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Promote, Inform, & Engage Your B2B Clients & Prospects Via Social Media
This document discusses how to promote, inform, and engage B2B clients and prospects through social media. It provides 13 ways to do so, including learning about clients' needs through their social profiles, joining online conversations, helping clients build their business by sharing opportunities, and publicly supporting clients' events and successes. The goal is to build long-term relationships by acting as an advisor rather than just a vendor.
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Promote, Inform, & Engage Your B2B Clients & Prospects Via Social Media
- 1. Promote, Inform, &Engage Your B2B Clients & Prospects Via Social Media Presented by Craig M. Jamieson Presented by … Craig M. Jamieson
- 2. 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
- 3. @craigmjamieson #btb2b
- 4. The Importance ofStaying In Front Of Our Customers Has Never Been Questioned Statistically, 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 call It can be 5-7 times more costly to find a new customer than it is to keep an existing one. Still …
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- 6. We Use ManyMethods To Stay In Touch (and to gain referrals) • Phone calls • Drop-byes • Personal Notes • Gifts • Emails • Lunch
- 7. Including My PersonalFavorite There is nothing wrong with any of these but ….
- 8. IF You ReallyWant 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!
- 9. The Goal HasAlways Been To Create New Client Relationships & To Build On Existing Ones
- 10. Change Your RelationshipRole! 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 company Therefore … act like one!
- 11. 13+ Fun andCreative Ways To Promote, Inform, and Engage Your Clients Via Social Media and To Build Long-Term Relationships Go-Givers Sell More … Bob Burg
- 12. Learn All YouCan About Them! Needs, pain, interests, & wants. Social profiles & Social streams provide the clues
- 13. Join The Conversation! Pickthe 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
- 14. Help Them BuildTheir 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
- 15. Promote Their BusinessTo 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!
- 16. 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!
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- 20. Keep Them Informed! (Google Reader, Mr. Reader, Flipboard) Sharing Options
- 21. Invite Them ToCollaborate! • LinkedIn Groups and Google+ Communities • Public industry groups • Private groups for customers and team members only
- 22. Bring Them IntoA Hangout!
- 23. Contribute To EachOther • 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
- 24. Make Them APart 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
- 25. Get Creative WithNewsletters! • 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
- 26. Be A SuperHero by Providing 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
- 27. Some Tools YouMight Look At to Help You Track Your Progress & Stay On Task
- 29. Connect With Me! Craig M. Jamieson Adaptive Business Services / NetWorks! Boise 208.340.9546 craig@adaptive-business.com @craigmjamieson www.adaptive-business.com www.networksboise.com