DScoop Using social and mobile media for prospecting and lead generation


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John Foley Jr Presents -Dscoop social and mobile media for prospecting and lead generation

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  • Hello Heidi,
    Thanks for downloading the preso! We're happy you enjoyed it and I hope it helps with your article (we'll be keeping an eye out for it!) If you have any questions about social media or how Grow Socially approaches Social Media as a marketing tool feel free to give us a call (1.800.948.0113) or shoot us an email Sales@GrowSocially.com. Have a great weekend!
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  • I just downloaded this presentation and will be drawing from it for an article I'm doing for The Seybold Report on my take from the conference. One of those takes is that understanding social media — really understanding it — and making a more significant time and 'brainshare' investment in strategic social marketing is going to be make or break going forward.
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  • Explore the business case for social and mobile media–not just for marketing purposes, but as a way to generate leads and build client relationships. Learn what’s new with social media and mobile media and how you can use these tools for prospecting and lead generation.
  • By 2014, this chart projects that 2/3rds of all web users will be spending time regularly on social media sites.
  • Inquiries – they may have interest they inquiriedSuspects - Someone who meets your criteria – better when they inquiried and meet itProspects - Someone who meets and qualifiedLeads - FunnelNurturing
  • Inquiries – they may have interest they inquiriedSuspects - Someone who meets your criteria – better when they inquiried and meet itProspects - Someone who meets and qualifiedLeads - FunnelNurturing
  • Strike while the iron is hot
  • DScoop Using social and mobile media for prospecting and lead generation

    1. 1. Social and Mobile Media for Prospecting and Lead Generation<br /> John Foley, Jr., Grow Socially, Inc.<br />
    2. 2. John Foley, Jr.<br />One of the 50 most influential people in Sales Lead Management by Sales Lead Management Associationin 2010<br />Ranked #15 Top CMO on Twitter in 2010<br />Inducted into NAPL’s SoderstromSociety in 2010<br />Book titled: “Business Transformation – A New Path to Profit for the Printing Industry” Release Date March 2011<br />2nd runner up for this year’s B2B Twitterer of the Year Award for the B2B “Boss Tweet” Personality Category<br />
    3. 3. Overview:Walk the Talk, Learn What Needs to Be Done<br />Social Media’s Impact<br />Best Practices<br />Prospecting 101<br />Building Your Network<br />What does mobile have to do with it?<br />
    4. 4. Oh ya! We are getting Social…<br />
    5. 5. Reminders for Social Media<br /><ul><li>Engage – Have the Conversation
    6. 6. Listen
    7. 7. Share Content
    8. 8. Build Relationships</li></ul>You can only do direct mail & email so many times, social media is unlimited as long as you don’t spam.<br />
    9. 9. Prospecting 101<br />
    10. 10. Prospecting 101+:The reach is greater – How good is that?<br />Finding prospects today can be easier.<br />They find you<br />Play in their sandbox<br />They have easier ways to find trusted resources<br />Getting Noticed – Social , Web Site SEO, Blogs<br />Funnel them<br />Landing Pages<br />Lead tracking<br />
    11. 11. Prospecting 101:Define your process<br />Marketing drives inquiries<br />Research – inquiries<br />Finding them on Social Media<br />Lead management<br />Nurture<br />Engage, Offer, Follow up<br />Analyze<br />How are we doing?<br />
    12. 12. Marketing to Sales Funnel – 5 Step<br />3<br />2<br />1<br />Lead Score<br />Hot, Warm, Cold<br />Provide Target<br />Personalized Direct Mail <br />& Landing Pages<br />Prospect / Customer Pool<br />Multi-Channel<br />Multi-Media Campaigns<br />Email, Direct Mail, Social Media<br />Inquiry / Leads in Funnel<br />Automated Marketing<br />Lead Nurture <br />Multi Touch Campaign starts<br />Social Media<br />Email<br />Phone<br />Direct Mail<br />And More<br />Sales<br />CRM…<br />Web<br />Agent Calls<br />Measure, Adjust, Redo!<br />CRM Tool<br />Sale!<br />4<br />5<br />Marketing Automation<br />Analytics –Numbers, Money, Leads, Inquiries, Mail vs. Web, and more<br />
    14. 14. Social Media Prospecting<br /><ul><li>LinkedIn
    15. 15. Make connections
    16. 16. Follow folks
    17. 17. Stay in front of your audience
    18. 18. Join in the conversation
    19. 19. Blog
    20. 20. Post information and possibly comment on their company blog
    21. 21. Facebook
    22. 22. Find the friend!
    23. 23. Post the video and someone subscribes
    24. 24. Twitter
    25. 25. Follow your prospect
    26. 26. Refer to website blog content
    27. 27. Website – Polls – Offers – CONTENT (The new King!)</li></li></ul><li>Building the Network<br />LinkedIn<br />Facebook<br />Twitter<br />YouTube<br />Blog<br />
    28. 28. LinkedIn<br />Research leads and inquiries <br />Keep status updated<br />Take part in discussions/groups<br />Register your events <br />Share your blog<br />Post your work experience<br />Join your company’s network<br />
    29. 29. Profile Plus<br />http://ilnk.me/6cbf<br />
    30. 30. Researching a Lead or Inquiry<br />Learn more about them!<br />Begin the nurturing process!<br />
    31. 31. Tricks: Keep Status Updated<br />Shown on your profile <br />Emailed to people in you network<br />
    32. 32. Take Part in Discussions<br />Post your updates in other Groups. <br />Ask questions on topical issues of interest to the members. <br />Never lose sight that it’s all about social interaction.<br />
    33. 33. Announce Your Events<br />It is posted on your profile<br />It is listed in the event directory<br />You can invite people to attend — all through LinkedIn<br />
    34. 34. Share Your Personal or Company Blog<br />Stay in front of them!<br />
    35. 35. Post Your Work Experience<br />
    36. 36. Join Your Company’s Network<br />
    37. 37. Facebook<br />Connect with the prospect<br />Stay in front of your prospects<br />Post your employer <br />Share:<br />Photos & Videos of Work Functions<br />Tag people who participated<br />Share industry & company news on your wall<br />Connect & Converse <br />
    38. 38. Stay in Front of Your Prospects: Keep Your Wall Active with Company News<br />
    39. 39. You’ll Show Up in Your Audience’s News Feed More!<br />
    40. 40. Post Your Employer<br />
    41. 41. Share photos & videos, you can even use your phone for this!<br />
    42. 42. Twitter<br />Engage with Prospects<br />Tweet Often<br />Follow Your Company<br />Use Relevant Keywords and Hashtags<br />Fill your bio with keywords<br />
    43. 43. Engage with Prospects- Retweet!<br />
    44. 44. Tweet Often and Relevant! :Don’t have your tweets get lost in the Twitter-feed, thousands of tweets are posted within seconds! <br />
    45. 45. Get your company involved<br />
    46. 46. Keywords/Hashtags: #dscoop6 ??? Hello?? Lets look?<br />
    47. 47. Fill Your Bio with Keywords<br />
    48. 48. Add prospects to list<br />
    49. 49. YouTube<br />Create your video today<br />Create a company/personal channel<br />Create videos for:<br />Describing your services<br />Event/Product Promotion<br />Various Team Members<br />Testimonials & Case Studies<br />Tag videos with keywords<br />
    50. 50. Create Your Own Channel<br />Make it easier for your viewers to find more videos by your company!<br />
    51. 51. Demonstrate Your Value<br />
    52. 52. Tradeshow Marketing Campaign<br /><ul><li>Pre-Event
    53. 53. Introducing Yourself
    54. 54. What you will promote
    55. 55. Where booth will be
    56. 56. Your contact information
    57. 57. List reasons to visit the booth
    58. 58. Show products that will be showcased at event</li></li></ul><li>Tradeshow Marketing Campaign<br /><ul><li>During Event
    59. 59. Interview colleagues and industry experts
    60. 60. Live footage of show
    61. 61. Recap of each day
    62. 62. “10 keypoints I learned today were…”
    63. 63. What have people been most interested in from your company</li></li></ul><li>Tradeshow Marketing Campaign<br /><ul><li>Post-Event
    64. 64. Sales Reps thanking everyone who stopped by the booth
    65. 65. Recap of how successful the show was
    66. 66. If you offered any contests/giveaways during show, announce the winner via video
    67. 67. Great time to talk about upcoming events</li></li></ul><li>Variety of Team Members<br />
    68. 68. Testimonials & Case Studies<br />
    69. 69. Flip Camera<br />Digital Camera<br />Smart Phone<br />Camcorder<br />Tools for Recording Video<br />
    70. 70. Blog<br />Provide useful information about your area of expertise. <br />Create content that interests your potential clients. <br />Publish articles on a regular basis to develop a loyal and expanding readership<br />Include links to a “call to action”. <br />New blog readers will impact your lead generation efforts.<br />
    71. 71. CRM: Online/Social Intelligence<br />
    72. 72. Fast Forwarding<br />First, the cell phone…<br />Now, the smart phone…<br />Mobile Web vs. Mobile App<br />…Mobilized Content<br />
    73. 73. What is Mobile Media Marketing<br />Channel<br />Media<br />Network<br />Mobile Marketing is marketing on or with a mobile device such as an iPhone or wireless device.<br />Mobile Marketing is a set of practices that enables organizations to communicate and engage with their audience in an interactive and relevant manner through any mobile device or network.<br />
    74. 74. What do you leave with everyday?<br />
    75. 75. So What is Mobile Social Media?<br />Social Networks on Mobile Devices<br />
    76. 76. What are they doing?<br />
    77. 77. Still changing the game<br />
    78. 78. What’s New Mobile Media<br />
    79. 79. What’s New Mobile Media<br />
    80. 80. Mobile Phone Apps<br />Applications to put on your Smartphone<br />Managing multiple accounts<br />Social Media Apps <br />Tools - Hootsuite<br />
    81. 81. Why Should You Mobilize<br />250+ million Americans carry mobile phones—over 80% of the nation's population<br />Source: CTIA Wireless Association <br />Cell phones subscriptions will top 5 billion globally before 2011<br />Source: International Telecommunication Union <br />4/5’s of teens carry a wireless device, and the majority (57%) view their cell phone as the key to their social life<br />Source: CTIA survey, Teenagers: A Generation Unplugged <br />YOUR PROSPECTS ARE USING MOBILE DEVICES!<br />
    82. 82. QR Codes<br />+<br />+<br />Possible Connection<br />=<br />Connect on - www.Facebook.com/johnfoleyjr<br />Connect with me on - www. Linkedin.com/in/johnfoleyjr<br />Follow me on – www.twitter.com/johnfoleyjr<br />
    83. 83. Prospecting…Direct Your QR Codes to Landing Page(s)<br />
    84. 84. Mobile Offers<br />
    85. 85. Mobile Couponing<br />G5marketing<br />
    86. 86. 3 Social Media Platforms to Watch<br />Just as marketers are getting a handle on Facebook, Twitter, and YouTube, a fresh group of social media networks are poised to make a splash in 2010.<br />
    87. 87. Foursquare is a platform that allows users to “check-in” using their location to let their friends know where they are and to earn badges. <br />
    88. 88. Facebook Places allows you to announce where you are and with who directly into your Facebook Newsfeed.<br />
    89. 89. Loopt allows users to find out who is around them, what there is to do in the area, and where there is to go. <br />
    90. 90. Types of Mobile Advertising<br />
    91. 91. Mobilize your content!<br />
    92. 92. Mobilize your content!<br />
    93. 93. Mobile Social Media Success <br />1. Get going<br />2. Learn the Platforms<br />3. Establish Your Presence<br />4. Connect<br />6. Engage With Your Prospects<br />7. Be Creative<br />8. Be Prepared to Adapt<br />9. Mobile Optimize content if driving folks to it<br />
    94. 94. Wrap Up<br />Gather Your Prospects with Social Media<br />Nurture Them Through the Sales Funnel<br />Connect the Engage and Converse using the mobile phone<br />
    95. 95. Mobile Wrap!<br />InvisiblePR<br />
    96. 96. Q & A or Contact Me! <br />John Foley, Jr. CEO/CMO<br />Office: (978) 674-8081<br />Cell: (978) 337-1891<br />Website: www.GrowSocially.com<br />Email: johnf@growsocially.com<br />Twitter: twitter.com/johnfoleyjr<br />Facebook: facebook.com/johnfoleyjr<br />LinkedIn: linkedin.com/in/johnfoleyjr<br />
    97. 97. Q & A / Contact Me! http://ilink.me/JR<br />QRCode<br />iFlyMobi.com<br />