Attention, Singapore marketing manager! Discover new social media strategies that can close more sales leads faster!

1. How Sales Can Use Social
Media to Close More Deals

2. Sales
representatives who
position themselves
as authorities in
their fields tend to
garner more interest
and trust from their
prospects

3. Strategies to Build Credibility
Low Time Commitment
•Schedule tweets, LinkedIn and Facebook
posts about your area of expertise
– Original ideas
– Links to useful content from other sites

4. Strategies to Build Credibility
Medium Time Commitment
•Contribute to forums or comment about
your focus area
– Answer questions
– Genuinely provide value to your audience

5. Strategies to Build Credibility
Medium Time Commitment
•Develop relationships with other content
creators in your field
– Comment on their posts
– Connect with them at events and following up

6. Strategies to Build Credibility
Large Time Commitment
•Start and maintain a blog on your area of
expertise
•Regularly contribute to third-party blogs in
your area of expertise

7. Companies that blog regularly have
55% more website visitors

8. Using Social Media to
Prospect

9. Twitter Advanced Search
•Create highly targeted searches
•Get notifications emailed to you when
someone matches your criteria

10. Find People on Google +
•Add people discussing your keywords to
your Google Circles

11. Google+ Search Tips
•Enclose terms in quotes: e.g “marketing”
•Exclude terms with a minus sign: e.g “marketing”
-stocks
•Name Circles based on your shared interest areas to
organise prospects
•Add + and @ in front of names to tag people

12. Q&A Forums and Quora
•Look for online communities or forums
for your industry
•Ask / answer questions – provide value
to the community you participate in

13. Pre-Call Research:
Four Key Questions to
Answer

14. 1. Which pages of your website
has your prospect visited?

15. 2. What has
your prospect
shared on their
social media
pages?

16. 3. Have they expressed other needs?

17. 4. Are they talking
to other companies?

18. Social Media Strategies

19. Follow new leads if they are active on Twitter

20. Use Twitter Lists
to find out the
interests and
breaking news of
your leads before
the sales call

21. Make your calls more PRODUCTIVE and

22. Keep Your Customers
Happy After They Convert

23. - Rick Roberge

24. Engaged customers increases customer happiness,
allowing you to grow your audience and expand your reach

25. Use Twitter Lists to enhance your sales
closing process

26. Shine the spotlight on your customers by
sharing customers posts and feedback that
mention your company

27. Aligning Sales
and Marketing

28. Can Your Marketing and
Sales Teams Answer The
Following Questions?

29. Who is
primarily
responsible
for setting up
lists and
alerts for
social media?

30. How should a sales rep be
notified when their lead
mentions the company or
relevant keywords on
social media?

31. What should sales reps look for in
social media before calling on a lead?

32. How can marketing best flag the sales
teams to important posts and
comments?

33. Who is primarily
responsible for responding
to social media posts?

34. Does this change if the social contact
is a prospect, lead or customer?

35. What does a good
response / bad
response on social
media look like?

36. How will both teams know
their collective social media
strategy is working?

37. What metrics will sales and marketing
track for each channel?

38. How will you record
and aggregate social
conversations?

39. How much time should each
team spend on social media as a
channel?

40. How many visits, leads and customers do you need
social media to generate to validate the time
investment in each channel?

41. Thanks For Reading!
iSmart Communications (http://www.ismartcom.com) is an Integrated
Marketing Communications agency based in Singapore. We realize that
the world is going to the web first. We work with our clients to cost-
effectively manage their marketing programs using an innovative and
time-tested Inbound Marketing System developed by HubSpot, the
world’s No. 1 Inbound Marketing Software Platform.
stanley.mak@ismartcom.com
+65 6325 2615
51, Anson Road, #14-67, Anson Centre, Singapore 079904