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How Social Media Drives Sales


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Presentation from SummitUp 2010!

How Social Media Drives Sales

  1. 1. Social Media: How It Drives $ale$
  2. 2. Presenter <ul><li>Kendra Ramirez is a nationally recognized social media authority and was a finalist for the 2009 Social Media Innovator of the Year award. Since 2005, she helped hundreds of organizations leverage social media. Her major strengths lie in her innate knowledge of valuable and cutting-edge social media strategy and tactics to drive sales. </li></ul>
  3. 3. Agenda <ul><li>Where To Start </li></ul><ul><li>What To Measure </li></ul><ul><li>How Does Social Media Drive Sales </li></ul><ul><li>What Tools Are Best for Sales </li></ul><ul><li>Example Sales Results </li></ul><ul><li>What Will Kill A Sales Opportunity </li></ul><ul><li>Open Q&A </li></ul>
  4. 4. <ul><li>Social media is NOT an event. </li></ul><ul><li>It is a culture! </li></ul>
  5. 5. Where To Start? <ul><li>Who is your target market? </li></ul><ul><li>Where do they hang out? </li></ul><ul><li>Do you have a specific list of accounts or partners that you are targeting? </li></ul><ul><li>Have you identified event triggers for your products and services? </li></ul>
  6. 6. Define What Success Looks Like For You <ul><li>What are you going to measure? </li></ul><ul><li>Increase in traffic </li></ul><ul><li>Increase in conversion </li></ul><ul><li>Increase in comments/likes </li></ul><ul><li>Increase in appointment setting </li></ul><ul><li>Increase in revenue </li></ul><ul><li>Decrease in cost </li></ul>
  7. 7. How Does Social Media Drive Sales? <ul><li>SEO-Search Engine Optimization </li></ul><ul><li>Brand Awareness </li></ul><ul><li>Warm Appointments </li></ul><ul><li>Facilitate Networking Internally </li></ul><ul><li>Listening for Potential Leads </li></ul><ul><li>Precall Planning </li></ul><ul><li>Product Research </li></ul><ul><li>Rewarding Your Frequent Customers </li></ul><ul><li>Group Buying </li></ul>
  8. 8. <ul><li>First it starts with relationships! </li></ul><ul><li>LinkedIn </li></ul><ul><li>Facebook </li></ul><ul><li>Twitter </li></ul><ul><li>YouTube </li></ul><ul><li>Wordpress </li></ul>What Tools Are Best For Sales
  9. 9. <ul><li>Leverage relationships </li></ul><ul><li>Build community </li></ul><ul><li>Attend and post events </li></ul><ul><li>Precall planning </li></ul><ul><li>Top of mind </li></ul><ul><li>Great apps </li></ul><ul><li>Great targeted ads </li></ul>
  10. 10. <ul><li>Build a business page </li></ul><ul><li>Build engagement/community </li></ul><ul><li>Product research </li></ul><ul><li>Attend and post events </li></ul><ul><li>Top of mind </li></ul><ul><li>Great targeted ads </li></ul>
  11. 11. <ul><li>Listen and learn </li></ul><ul><li>Listen and respond </li></ul><ul><li>Retweet </li></ul><ul><li>Hashtag (#) </li></ul><ul><li>Crowdsource </li></ul><ul><li>Customer service </li></ul><ul><li>PR and journalist </li></ul>
  12. 12. <ul><li>Education and Fun </li></ul><ul><li>Sharing/commenting </li></ul><ul><li>Inspire </li></ul><ul><li>SEO </li></ul><ul><li>Brand awareness </li></ul>
  13. 13. <ul><li>Product Research </li></ul><ul><li>Thought Leadership </li></ul><ul><li>SEO </li></ul><ul><li>Sharing </li></ul><ul><li>Community </li></ul><ul><li>Blogger outreach </li></ul>
  14. 14. <ul><li>Old Spice </li></ul><ul><li>Local Salon/Spa </li></ul><ul><li>Local Restaurant and Dentist Office </li></ul>Sales Results Using Social Media Tools
  15. 15. <ul><li>Answered 100 comments through Facebook, Twitter and YouTube </li></ul><ul><li>Results: </li></ul><ul><li>Increase in total product sales 55% in the past 3 months and </li></ul><ul><li>107% last month </li></ul><ul><li>July Nielsen Co Report </li></ul>
  16. 16. <ul><li>Use Twitter Tuesday for discounts </li></ul><ul><li>Results: </li></ul><ul><li>30% increase for appointments for Tuesday </li></ul>Local Salon/Spa
  17. 17. <ul><li>Used </li></ul><ul><li>Results: </li></ul><ul><li>Local Restaurant: 2000 people purchased coupon within 24 hours. </li></ul><ul><li>New Dentist: added 30 new patients in two weeks </li></ul>Local Restaurant and Dentist Office
  18. 18. What will kill a sales opportunity in social media <ul><li>Too many posts in social media </li></ul><ul><li>Self promotion all day, every day </li></ul><ul><li>Not responding to comments or mentions </li></ul><ul><li>Adding us to your enewsletter </li></ul><ul><li>Sending a note to a decision maker in social media asking to drop off literature </li></ul>
  19. 19. Questions and Answers
  20. 20. Thank you! <ul><li>Kendra Ramirez </li></ul><ul><li>[email_address] </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li>Follow me on Twitter @kendraramirez </li></ul>