Building Sales With Social Media 06 10 2008b

Characteristics:

High cost per lead

Poor metrics

Characteristics:

High cost per lead

Poor metrics

Low differentiation

Characteristics:

High cost per lead

Poor metrics

Low differentiation

Not qualified

Characteristics:

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? Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio)

High cost per lead

Poor metrics

Low differentiation

Not qualified

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

Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio)

High cost per lead

Poor metrics

Low differentiation

Not qualified

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

High cost per lead

Poor metrics

Low differentiation

Not qualified

More of them become sales - higher close rate

High cost per lead

Poor metrics

Low differentiation

Not qualified

More of them become sales - higher close rate

More likely to become active referrers –pay you future dividends

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

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

“ 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

“ 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

“ 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

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

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

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

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

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

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

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

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

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

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

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

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

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