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Building Sales With Social Media 06 10 2008b

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Building a Connect-gine. How local businesses can build a self-sustaining base of future business.

Building a Connect-gine. How local businesses can build a self-sustaining base of future business.

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    • 1. Building Your Sales With Social Media Marketing June 11, 2008 Tim Tracey You Gotta Call.com [email_address] YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 2. Change. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 3. Change. In business nothing stays the same. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 4. Change. In business nothing stays the same. Does your marketing strategy? YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 5. What’s your biggest advertising expense? YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 6. What’s your biggest advertising expense? Yellow Pages YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 7. What’s your biggest advertising expense? Yellow Pages Newspaper YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 8. What’s your biggest advertising expense? Yellow Pages Newspaper Direct Mail YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 9. What’s your biggest advertising expense? Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 10. Characteristics: 1. High cost per lead Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 11. Characteristics:
      • High cost per lead
      • Poor metrics
      Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 12. Characteristics:
      • High cost per lead
      • Poor metrics
      • Low differentiation
      Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 13. Characteristics:
      • High cost per lead
      • Poor metrics
      • Low differentiation
      • Not qualified
      Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 14. Characteristics:
      • High cost per lead
      • Poor metrics
      • Low differentiation
      • Not qualified
      • Does not leverage your greatest asset – your satisfied customers and your referral network
      Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 15. Where do your best sales leads come from? Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio)
      • High cost per lead
      • Poor metrics
      • Low differentiation
      • Not qualified
      • Does not leverage your greatest asset – your satisfied customers and your referral network
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 16. Where do your best sales leads come from? Word-of-Mouth referrals Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio)
      • High cost per lead
      • Poor metrics
      • Low differentiation
      • Not qualified
      • Does not leverage your greatest asset – your satisfied customers and your referral network
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 17. Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio)
      • High cost per lead
      • Poor metrics
      • Low differentiation
      • Not qualified
      • Does not leverage your greatest asset – your satisfied customers and your referral network
      Where do your best sales leads come from? Word-of-Mouth referrals
      • Less time and money to convert to sales –already have a high level of trust in you
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 18. Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio)
      • High cost per lead
      • Poor metrics
      • Low differentiation
      • Not qualified
      • Does not leverage your greatest asset – your satisfied customers and your referral network
      Where do your best sales leads come from? Word-of-Mouth referrals
      • Less time and money to convert to sales –already have a high level of trust in you
      • More of them become sales - higher close rate
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 19. Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio)
      • High cost per lead
      • Poor metrics
      • Low differentiation
      • Not qualified
      • Does not leverage your greatest asset – your satisfied customers and your referral network
      Where do your best sales leads come from? Word-of-Mouth referrals
      • Less time and money to convert to sales –already have a high level of trust in you
      • More of them become sales - higher close rate
      • More likely to become active referrers –pay you future dividends
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 20. So … You’re using expensive media that is considered to be the least effective? YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 21. This is a major disconnect. So … You’re using expensive media that is considered to be the least effective? YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 22. This is a major disconnect. So … You’re using expensive media that is considered to be the least effective? YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 23. Not a good way to spend your time. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 24. Not a good way to spend your time or your money. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 25. Not a good way to spend your time or your money or to grow your business. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 26. Tapping into your “Word-of-mouth”: YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 27. Tapping into your “Word-of-mouth”: “ Word of mouth is - even in this age of mass communications and multimillion-dollar advertising campaigns - still the most important form of human communication.” Malcolm Gladwell, “The Tipping Point “ (2000) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 28. Tapping into your “Word-of-mouth”: “ There are plenty of advertising executives who think that word-of-mouth appeals have become the only kind of persuasion that most of us respond to any more.” Malcolm Gladwell, “The Tipping Point “ (2000) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 29. “ Word-of-mouth” is happening – they’re talking about you right now… YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 30. “ Word-of-mouth” is happening – they’re talking about you right now… … and want you to join in. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 31. “ Word-of-mouth” is happening – they’re talking about you right now… “ We have a new social force that rewards companies with free marketing, sales, and profits when they treat people well and produce good products.” Seth Godin (2006) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 32. “ Word-of-mouth” is happening – they’re talking about you right now… “ We have a new social force that rewards companies with free marketing, sales, and profits when they treat people well and produce good products .” Seth Godin (2006) YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 33. “ Word-of-mouth” is happening – they’re talking about you right now… “ We have a new social force that rewards companies with free marketing, sales, and profits when they treat people well and produce good products .” Seth Godin (2006) Cannot be faked. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 34. How word-of-mouth works … Consumer Local Business/ Professional Service Trust YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 35. How word-of-mouth works … Consumer Local Business/ Professional Service Trust Consumer Relationship YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 36. How word-of-mouth works … Consumer Local Business/ Professional Consumer Recommendation YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 37. How word-of-mouth works … Consumer Local Business/ Professional Consumer Implied trust YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 38. How word-of-mouth works … Consumer Local Business/ Professional Consumer Implied trust YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 39. Tapping into “Word-of-mouth”: What can you do? YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 40. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 41. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Pareto (80/20) Principle – YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 42. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Pareto (80/20) Principle – 80% of your referral sales come from 20% of your referring customers, friends and neighbors. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 43. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Pareto (80/20) Principle – 80% of your referral sales come from 20% of your referring customers, friends and neighbors. Find these people – they are 16 times more valuable than your non-referring customers. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 44. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Pareto (80/20) Principle – 80% of your referral sales come from 20% of your referring customers and friends. Find these people – they are 16 times more valuable than your non-referring customers. 16X YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 45. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 46. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 47. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 48. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 49. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Thank them. Recognize them. Ask for their advice. Include them. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 50. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Go to creative places to engage them. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 51. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Go to creative places to engage them. Internet – newsletters, blogs, forums, local directories YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 52. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Go to creative places to engage them. Internet – newsletters, blogs, forums, local directories Internet – social networks Example: Facebook YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 53. Facebook stats YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 54. Facebook stats Independent research College graduates of a private northeastern university: Aged 25 – 30 – 80+% membership Aged 33 – 60 – 30+% growth per MONTH over 10 months. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 55. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Go to creative places to engage them. Internet – newsletters, blogs, forums, local directories Internet – social networks Example: Facebook Connect with friends, customers Build a page Share links and content with blog Advertise YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 56. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Have creative reasons to engage them. Go to creative places to engage them. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 57. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Have creative reasons to engage them. Ask them for referrals. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 58. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Creative ways to engage them. Creative reasons to engage them. Ask them for referrals. Nicely. Politely. Creatively. Often. YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 59. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Creative ways to engage them. Creative reasons to engage them. Ask them for referrals. Nicely. Politely. Creatively. Often. Just ask them! YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 60. Benefits of social media marketing: 1. Connect with your network of satisfied clients YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 61.
      • Benefits of social media marketing:
      • Connect with your network of satisfied clients
      • Harness your Word-of-Mouth leads
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 62.
      • Benefits of social media marketing:
      • Connect with your network of satisfied clients
      • Harness your Word-of-Mouth leads
      • Increase sales
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 63.
      • Benefits of social media marketing:
      • Connect with your network of satisfied clients
      • Harness your Word-of-Mouth leads
      • Increase sales
      • Build a self-sustaining base of future business …
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 64.
      • Benefits of social media marketing:
      • Connect with your network of satisfied clients
      • Harness your Word-of-Mouth leads
      • Increase sales
      • Build a self-sustaining base of future business … for a change.
      YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 65. Build a self-sustaining base of future business … for a change. Building Your Sales With Social Media Marketing YouGottacall.com, LLC © 2008 www.yougottacall.com
    • 66. Build a self-sustaining base of future business … for a change. Building Your Sales With Social Media Marketing YouGottacall.com, LLC © 2008 www.yougottacall.com

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