This document discusses how social media has changed sales, networking, marketing, recruiting, and strategy for businesses. It notes that social media allows for more efficient research of target companies and prospects, exposes relationships for easier introductions and referrals, provides new low-cost marketing avenues, and yields a greater candidate pool for recruiting while reducing costs and time. However, it cautions that simply adding new social media tools without changing business processes will not achieve desired results.

1. September 2, 2009 Julie Spicer Quick Solutions 614-906-2007 [email_address]

2. Sales…..Before Social Media

3. Sales – Research / Prospecting Old Process New Avenues Leverage Hoovers, Spoke, library site searches, or costly “pay for” lists. Blind calls to gatekeepers and company directories. Limited data and static, and research times lengthy, less information. LinkedIn and Plaxo provide transparency and a place to research target companies, competition, network relationships, and groups. Reduced time on research enables more time on calls and meetings. More calls are “warm”.

4. Sales - Networking Old Process New Avenues In person at events or through introductions from current network. Contacts tracked in a rolodex, spreadsheet or CRM….static and one dimensional. LinkedIn exposes extended relationships allowing for easy introductions and referrals. Contact information is dynamic and updated by individual users Meetup sites show membership and attendee lists allowing members to better target which events to attend. People get connected online after meeting in person.

5. Sales – Marketing Old Process New Avenues Some companies little or no budgets for marketing. Direct mail advertising, email blasts. Print and internet marketing campaigns. Social Media Marketing strategies. Leveraging Twitter, Company Facebook Accounts, LinkedIn Company Pages, LinkedIn Groups. Determining best way to integrate SM. Target marketing to specialty interest groups . Partial or full replacement of traditional advertising and marketing at a fraction of the costs. Many times a necessity for organizations wanting to stay ahead of its competitors.

6. Sales – Strategy Companies are determining social media strategies and policies. Growing percentages of Salespeople are using tools like Twitter and Facebook, more in B2C, increasing in B2B. Some industries are adopting social media quickly and smartly, integrating it into their processes. Some aren’t. “ New tools onto an old process won’t yield desired results. Enterprise communities require a business process redesign.” Vanessa DiMauro, CEO of Leader Networks

7. Recruiting Old Process New Avenues Job postings on job boards like Monster and HotJobs. Lengthy candidate research process leveraging internet searches, company directories, and expensive pay for sites. Cold calling candidates Candidates searched job boards in the evenings. Professional References Posting on Twitter, LinkedIn, & Facebook…diminishing postings on Monster. Process to validate info across SM sites. Relationship transparency = increased candidate pool. On-line introductions Candidates see Tweets & LinkedIn updates all day. New process yields greater candidate pool and reduced time. On-line reference checks . Easier long term connecting

8. Recruiting – The Bottom Line Networking has exploded. People are easier to find and connect with than ever. Companies leveraging Social Media are reducing costs and effectively marketing jobs. Recruiters must understand where their candidate pool “hangs out”.

9. Questions? Thank you!! Julie Spicer [email_address] 614-896-2007