham
  30. 30. 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 $2kwww.geiger.com www.linkedin.com/in/daledenham
  31. 31. Twitter Take Away • Get at least 100 followers • Follow every client & prospect • Retweet anything they say • Reply to any comments • Retweet interesting articles • Use via LinkedIn to make it easywww.geiger.com www.linkedin.com/in/daledenham
  32. 32. Google+www.geiger.com www.linkedin.com/in/daledenham
  33. 33. 7 Things You Don’t Know About G+ • +1 boosts your rankings • Active G+ users improve rankings • Good for reputation management • Gives you more space to post • Is going to be around a long time • Is a great place for personal pics • Cool video conferencingwww.geiger.com www.linkedin.com/in/daledenham
  34. 34. Pintrest • Find cool promotional items ON YOUR SITE and pintrest themwww.geiger.com www.linkedin.com/in/daledenham
  35. 35. Klout • “Measures” your social “clout” • Not critical, but worth signing up forwww.geiger.com www.linkedin.com/in/daledenham
  36. 36. SlideShare • Great to advertise your success • You never who might download your presentation • Great for SEO (Google)www.geiger.com www.linkedin.com/in/daledenham
  37. 37. How Much Time? • First starting out – ~ 4 hrs (4 wks) • Getting comfortable ~ 2 hrs (2 wks) • Comfortable ~ 15 min a day Use your mobile device!www.geiger.com www.linkedin.com/in/daledenham
  38. 38. Rules To Follow On All Sites • Do not sell • Be relevant & transparent • Live as if your mom is watching • Have fun!www.geiger.com www.linkedin.com/in/daledenham
  39. 39. Key Points To Rememberwww.geiger.com www.linkedin.com/in/daledenham
  40. 40. Parting Thoughts • LinkedIn is significantly underrated • Practice, Practice, Practice • Spontaneous, personal, human, light-hearted, interesting, funny, timely and photo-driven content • The more you sell, the less you sellwww.geiger.com www.linkedin.com/in/daledenham
  41. 41. $aleswww.geiger.com www.linkedin.com/in/daledenham
  42. 42. ??? ?? www.twitter.com/daledenham www.facebook.com/daledenham www.linkedin.com/in/daledenhamwww.geiger.com www.linkedin.com/in/daledenham
  43. 43. Thank You www.twitter.com/daledenham www.facebook.com/daledenham www.linkedin.com/in/daledenhamwww.geiger.com www.linkedin.com/in/daledenham

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