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How Sales Reps Can Leverage Social Media

How can you leverage social media as a sales rep? Learn why social media and employee advocacy are no longer optional for brands, and get tips on how to get the most out of Facebook, Twitter and LinkedIn in just 20 minutes a day.

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How Sales Reps Can Leverage Social Media

  1. 1. ©2014 Heidi Willbanks
  2. 2. ©2014 Heidi Willbanks
  3. 3. Jay Baer 2014 ©2014 Heidi Willbanks
  4. 4. • Social media and email are the only forms of marketing where personal and commercial collide. • Social media success depends on employees, not branded marketing efforts. • Social media should be about people, not logos. ©2014 Heidi Willbanks
  5. 5. • 92% of Americans trust recommendations from family and friends. (Nielsen 2012) • 47% of Americans trust advertising from companies. (Nielsen 2012) • 90% of Millennials say their friends are the most credible source of product information. (SocialChorus 2013) • 41% of people believe employees are more trustworthy than a company’s CEO or PR/Marketing department. (Edelman 2013) ©2014 Heidi Willbanks
  6. 6. • 71% of online American adults are on Facebook. • 18% of online American adults are on Twitter. • The average Facebook user has 338 friends. (Pew 2013, 2014) • The average Twitter user has 208 followers. (Beevolve, 2012) ©2014 Heidi Willbanks
  7. 7. ©2014 Heidi Willbanks
  8. 8. • Buyers are 60 – 70% through the buying process before they speak to a sales rep. • Buyers engage in online communities, get feedback from peers, research solutions prior to sales conversations. • Sales teams need to be in a position to listen and monitor what is being said in these forums and be able to respond with thoughtful, value-adding responses, not sales pitches. ©2014 Heidi Willbanks
  9. 9. • Social media channels offer opportunities to build relationships • Access information on customers, prospects, alliances and partnerships ©2014 Heidi Willbanks
  10. 10. Sales reps should be constantly monitoring and listening to what is being said and engaging in discussions when appropriate. ©2014 Heidi Willbanks
  11. 11. Group contacts by specific segments: • Competition • Customers • Prospects ©2014 Heidi Willbanks
  12. 12. Social intelligence provides: • New opportunities if sales team is monitoring and listening to their channels properly • The ability to minimize time spent researching, prospecting and identifying trigger events ©2014 Heidi Willbanks
  13. 13. • Today, every employee is in marketing, sales and customer service. • Social is becoming an essential job skill. • Sales reps who have leveraged social selling in their sales process are 79% more likely to attain their quota than those who don’t. (Aberdeen Research Group) ©2014 Heidi Willbanks
  14. 14. ©2014 Heidi Willbanks
  15. 15. • Connect with customers, prospects and influencers – Follow individuals – Like brand pages • Like your brand’s updates • Share relevant updates with specific people/groups, or, when appropriate, publicly on your page • When sharing photos, tag your brand and the people in them (including yourself) ©2014 Heidi Willbanks
  16. 16. • Complete your profile – Profile photo – Experience – Add videos and SlideShares • Grow your network – Connect with customers, prospects, colleagues – Join industry-specific groups and contribute to conversations • Share your brand’s updates – With your entire network – In appropriate groups • If your updates are about your brand, make sure to tag the company page ©2014 Heidi Willbanks
  17. 17. • Retweet, reply to your brand’s tweets • Connect with customers, prospects, thought leaders – Follow those accounts – When someone follows you back, reply with a thank you – Don’t send direct messages – If someone mentions or retweets your brand, follow them • Listen to what people are saying about your brand and respond when appropriate ©2014 Heidi Willbanks
  18. 18. ©2014 Heidi Willbanks
  19. 19. • Twice a day, respond to any tweets addressed to you. • Share content and tweets from your brand, customers and thought leaders. • Share your brand’s content, industry news, thought leader updates. • Join groups. Share content in groups and engage in discussions. • Comment and ask questions on your company page and User Group. • Respond to comments on your wall or on your brand’s content. • Promote your brand’s posts on your page, either publicly or to specific lists. ©2014 Heidi Willbanks