Social media presentation for American Association of Inside Sale Professionals
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Social media presentation for American Association of Inside Sale Professionals
- 2. Social Media is not a selling tool! The key is to use social media primarily to attract people, not sell to them because people don’t use social media to look for something to buy. They use social media to express their unique personality and connect.
- 4. 5 Biggest Social Media Excuses, Myths, and Fears
- 7. In this session, you will learn how to…
- 18. Drive to your site and convert to a customer for life.
- 37. Disclaimer
- 40. Tel: (651) 731-0000 | (612) 741-1958 cell E-mail: kmaswanson@comcast.net Web: http://tungle.me/kathyswanson www.linkedin.com/in/kathyswanson www.twitter.com/kathyswanson www.visualcv.com/kathyswanson http://kathyswanson.posterous.com
Editor's Notes
- Set the stage – discuss what it was like in the 90’s with websites.
- PPL pay a lot of money for leads. Social media is a powerful way to generate qualified leads…in less time and it’s FREE.
- Waste of time = actually for a lot of ppl, it is a waste of time because they’re doing it wrong – which kind of ties into #4 – most don’t develop a strategy or objectives. SM is a 2-way street – you need to learn how to engage with your audience via SM.No ROI = this has been an on-going debate. The best response to date I’ve heard is “what’s the ROI of talking to your grand mother?”Technical expertise = by far, SM is the easiest to use of all online initiatives, especially if you use tools that make it even easier. We’ll discuss some of these later in the preso.Tried it = If you didn’t have a strategy or a good strategy, or you just started broadcasting messages without engaging, you will fail. With proper training + approach, it always works.Hard work = I have a hard time figuring this one out when ppl say it. You can maintain a great presence and interact with folks via SM in about 10 minutes a day.
- Facebook has a community the size of the third largest country. YouTube is owned by Google and is the 2nd largest search engine and the 3rd most visited site behind Google and Facebook. According to Hubspot, companies that publish and update a blog regularly will be 58% more likely to get purchases.78% of consumers trust peer recommendations while only 14% trust advertisements. Dependant on the type of adv this number can go or down a bit. This means when your friend on FB “Likes” something or mentions a brand, ppl pay more attention to this than any adv out there.
- The ROI of SM is your biz will still exist in 5 yrs. Every biz that I see who uses SM I see there biz grow. SM is not a fad – fundamental shift in the way we communicate.
- In this session, you will learn how to:
- Let me see a show of hands for the number of ppl who have a LI profile. Keep your hands up. Of the hands still up, who’s been on LI in the last month? The last week? Yesterday? Today? How often are you on the site? I’m going to give you a few basic details on why LI is the most powerful SM application. Some of you may know some of this already.
- Who agrees with me that your contact database is the most powerful asset you have? LI helps you leverage this even further by allowing you to export your connections. I know so many sales ppl that leave all of their contacts with their previous company when they leave because access to them was locked down. LI allows you to export your contacts to a CSV file or into Outlook at any time. What a great way to build an email list. Can’t do this on Twitter or Facebook. A lot of ppl say “I just want to connect with ppl I know and trust already or that are in my circle.” In order to expand your biz, you need to connect w/those ppl you don’t yet know. You already know about opps in your inner circle, but it’s when you connect with new ppl that you learn about new opps. You can’t expand opportunities unless you get connected with those you don’t know.
- More leads means more sales and more cash. The bigger the database you have, the more ppl to engage with. I recommend connecting with everyone.
- With average HHI of $109,000, LI offers the most affluent business professionals in the world. As opposed to Twitter and Faacebook, almost 1 out of 2 individuals can make a decision right then and there when you request something from them.
- The power of sharing information via groups. Once you update your status, be sure to share update with your influential groups. From the home page, click on “share” and under “Post to groups” select the groups to share your message with. Just by doing this one simple step, you’re message distribution will more than quadruple. This is the power of LI.
- Has anyone here searched looking for themselves? Where do you show up? It’s important to select your keywords and then make sure you use them in each of the following: 1. Headline – top of your profile, most relevant, and 1st thing ppl see, 2. Current Job Title – LI puts a lot of value in your title so make sure you use your keyword here, 3. Past Job Title – same as current 4. Summary – add keywords throughout, 5. Specialties – more keywords, use commas to separate. Who’s done this? What did it do for your search rankings? Whatever your market is, think about your keywords, type it in ppl search to see where you rank. If you do these 5 things, I guarantee you will appear on the first page.
- In MN, I am the first person who comes up under Internet Marketing. In the world, I appear on the first page. This is your goal, appear in the top 10 of all results.
- I encourage you to chat with Laurie after our session and ask her about her recent success on LI.
- New studies by ExactTarget & eMarketer show Twitter users more than twice as likely to make a purchase. 37% for Twitter, 27% email and 17% for Facebook. This clearly reflects that there’s a ton of value in using Twitter. The study went on to say that Twitter followers are also more loyal. 33% for Twitter, 24% for email and 21% for Facebook.
- It’s the easiest network by far to grow a large audience. PPL ask me if quality or quantity is better. Actually, it’s both. When you start out, you may decide to follow ppl you don’t have much interest in to build your following. Later, you can go back and decide who’s of interest follow targeted profiles. The key is being aware of where your audience is and how they want to engage with you to earn trust and become a customer for life.
- Often time ppl ask me how to find ppl to follow. Tools like Tweepsearch allow you to find targeted ppl and search.twitter.com keyword searchesto grow your following. When you find ppl that are good, look to see who they are following and interacting with – they are probably worth following as well.
- Hundreds of tools exist to automate the following process and allow you to schedule tweets. Why are scheduled tweets important? If your audience is all over the world, you need to make sure you broadcast your message when they are listening.
- Indispensible tools like Tweetdeck and Hootsuite are needed to manage SM.
- Tip:at the end of every day, leave a link driving back to your site or blog as your last message so this is what ppl will see when they visit your page or read your stream.
- Often times, ppl on FB get caught up in the circle. Here’s the deal. When users start reading their wall, they quickly get caught up in what others are doing. It’s this exact behavior that has made the “Like” feature so popular. PPL read what others “like” and quickly like it as well. This in turn is a massive time sucker for ppl. The average person spends 55 mn/day on FB. But because you want ppl to stay on your page, make sure you keep your wall filed with information that is relevant to build engagement/better relationships. Remove activities like Farmville, games, etc. so ppl learn more about you, u earn their trust and build credibility.
- Blogging slide. Content is key. You have to have content whether it’s articles, video, audio, etc. to engage. It’s one of the main drivers for social media engagement.
- I know, you’re thinking, I don’t have time in my day to do the things I’m doing now, how will I ever have time to write. How many think this often? What if I told you 34% of companies plan to use a blog to market?
- Example of a hobby turned business and getting upwards of 10,000 hits per day. The challenge to bloggers is to stick out from the pack. To do that, bloggers have to find their niche and a voice that rises above and they can’t be afraid to try something different.
- Anyone can be successful on YouTube. PPL often aren’t comfortable being on camera and if you’re one of these ppl, I challenge you to visit YouTube and watch this 15 year old boy who consistently ranks on the “most viewed” (1 million) list of videos for his lip sinking. You have to embrace who u are and learn how to build on it.
- By being yourself, ppl can relate to you and they find your information helpful. When people can look you in the eye it builds trust. The average online viewer watches 12.2 hours of online video each month.
- In your title, make sure it’s keyword rich because...
- Google owns YouTube, videos with good keywords rise to the top in organic searches. We call this (click) SEO.
- Napster’s in-house marketing team conducted the A/B test using testing technology they developed in-house.The splash page was the first page they saw. Version A generated an 18.5% lift in paid subscriptions and free trial sign-ups.The only difference between the two versions was the addition of a 40-second “What You Get” video on Version A.Some highlights of the audio: “Welcome to Napster. With Napster you get MP3 credits and on-demand music for one low price. Use your MP3 credits to purchase any song or album you like… And the on-demand music gives you unlimited access to millions of songs… Click the sign up button or click me to get started.”We think it’s remarkable that the video converted more visitors even though it played any time a visitor landed on the page (even for repeat visitors). The video’s relatively short, 40-second length probably helped conversions. Plus there were controls that allowed visitors to pause or mute the video. It’s an interesting test that nearly any site could try — especially subscription sites. Can you explain what you are offering in 40 seconds or less?
- How many ppl here use email marketing on a monthly basis? How many do not have use email marketing? It is still one of the most powerful ways to drive traffic and increase sales.
- eMail allows you to add more content than Twitter or Facebook. This study by eMarketer reflects 86% of respondents saying they used email to share content, while just 49% said they used Facebook. Broken down by age, the preference for email is more pronounced as users get older. And only the youngest group polled, those ages 18 to 24, reverses the trend, with 76% sharing via Facebook, compared with 70% via email.
- You don’t always need to be selling a product or service. You can generate leads by staying in front of your audience.
- In a cool video by Erik Q, (I’d recommend checking it out if you haven’t seen it) read slide. SM is not a FAD. It’s not going away or out of style. What you do now will represent sales, traffic, leads and income in the next 5 years. If you implement these things you’ll be doing it better than 90% of the ppl out there. Not a matter of if you do it, it’s a matter of how well you do it.