Killer Tips to Master Social Selling (Digital Dealer 15)

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How to Leverage Social Media for Traffic, Leads and Sales

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Killer Tips to Master Social Selling (Digital Dealer 15)

  1. 1. 10 Killer Tips to Master Social Selling How to Leverage Social Media for Traffic, Leads & Sales Kathi Kruse krusecontrolinc.com @kathikruse
  2. 2. What is Social Selling? Kathi Kruse krusecontrolinc.com @kathikruse
  3. 3. •Laser-Targeted Marketing •Digital Relationship Building •Self-Published Content Kathi Kruse krusecontrolinc.com @kathikruse
  4. 4. Kathi Kruse krusecontrolinc.com @kathikruse
  5. 5. Social Selling Goes Mainstream Study: 78.6% of salespeople who use Social Media as a selling tool outperform those who don’t. Kathi Kruse krusecontrolinc.com @kathikruse
  6. 6. Study: Why Aren’t You Using Social Media? Root Cause: Lack of Formalized Training Kathi Kruse krusecontrolinc.com @kathikruse
  7. 7. Consideration Stage See Think Do Audience People who buy and service cars. People who buy/service cars & are thinking they need to. People who buy/service cars, think they need to & are ready to buy right now. Kathi Kruse krusecontrolinc.com @kathikruse
  8. 8. 10 Killer Tips to Master Social Selling Kathi Kruse krusecontrolinc.com @kathikruse
  9. 9. 1. Cultivate a Presence Starring YOU! Kathi Kruse krusecontrolinc.com @kathikruse
  10. 10. 2. Design Reflects Who You Are Kathi Kruse krusecontrolinc.com @kathikruse
  11. 11. Complete Profile Kathi Kruse krusecontrolinc.com @kathikruse
  12. 12. 3. Customer-Centric Marketing Don’t Sell Something, Solve Something! Kathi Kruse krusecontrolinc.com @kathikruse
  13. 13. “Giver’s Gain” Kathi Kruse krusecontrolinc.com @kathikruse
  14. 14. 4. Solid Content Strategy (What you’re going to post, tweet, write about) Kathi Kruse krusecontrolinc.com @kathikruse
  15. 15. What is Content Strategy? Your mindset, culture & approach to delivering your customer’s information needs in all the places they’re searching for it, across each stage of the buying process. Kathi Kruse krusecontrolinc.com @kathikruse
  16. 16. “See” Customer “Think” Customer “Do” Customer Kathi Kruse krusecontrolinc.com @kathikruse
  17. 17. The Right Mix • 70% Personality • 20% Brand • 10% Products/Services Kathi Kruse krusecontrolinc.com @kathikruse
  18. 18. Key: Staff Participation Kathi Kruse krusecontrolinc.com @kathikruse
  19. 19. Awesome Tools to Save Time & Money PostPlanner Promo Code: KRUSECONTROL Kathi Kruse krusecontrolinc.com @kathikruse
  20. 20. 5. Develop Your Personal Brand Who are YOU? (Why Buy from YOU) Kathi Kruse krusecontrolinc.com @kathikruse
  21. 21. Who is My Customer? Kathi Kruse krusecontrolinc.com @kathikruse
  22. 22. What are My Goals? Kathi Kruse krusecontrolinc.com @kathikruse
  23. 23. 6. Promotion Strategy (How you’re going to continually increase your fan base) Kathi Kruse krusecontrolinc.com @kathikruse
  24. 24. 5 Tips to Grow Your Network: 1. 2. 3. 4. 5. Create posts that inspire people to share. Advertise on Facebook Add Social Plugins to Blog/Website Email signature Business card QR Code Kathi Kruse krusecontrolinc.com @kathikruse
  25. 25. Get Followers • • • • Follow strategy Unfollow strategy TweetAdder ManageFlitter Kathi Kruse krusecontrolinc.com @kathikruse
  26. 26. Keep Followers • • • • Tweet Relevant Content Often Converse Share Klout & Kred Kathi Kruse krusecontrolinc.com @kathikruse
  27. 27. Know the #Fail • • • • • • Only Tweeting a URL Only # of followers matters Broadcasting Facebook ->Twitter & vice versa Lack of conversation Auto Responders Kathi Kruse krusecontrolinc.com @kathikruse
  28. 28. Kathi Kruse krusecontrolinc.com @kathikruse
  29. 29. 7. Engagement Strategy (How you’ll respond to fans & build community) Kathi Kruse krusecontrolinc.com @kathikruse
  30. 30. Every Sale Starts with a Conversation Listen  Ask Questions  Support Build Relationship  Foster Leads & Sales Kathi Kruse krusecontrolinc.com @kathikruse
  31. 31. LinkedIn Groups *Consider LinkedIn Paid Version Kathi Kruse krusecontrolinc.com @kathikruse
  32. 32. Spend 20+ Minutes/Day Interacting (Prospecting) Kathi Kruse krusecontrolinc.com @kathikruse
  33. 33. 8. Conversion Strategy (How you’ll turn your fans into customers) Kathi Kruse krusecontrolinc.com @kathikruse
  34. 34. Facebook Organic Leads Kathi Kruse krusecontrolinc.com @kathikruse
  35. 35. Paid Leads using Custom Tabs Kathi Kruse krusecontrolinc.com @kathikruse
  36. 36. Capture Leads: Lead Generation Landing Page Kathi Kruse krusecontrolinc.com @kathikruse
  37. 37. Twitter Prospecting Kathi Kruse krusecontrolinc.com @kathikruse
  38. 38. 9. Blog for Business •Likable Expert •Engagement •Influence •SEO (Visibility) •Staff Participation •Generate Leads Kathi Kruse krusecontrolinc.com @kathikruse
  39. 39. Google Knowledge Graph & Hummingbird Update • • • • Next Generation of Search Knowledge (not just information) Contextual Meaning (User Intent) Word Relationship “Semantic Search” Kathi Kruse krusecontrolinc.com @kathikruse
  40. 40. Local Search & Online Ratings Google Yourself! Kathi Kruse krusecontrolinc.com @kathikruse
  41. 41. Best Blogging Platform: Wordpress Kathi Kruse krusecontrolinc.com @kathikruse
  42. 42. Characteristics of Successful Blog • Catchy Headlines • 250 to 500+ Words • High-Quality Optimized Content • Frequent Updates • Relevant Image/Videos • Staff Participation (Crowdsource) • Comments • Contact Form Kathi Kruse krusecontrolinc.com @kathikruse
  43. 43. What Do We Write About? (Content Strategy) • • • • • • • • Customer FAQs Spotlight Local Happenings Employee Milestones Legacy Stories Dealership Causes Video Blog Customer Reviews Inventory Kathi Kruse krusecontrolinc.com @kathikruse
  44. 44. Once Your Post is Published • • • • • • Syndicate on Social Media Social Bookmarking Seek out & Comment on Other Blogs Share Your Post with Target Customers Email RSS Feed & Newsletters Convert Posts to eBook Kathi Kruse krusecontrolinc.com @kathikruse
  45. 45. Convert “See” & “Think” Customer with Content “See” “Think” “If a potential customer has read 30+ pieces of your OWN content, you have an 80% better chance of closing the sale.” Marcus Sheridan TheSalesLion.com Kathi Kruse krusecontrolinc.com @kathikruse
  46. 46. Convert “Do” Customer “DO” • Facebook Ads • Custom Tabs & Landing Pages • Conversations: Facilitate the Buy Kathi Kruse krusecontrolinc.com @kathikruse
  47. 47. 10. Measure & Analyze (How you’ll establish ROI) Kathi Kruse krusecontrolinc.com @kathikruse
  48. 48. Did You Meet Your Goals? Measurement is about more than just results. It must tie back to your objectives. Kathi Kruse krusecontrolinc.com @kathikruse
  49. 49. “See” “Think” “Do” 10 Best Practices to Drive Leads & Sales 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Cultivate a Presence Starring YOU! Design Reflects Who You Are Customer-Centric Marketing Solid Content Strategy Define Your Personal Brand Promotion Strategy Engagement Strategy Conversion Strategy Blog for Business Measure & Analyze Kathi Kruse krusecontrolinc.com @kathikruse
  50. 50. Be the 79% Kathi Kruse krusecontrolinc.com @kathikruse
  51. 51. Check how your Facebook Page measures up! Facebook Page Self-Assessment Worksheet Kathi Kruse krusecontrolinc.com @kathikruse
  52. 52. Thank You! Q&A Kathi Kruse Social Media Marketing, Coaching & Training krusecontrolinc.com kathi@krusecontrolinc.com 714.251.6440 Facebook: kathikruse Twitter: @kathikruse LinkedIn: krusecontrol Kathi Kruse krusecontrolinc.com @kathikruse
  53. 53. Kathi Kruse krusecontrolinc.com @kathikruse

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