Promote, Inform, & Engage Your B2B Clients & Prospects Via Social Media
Promote, Inform, & Engage Your B2BClients & Prospects Via Social Media Presented by Craig M. Jamieson Presented by … Craig M. Jamieson
My Background •Business to Business Sales & Sales Management since 1977 •Active on Social Media for 4 years •Monthly Windmill Networking Contributor – Social Sales•Target Training Performance Systems VAA•Nimble Social CRM & HootSuite Solution Partner•Own & Operate B2B Networking Groups
The Importance of Staying In Front Of Our Customers Has Never Been QuestionedStatistically, sales are made …• 2% on the 1st call• 3% on the 2nd call• 5% on the 3rd call• 10% on the 4th call• 80% on the 5th to 12th callIt can be 5-7 times more costly to find a newcustomer than it is to keep an existing one. Still …
We Use Many Methods To Stay In Touch (and to gain referrals)• Phone calls• Drop-byes• Personal Notes• Gifts• Emails• Lunch
Including My Personal FavoriteThere is nothing wrong with any of these but ….
IF You Really Want To Impress Me …You will …• Help me to build my business• Find me new opportunities• Connect me to others• Help me to sell more stuff! And, you will do this CONTINUOUSLY!
The Goal Has Always Been To Create New Client Relationships & To Build On Existing Ones
Change Your Relationship Role!The last role you want to be seen as playing is that of a vendor. You want to be viewed as …• A member of the team• A trusted advisor• A part of the companyTherefore … act like one!
13+ Fun and Creative Ways To Promote, Inform, and Engage Your Clients Via Social Media and To Build Long-Term Relationships Go-Givers Sell More … Bob Burg
Learn All You Can About Them!Needs, pain, interests, & wants. Social profiles & Social streams provide the clues
Join The Conversation!Pick the right time, with the right message, and on the right channel!• @ messages on Twitter and direct messages on whatever network(s) they frequent• Like, comments, and +1’s on posts and their web pages
Help Them Build Their Business! • Conduct keyword searches on the social networks to identify opportunities for their product or services • Use Google Alerts or other services like Mention to do the same • Connect them to others via social networking
Promote Their Business To Others!• Share their web pages, and your endorsement, with others on the social networks• Auto-feed their blog with tools like HootSuite, TwitterFeed, or dlvr.it• Be sure to include their handles so that they are aware of your efforts!
Publicize Their Events! • Share via social media and share specifically to others • Tweet live at their events • Take and share event photos • If you use FourSquare … • Create excitement!
Contribute To Each Other• Feature their articles on your site (Featured Client)• Offer to write articles for their sites• Consider starting a GaggleAmp where you cross post each other’s articles
Make Them A Part Of Your Team! • Provide advanced notification of new products, specials, etc. • Ask them to collaborate on product design • Consider using contests and polls to promote engagement
Get Creative With Newsletters!• Feature your customers and promote them to each other• Provide good info applicable to all readers• Focus little on your own products and services other than a special announcement or offer
Be A Super Hero byProviding Unrelated Services! • Build value as a problem solver. Put on your cape! • If they have not already established a social media presence, help them to do so! • Show them better ways to do business even if that does not include your product/service
Some Tools You Might Look At to Help You Track Your Progress & Stay On Task
Connect With Me! Craig M. JamiesonAdaptive Business Services / NetWorks! Boise 208.340.9546 firstname.lastname@example.org @craigmjamieson www.adaptive-business.com www.networksboise.com