Social Selling by Nurturing - Your Personal Brand & Professional Network

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Social Biz Atlanta 2013 presentation by Nimble founder Jon Ferrara

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Social Selling by Nurturing - Your Personal Brand & Professional Network

  1. 1. Social Relationships Made Easy™ Social Selling by NurturingYour Personal Brand & Professional Network Jon Ferrara | CEO Nimble, Inc.
  2. 2. ProfessionalNetworking
  3. 3. The First CRM?
  4. 4. The First CRM?
  5. 5. Door to Door Salesman
  6. 6. Day Timer
  7. 7. While You Were Out
  8. 8. Sales Forecast
  9. 9. • Company Founded on $3,000 • Zero funding - Bank, VC, Seed, Angel • No Marketing Dept. for 1st Five Years • #1 Rated Product for 10 Years • 2 Million Users Worldwide • 5,000 VARS • 500+ Third Party Apps • DefinedThe Roots of SFA/CRM
  10. 10. Take time for family
  11. 11. Swimming the Social River
  12. 12. People walls say who they
  13. 13. Our contacts, communications and activitiesare scattered all over the place
  14. 14. Contacts
  15. 15. Calendar/Activities
  16. 16. Email
  17. 17. Twitter
  18. 18. Facebook
  19. 19. LinkedIn
  20. 20. Google+
  21. 21. Foursquare
  22. 22. Pinterest
  23. 23. Social Listening Platforms
  24. 24. Social Listening Platforms
  25. 25. Who Can Work This Way? I Can Not. Can You?
  26. 26. CRM Systems
  27. 27. Before: Today:Some data. All your data. Manually. Automatically.
  28. 28. The Old Sales 1.0 Process• Identify prospect• Do homework• Send Email/Cold Call on Phone• Schedule Meeting• Ask Questions to determine BANT• Educate on Products/Services• Close Deal
  29. 29. CustomerEngagement
  30. 30. The New Sales 2.0• Customer 2.0 doesn’t need Education Process• With Web 2.0/Social they educate themselves• They Ignore Your Slick Marketing Material• They use Peer Recommendations• They make decisions w/o calling/taking calls• They yell at companies & expect a response
  31. 31. Customer 2.0 Expectations• Be Honest, Authentic & Responsible• Understand my business goals• Listen before proposing a solution• Display knowledge of my industry• Be Prepared before any Meeting• Do Your HomeWork!
  32. 32. Managing the Customer LifecycleBusinesses need to Acquire and Maintain Customers
  33. 33. Is the New Funnel a LifeCycle Loop? Businesses need to Acquire and Retain Customers Confidential 43
  34. 34. Professional NetworkReach out to your Community
  35. 35. Building Your Personal Brand?Influence is “the capacity to have an effect on the character, development or behavior of someone or something”
  36. 36. Why Build Your Brand?• Help your company grow• Grow your existing profession• Connect with other influencers• Protect your reputation• Promote and sell products and services• Find a new career
  37. 37. Building Your Brand• Be Relevant• Be Authentic• Be Personal• Support Others• Pay it Forward• Content Attracts• Sustainable Community
  38. 38. Personal Branding• Create Your Personal & Business Social Identities• Identify Communities• Listen to Others• Add Value• Educate & Engage• Connect & Nurture
  39. 39. Building Your Personal Brand
  40. 40. Foursquare
  41. 41. Instagram
  42. 42. The 5 E’s of Social Business• Educate with Content• Enchant by being Relevant• Engage with Authenticity• Embrace with Intent• Empower Your Customers
  43. 43. Educate with Content
  44. 44. Content Zite
  45. 45. Content Pulse
  46. 46. Too Many Notifications
  47. 47. The 5 E’s of Social Business
  48. 48. Map Social profiles
  49. 49. Social Relationship Manager
  50. 50. Listen & Engage
  51. 51. Listen & Engage
  52. 52. Engage Effectively
  53. 53. Map Social profiles
  54. 54. TrackCommunications
  55. 55. Reach out & Connect
  56. 56. Listen Carefully
  57. 57. Build a Network
  58. 58. Grow your Network
  59. 59. Nurture your Network
  60. 60. Network & Nurture
  61. 61. • There are gems in your Social Graph• Listen & Engage• Stay Top of Mind• Nurture Relationships• Mine the nuggets in your network• Build Your Brand
  62. 62. Network & Nurture
  63. 63. Network & Nurture
  64. 64. Network & Nurture
  65. 65. Network & Nurture
  66. 66. Network & Nurture
  67. 67. Don’t forget to pick up the phone or Skype
  68. 68. Remember What Mama Taught You
  69. 69. Share with others
  70. 70. Say Thank You
  71. 71. • Check Twitter -in the Morning and Twice Daily Respond when necessary. Follow the @replies that Afternoon make sense.• Check LinkedIn. Reply to emails and comments when appropriate.• Scan Twitter followers for relevant conversations to join.• Check your businesss Facebook Page for questions and respond when necessary.• Scan Google Alerts for brand and company mentions. Respond as
  72. 72. Social Relationships Made Easy™ Jon Ferrara - CEO & Founder - Nimble, Inc.

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