Social Biz Atlanta 2013 presentation by Nimble founder Jon Ferrara

1. Social Relationships Made Easy™
Social Selling by Nurturing
Your Personal Brand & Professional Network
Jon Ferrara | CEO Nimble, Inc.

3. Professional
Networking

8. The First CRM?

9. The First CRM?

10. Door to Door
Salesman

15. Day Timer

16. While You Were Out

17. Sales Forecast

18. • Company Founded on $3,000
• Zero funding - Bank, VC, Seed,
Angel
• No Marketing Dept. for 1st Five
Years
• #1 Rated Product for 10 Years
• 2 Million Users Worldwide
• 5,000 VARS
• 500+ Third Party Apps
• Defined
The Roots of
SFA/CRM

19. Take time for family

20. Swimming the Social River

21. People walls say who they

23. Our contacts,
communications
and activities
are scattered all over the place

24. Contacts

25. Calendar/Activities

26. Email

27. Twitter

28. Facebook

29. LinkedIn

30. Google+

31. Foursquare

32. Pinterest

33. Social Listening Platforms

34. Social Listening Platforms

35. Who Can Work This Way?
I Can Not.
Can You?

36. CRM Systems

37. Before: Today:
Some data. All your data.
Manually. Automatically.

38. The Old Sales 1.0
Process
• Identify prospect
• Do homework
• Send Email/Cold Call on Phone
• Schedule Meeting
• Ask Questions to determine BANT
• Educate on Products/Services
• Close Deal

39. Customer
Engagement

40. The New Sales 2.0
• Customer 2.0 doesn’t need Education
Process
• With Web 2.0/Social they educate
themselves
• They Ignore Your Slick Marketing
Material
• They use Peer Recommendations
• They make decisions w/o calling/taking
calls
• They yell at companies & expect a
response

41. Customer 2.0 Expectations
• Be Honest, Authentic & Responsible
• Understand my business goals
• Listen before proposing a solution
• Display knowledge of my industry
• Be Prepared before any Meeting
• Do Your HomeWork!

42. Managing the Customer Lifecycle
Businesses need to Acquire and Maintain Customers

43. Is the New Funnel a LifeCycle Loop?
Businesses need to Acquire and Retain Customers
Confidential 43

44. Professional
Network
Reach out to your
Community

45. Building Your Personal
Brand?
Influence is “the capacity to have an effect on the character,
development or behavior of someone or something”

46. Why Build Your
Brand?
• Help your company grow
• Grow your existing profession
• Connect with other influencers
• Protect your reputation
• Promote and sell products and services
• Find a new career

47. Building Your Brand
• Be Relevant
• Be Authentic
• Be Personal
• Support Others
• Pay it Forward
• Content Attracts
• Sustainable Community

48. Personal Branding
• Create Your Personal & Business Social Identities
• Identify Communities
• Listen to Others
• Add Value
• Educate & Engage
• Connect & Nurture

49. Building Your Personal Brand

50. Foursquare

51. Instagram

53. The 5 E’s of Social
Business
• Educate with Content
• Enchant by being Relevant
• Engage with Authenticity
• Embrace with Intent
• Empower Your Customers

54. Educate with Content

57. Content
Zite

58. Content
Pulse

60. Too Many Notifications

61. The 5 E’s of Social
Business

62. Map Social profiles

64. Social Relationship Manager

65. Listen & Engage

66. Listen & Engage

67. Engage Effectively

68. Map Social profiles

69. Track
Communications

70. Reach out & Connect

71. Listen Carefully

72. Build a Network

73. Grow your Network

74. Nurture your Network

75. Network & Nurture

76. • There are gems in your Social Graph
• Listen & Engage
• Stay Top of Mind
• Nurture Relationships
• Mine the nuggets in your network
• Build Your Brand

77. Network & Nurture

78. Network & Nurture

79. Network & Nurture

80. Network & Nurture

81. Network & Nurture

82. Don’t forget to pick up the
phone or Skype

83. Remember What Mama Taught You

84. Share with others

85. Say Thank You

87. • Check Twitter -in the Morning and
Twice Daily Respond when
necessary. Follow the @replies that
Afternoon
make sense.
• Check LinkedIn. Reply to emails and
comments when appropriate.
• Scan Twitter followers for relevant
conversations to join.
• Check your business's Facebook Page
for questions and respond when
necessary.
• Scan Google Alerts for brand and
company mentions. Respond as

88. Social Relationships Made Easy™
Jon Ferrara - CEO & Founder - Nimble, Inc.