Social networking for sales


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  • Why are people spending so much time on Social Media?What are they trying to do?To form Community (Like-minded people)To gain branding (or presence)To gain business. (Recruit or market)Use Tactical and Strategic PlansTo gain business – can be tactical – quick results – mining LinkedIn for CN’s and HM’s. Marketing and Head HuntingConsidering all 3 – Strategic and long termCommunity – of CN’s and CL’sBranding – Establishing as Recruiting Professional – SMEBusiness flows to you.Web 2.0 ApplicationsAudio:itunes, zune, iLikeVideo: YouTube, Netflix, amazonunboxPublishing and photography: Blogger, Picasa, FlickrBrowsers: Google, Yahoo, FirefoxSearch and Reference: Google, Bing, Ask, WikipediaProductivity: Remember the Milk, Google Calendar and Docs, SharepointCommunication: Skype, Meebo, yahoo mail, gmail, imUtility and Security: Yahoo Briefcase, Box , LogmeInCommerce and Events:, ebay, craigslistSocial networks: Twitter, LinkedIn, Facebook, Ning, Plurk
  • Traditionalists make up 5% of the workforce = 7.13 MBoomers make up 43% = 61.3 MillionX-ers make up 42% = 59.9 MY’s Make Up 10% - 14.6 MDeloitte Consulting
  • Deloitte Consulting
  • If you go down the Social Recruiting Trail – remember these 3 things if you don’t remember anything else.Be present:Decide your target audience and use the tool/network where they reside. Just because Ashton Kutcher uses Twitter doesn’t mean you should if your candidates aren’t there.If accountants are congregating around LinkedIn and the Institute of Management Accountants, that’s where you should be. Attending IMA meetings live and profiled on LinkedIn. (IMA LinkedIn group has 4,000 members.)If IT people are gathered at User Groups on-line, join them.Engage in conversations where they gather. Social Media- Millenials- BoomersGen X and TraditionalistsBe real:Be a real person. Don’t use corporate PR and corporate marketing materials as communication pieces. Engage in conversations. Try to find out your candidates’ concerns and try to help. Individualize your response. Try to respond to all communications on an individual basis. DO NOY USE AN AUTO-RESPONSE. Be original. Be funny. Be Sticky:The whole point is to attract your community repeatedly and willingly back to you. Thus “sticky.” You do that by bringing content that the candidate feels is useful and candidate-centric. You do that by making them feel appreciated and handled individually. You want to develop dedicated fans.What can you provide that’s of value. Articles and tips concerning job search. Information about what real people do and think in your company. (So much more valuable than the usual corporate rhetoric. Individual testimony is so much more credible.) Humor. Forums and dialogs. Get the community to dialog and acknowledge that dialog.) (Use your examples of follow up response.)Change content often. Keep it fresh and interesting. Keep it candidate-centric.Do not be a “hit and run” networker. Recruiters who only broadcast out their positions opening are only interested in filling their needs (and their positions.) They are only attracting the active candidates and are missing the whole point . Once candidates are employed, they won’t stay engaged.
  • Largest Professional Network2003 – 10 years225 Million Members – 2 join per secondUS – 81 millionIT – 4 mmFinancial Services – 2.01 mmComputer Software – 1.65 mmTelecom and Communications – 1.59 mm
  • Before joining any site, you want to ask:What do you want to accomplish?You may have several things that you want to accomplish.Look at your profile? Is it speaking to your purpose? If you want clients/candidates, can they contact you? Do they know how you can help them? Have you given them a reason to join your network and return to you? This is the focus of your profile.
  • The Wall FlowerThe IntrovertThe Egotist
  • Social networking for sales

    1. 1. Social Networking for SalesSue DanbomDirector of Training | Professional SearchJuly 16, 2013sdanbom@volt.com425-558-7700
    2. 2. What isWeb 2.0???It’s all about…
    3. 3. Why Jump On the Bandwagon?• Find Clients• Clients find You• Build your reputation• Research prospects• Increase business• $0 cost
    4. 4. Why Is Social Networking Important?
    5. 5. Why Is Social Networking Important?
    6. 6. Using LinkedIn Tactically
    7. 7. Using LinkedIn Strategically
    8. 8. Your Social PresenceWhy would they buy from you?• Openness• Friendliness• TrustWhat would attract clients to you?
    9. 9. Social Media StrategyRemember4 Things…1. Be present2. Be real3. Be “sticky”4. Be careful
    10. 10. Why?
    11. 11. What Do You Want to Accomplish*6 to mute and unmute
    12. 12. Social Networking StrategyWhere’s your audienceDevelop your profileDevelop your networkCommunicateUpdate
    13. 13. “Social” Networking
    14. 14. Perfecting Your Profile
    15. 15. “The Bare Minimum” Profile
    16. 16. “The 100%” Profile
    17. 17. Methods of Prospecting*Face-to-face and phone-to-phone are most effective.
    18. 18. Social Networking to Improve the OddsCold Calling vs. “Social Calling”*Smiling and Dialing100 Dials10Connects1 Meeting100 Dials33Connects8 Meeting“Social Calling”* Nigel Edelshain -
    19. 19. “Social Calling” vs. Cold Calling** Nigel Edelshain -“Social Calling” uses social networking to…Get past the gatekeeperGain client acceptanceGain info about the client
    20. 20. Make the Connection
    21. 21. Connections3rd LevelContact2nd LevelContact1st LevelConnection
    22. 22. 1st Level = Connections1st LevelConnectionYou can:•Message them for free•See Contact Info•View their Connections (Leads)•Can “Tag” them•Can Bulk Message them (50)
    23. 23. Connections = LinkedIn GroupsYou can:•Reach niched interest groups•Message group members for free•Dialog with the group•Post jobs to the target audience•Increases your visibility•Join up to 50
    24. 24. Questions?