Content Jam 2014 - Jeff korhan - Relationship Selling In the Trust Economy

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Relationship selling these days takes a media first approach for creating exceptional customer experiences that build relationships and earn trust. The profitable outcomes that follow are a natural byproduct of a process that focuses on relationships, not transactions. Learn why content marketing is blurring the lines between social marketing and relationship selling, and how to leverage this phenomenon. Learn why a unique selling process is a tangible and marketable differentiator for increasing sales conversions, and how to get started building yours. Learn why your media should never stop answering the question: What’s next?

Marketing

Relationship Selling
In the Trust Economy
Presented by Jeff Korhan, MBA
October 2, 2014
@jeffkorhan on Twitter
+jeffkorhan on Google+

The Intelligent Landscape System™
©Jeff Korhan 2014 @jeffkorhan on Twitter

“Sell
the
Process
that
is
the
Product”
@je4orhan
#contentjam
©Jeff Korhan 2014 @jeffkorhan on Twitter

MMeeddiaia F Firisrst tC Coommppaannyy
“Every
business
is
now
a
media
company.”
©Jeff Korhan 2014 @jeffkorhan on Twitter

The Trust Economy
1. Business
is
Now
Personal
2. Markets
are
Collaborative
3. Communities
are
the
New
Markets
©Jeff Korhan 2014 @jeffkorhan on Twitter

Media First Company
1. Answers
Questions
2. Solves
Problems
3. Inspires
“Helping
is
the
new
selling.”
©Jeff Korhan 2014 @jeffkorhan on Twitter

Content Marketing Strategy
1. Company
Mission
2. Content
Mission
Statement
1. Core
Audience
–
homeowners,
HOA,
etc.
2. Deliverables
–
e.g.
tips,
advice,
inspiration
3. Outcomes
–
e.g.
enjoy/increase
value
of
your
environment
3. Editorial
Calendar
©Jeff Korhan 2014 @jeffkorhan on Twitter

Small Business Media
1. Earned
Media
–
e.g.
social
media
2. Paid
Media
-‐
advertising
3. Owned
Media
-‐
e.g,
websites,
blogs,
newsletter,
podcasts,
etc.
©Jeff Korhan 2014 @jeffkorhan on Twitter

Blogs are Digital Magazines
Storytelling
with
a
purpose
©Jeff Korhan 2014 @jeffkorhan on Twitter

Content Marketing
©Jeff Korhan 2014 @jeffkorhan on Twitter

Get Customers Talking
©Jeff Korhan 2014 @jeffkorhan on Twitter

Design for Collaboration
and Community
©Jeff Korhan 2014 @jeffkorhan on Twitter

The Sales Process
“A
Guidance
System”
Gives
everyone
confidence
about
what’s
next
Front
and
Back-‐Stage
System
©Jeff Korhan 2014 @jeffkorhan on Twitter

Name Your Process
1. The….
2. Unique Name with Technological word
(Method, System, Process, etc.)
3. TM
©Jeff Korhan 2014 @jeffkorhan on Twitter

The Process Answers Why
Confidence!
©Jeff Korhan 2014 @jeffkorhan on Twitter

Talk
in
The
Future
…
It’s
where
everyone
wants
to
go
©Jeff Korhan 2014 @jeffkorhan on Twitter

“People
Buy
What
They
Want
Not
Necessarily
What
They
Need”
©Jeff Korhan 2014 @jeffkorhan on Twitter

Give
Reasons
to
Convert
Now
“When is the best time to do this?”
©Jeff Korhan 2014 @jeffkorhan on Twitter

What’s
Next?
Web
Marketing
News
Every
Monday
morning
Text: Content
to 630-796-4111
©Jeff Korhan 2014 @jeffkorhan on Twitter

Everything is a Process ….
©Jeff Korhan 2014 @jeffkorhan on Twitter

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Content Jam 2014 - Jeff korhan - Relationship Selling In the Trust Economy

1. Relationship Selling In the Trust Economy Presented by Jeff Korhan, MBA October 2, 2014 @jeffkorhan on Twitter +jeffkorhan on Google+

4. MMeeddiaia F Firisrst tC Coommppaannyy “Every business is now a media company.” ©Jeff Korhan 2014 @jeffkorhan on Twitter

5. The Trust Economy 1. Business is Now Personal 2. Markets are Collaborative 3. Communities are the New Markets ©Jeff Korhan 2014 @jeffkorhan on Twitter

6. Media First Company 1. Answers Questions 2. Solves Problems 3. Inspires “Helping is the new selling.” ©Jeff Korhan 2014 @jeffkorhan on Twitter

7. Content Marketing Strategy 1. Company Mission 2. Content Mission Statement 1. Core Audience – homeowners, HOA, etc. 2. Deliverables – e.g. tips, advice, inspiration 3. Outcomes – e.g. enjoy/increase value of your environment 3. Editorial Calendar ©Jeff Korhan 2014 @jeffkorhan on Twitter

8. Small Business Media 1. Earned Media – e.g. social media 2. Paid Media -‐ advertising 3. Owned Media -‐ e.g, websites, blogs, newsletter, podcasts, etc. ©Jeff Korhan 2014 @jeffkorhan on Twitter

13. The Sales Process “A Guidance System” Gives everyone confidence about what’s next Front and Back-‐Stage System ©Jeff Korhan 2014 @jeffkorhan on Twitter

14. Name Your Process 1. The…. 2. Unique Name with Technological word (Method, System, Process, etc.) 3. TM ©Jeff Korhan 2014 @jeffkorhan on Twitter

19. What’s Next? Web Marketing News Every Monday morning Text: Content to 630-796-4111 ©Jeff Korhan 2014 @jeffkorhan on Twitter

Content Jam 2014 - Jeff korhan - Relationship Selling In the Trust Economy

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