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Integrate Social Media Into Sales Process Ppt


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PowerPoint on how to grow your business using social media

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Integrate Social Media Into Sales Process Ppt

  1. 1. Integrate Social Media Into The Sales Process Six Steps to Fill Up Your Sales Pipeline David M. Cheek
  2. 2. Agenda• Introduction• Evolution of the Sales Process• The 6 Steps 1. Selecting the Right Places 2. Blogging 3. Creating Your Channels 4. Press Releases 5. Promoting Your Channels 6. Measuring and Adjusting• Conclusion
  3. 3. Who is WSI?• Founded in 1995 – birth of the Internet• World’s largest network of local, Independent Digital Marketing Consultants (1500+)• Global presence - 87 countries• System-wide revenues in excess of $120 million in 2011• Our goal is to help businesses: – Elevate their online brand reputation – Generate more leads through the Internet – Tap into new revenue opportunities – Take their profit potentials to higher levels
  4. 4. Digital Marketing • 30+ years sales and marketing experience, corporate VP of Sales with 2 Fortune 250 companies • Motivational Speaker & Published author of several articles and best- selling book, Got Passion? • Gina, President - Cheek Household • Certified Digital Marketing Consultants@wsidavidmcheek /davidmcheek /wsiemarketingspecialist WSIDigitalMarketingConsultantDallas
  5. 5. Evolution of the Sales Process Image courtesy of
  6. 6. Benefits of Social Media MarketingThe main benefit is standing out in an increasingly noisy world72% have increased traffic and subscribers51% generated qualified leads for their businessTaken from 2011 Social Media Marketing Industry Reportby Social Media Examiner
  7. 7. How consumers find & engage you
  8. 8. The Search, Surf & Social Sales Cycle 2 3 1 4 5Copyright 2011 Research and Management. All rights reserved.
  9. 9. Step 1 – Which Platforms to TargetSelecting the Right Places Find Your Target Bricks and mortar? Think mobile Where is your audience active? Is your business B2B or B2C? What are your demographics? Make sure you appeal to locals
  10. 10. Step 2 - Start a Blog • Create a content strategy, focus on adding value. • Find out what answers people are looking for. • Brainstorm topics and ideas, tips, faq’s, how-to’s etc. • Google loves fresh content, pay attention to keywords. • Encourage comments and questions. • Say thanks if someone shares your content. • Post summaries of your blog on other social platforms linking back to the main site.
  11. 11. Step 3
  12. 12. LinkedIn• Create the company profile, include product and service details – Overview section is the “reception area” – Careers, find the right job applicants – Products and services, provide details by product line • Select featured products or services • Upload images and description • Up to 8 bullet list features • YouTube video • Product URL on your main web site • Create a special offer – Create audience segments – Seek recommendations
  13. 13. LinkedIn Company Profile Example
  14. 14. LinkedIn Company Profile Example
  15. 15. LinkedIn Company Profile Example
  16. 16. Step 3
  17. 17. Step 3 - Slideshare• Focus on educating your audience, provide content with tips or step by step advice• Upload company presentations with audio – A slide show with how to information about your products – A newsletter with the top 7 tips for improvement – A recording of a webinar with industry tips – A whitepaper discussing helpful tools• Add insightful comments to others material• Connect with the LinkedIn and Facebook apps to increase sharing
  18. 18. Step 3
  19. 19. YouTube • Use it to drive potential clients to your main website • Can use existing company video material • Create a video version of your blog article • Product and service demonstrations • Answer frequently asked questions • Tips on how to solve problems • Customer testimonials • Spread the word each time, tweet it, share it, bookmark it, post about it everywhere • Use the YouTube analytics tools
  20. 20. Step 3
  21. 21. Step 3 - Facebook • Create company Facebook business page • Encourage fans to help promote the page • Run paid ads on Facebook – Very targeted, geography, age, education, gender etc. • Add your events such as webinars, product launches, presentations • Engage with your customers and prospects • Make your business page public, use great imagery • Use the polls feature for more interaction
  22. 22. Step 3
  23. 23. Step 3 - Twitter • Great for restaurants or retail • Tweet coupons and special offers • Share expertise to build credibility • Engage your followers • Promote events • Develop loyalty
  24. 24. Step 3 – Google+
  25. 25. Step 3 – Google+A New Social Network:• Circles: allow you to group your contacts into intuitive groupings, based on relationship.• Hangouts: Instant conversations via video and chat, both with groups and individuals.• Photos: Use Google+ to share your favorite photos and on-the-go images.• Sparks: Topics of interest, chosen and edited by you, that you can explore and share.• Huddle: Collaborative group chat with multiple people on the same page at the same time.
  26. 26. Step 4 – Increase Use of Press Releases
  27. 27. Step 4 – Increase Use of Press Releases Modify press release strategy for blogger coverage and SEO• Define your PR topics, make them relevant with a call to action• To encourage inbound links, keep them short & include more links to different sections of the company website• Syndicate the news to your social channels• Make sure you focus on your desired keywords• Write a strong boilerplate include links to your social channels• Include links to multimedia content
  28. 28. Step 5 – Promoting your channels
  29. 29. Step 5 – Promoting your channels• Include “follow me” or “Like this” or “+1” links on all web properties• Encourage sharing of all content, make it easy to do• Add social feeds to your web site for fresh content• Include social feeds on all newsletters• Post sections of your articles on other channels• Bookmark, tweet, share on all profiles• Include links on offline marketing literature• Include social links on invoices• Use QR codes on marketing materials
  30. 30. Step 6 – Measure your Success You’re not done yet! • Measurement • Strategy adjustments
  31. 31. Measure Your Success• Establish your key metrics and monitor trends – Attention numbers – Ratio of connections who convert to sales – Customer engagement• Make sure they relate to your business goals• Invest in a good social measurement tool – Social Mention – tracks blogs, comments, twitter etc – HootSuite – manage multiple accounts and monitor buzz – Radian 6 – powerful social media monitoring including sentiment
  32. 32. Digital Marketing Smart Stats 93% of consumers go to the Internet first 85% of consumers search for local businesses 121 million searches/hour are conducted on Google (does not include Yahoo or Bing), and only 25% scroll past page 1 Social Media has grown 712% since 2005. 66% of adult users access social media on a daily basis. There are now 9 million businesses using Facebook “I would rather give up ____ than my phone for a week.” Alcohol? Chocolate? Sex? Toothbrush? 70% 63% 33% 22%
  33. 33. A Range of Powerful Services Online Brand Online Prospect Online Lead Credibility & and Customer Generation Exposure Communication Paid Search (PPC)  Website/Landing  Customer E-mail Organic Search Page Design Communication (SEO)  Mobile Websites  Prospect and Lead Social Media  Social Media Nurturing E-Mail Optimization and Profile Communication Syndication Development  Social Media Website  Reputation Optimization & Conversion Management Syndication Optimization  Video Production
  34. 34. Any Questions?
  35. 35. Thank You and have a blessed day Keep in touch! Twitter@wsidavidmcheek