Great ideas on how to quickly and effectively capitalize on social media. In this presentation: - The theory behind a social media strategy - A review of best practices in using social media for sales, recruiting, personal branding, and inbound marketing. - How to put theory into practice. Watch free social media related webinars: http://www.lunchwithhaley.com/?s=social+media

1. The Social
EXPERIMENT
David Searns
CEO
Brad Smith
Director of SEO & Social Media

2. The MAD SCIENCE of social media
• AWESOME sales tool…or INSANE waste of time?
• Get found. Get connected. SELL STUFF.
• 19 things you must do…
• Be a master scientist in JUST 22-MINUTES a day• Be a master scientist in JUST 22-MINUTES a day

3. An AMAZINGLY COMPELLING case
• Cold calling sucks.
• People don’t want to be sold to.
• Social media makes sales more effective.
• Social media brings people you don’t know to you.• Social media brings people you don’t know to you.
• Some of those people need a job. Some need to hire.
• Social media makes you more money.

4. Use Social to Sell
78% of salespeople
using social media
outsell their peers.
Source: Forbes

5. CASE STUDY
Social Media – The Real Value
CASE STUDY
This Haley Marketing
Social Pro client sees a 54%
conversion of social visitors
reaching a contact page.
Social Visitors spend more
time on your website!

6. Social Media – The Real Value

7. “Okay, I get it.
So how do we use this stuff?”

8. • Strategy 1:
Direct selling…to the people you want to reach.
• Strategy 2:
Be in the right place…to attract clients and candidates.
Get found. Get connected. SELL STUFF.
• Strategy 3:
Dominate search engines.

9. 19 things
YOU MUST DO!

10. 19 THINGS you must do
• Embrace social…or give biz away!
• Pick your strategy(ies).
• Use social to SELL.
• Use LinkedIn to gather intel.
• Build your network…every day!
• Ask for referrals & endorsements.
• Start conversations with content.
• Use a mix of media (with video).
• Mix it up, have some fun.
• Get more leads from your site.•
• Endorse prospects, then call.
• Build followers with Tweepi.
• Use Twitter’s advanced search.
• Use Twitter to sell.
•
• Share content. Then share more.
• Use data to know what to post.
• Build reach with paid media.
• Re-engage with remarketing.
Get started NOW…it can have an immediate impact!

11. “Thanks for the intro...
Let’s start the EXPERIMENTS!”

12. Creating Content

13. What Makes a Great Social Post?
• Has a purpose beyond your services.
• Adds value for someone else.
• It’s a topic people care about.
• It isn’t so damn boring.
• Includes an engaging headline that excites people.• Includes an engaging headline that excites people.
• Uses a great image that stands out, doesn’t blend in!
• Gets your message in front of the right people.
• Gets engagement.

14. Have Purpose and Value
Review HR Forums
and LinkedIn Groups:
- HR.com
- Hr-exchange.com
- CiteHR.com
- Laborlawtalk.com- Laborlawtalk.com
- Linked: HR

15. Have Purpose and Value
Ask your clients and candidates
what they care about!
www.surveymonkey.com

16. Have Purpose and Value
18-page whitepaper

17. Have Purpose and Value

18. Make sure people care!
• buzzsumo.com
- Look for topics based on engagement
• Facebook insights
- Look at past posts
- Look at competitors
• Google Analytics
- Look at past posts
- Look for topics that get visits/engagement

19. Keys to Writing a Good Headline
• Share the key takeaway from
the article (value)
• Use engaging keywords that evoke
an emotional response
• Don’t be boring• Don’t be boring
• Test different approaches

20. Words matter
• 4 Surprising Things Interviewers Notice Before You Say a Word
• 3 Excel Hacks that Will Save You a TON of Time
• The Science Behind Reducing Bad Hires
• 10 Critical Questions You Need to Ask Every Travel Nurse• 10 Critical Questions You Need to Ask Every Travel Nurse
• 5 Smart Ways to Test Headlines and See Huge Results

21. Experiment #1
Come up with 5 different title variations for this topic:
“Why your best employees are leaving your company.”

22. Compelling Images

23. Compelling Images

24. Compelling Images

25. Evoke Emotion

26. Experiment #2
Come up with 3 different images from www.istock.com for this topic:
“Why your best employees are leaving.”

27. 1 article = months of content.
5 Surprising
Reasons Why
People Quit
Their Jobs
5 Critical Things
That Keep
People From
Jumping Ship
These BIG
Management
Blunders Can
Ruin Morale

28. 1 article = months of content.
5 Smart
Management
Hacks That
Improve Morale
and Create Smiles
The Science
Behind
Improving
Morale and
Teamwork
Apple.
Southwest.
Google. How
Smart Companies
Retain Top Talent.

31. “Okay, I have some content.
Now what do I do with it?”

32. When to post?
Facebook Insights

33. • LinkedIn – How to choose groups.
Where and how to post?
• LinkedIn – How to choose groups.
• Blog content sharing – HaleyMarketing.com example.

34. Experiment #3
Find at least 3 relevant LinkedIn groups
Case 1:
Technical recruiting
firm in California
Contract Assignments
Case 2:
LI/Clerical
90% temp staffing
Case 3:
Executive Recruiter
100% perm
placement, high levelContract Assignments
Developers, Project
Managers, Data
Analysts, ERP
Specialists.
Offices in San Diego,
Carlsbad, Irvine
placement, high level
professionals
National
Accounting/Finance
Engineering

35. “So, I shared my content…
How do I get more people to see it?”

36. Build bigger networks.

37. This is a take home experiment
- Get a list of attendees for an upcoming
job fair or trade show.
- Go to LinkedIn > My Network > Add Contacts.
Experiment #4
- Go to LinkedIn > My Network > Add Contacts.
- Select Import File.

38. Give Your Engagement a Kick Start!

39. Social Sharing
Increase Engagement
Increase in Post Reach
• 3 Likes + 1 Share = 211 Reach
• 4 Likes + 1 Share + 7 Comments =• 4 Likes + 1 Share + 7 Comments =
494 Reach
• Facebook Algorithm favors
conversation. Encourage people to
comment – start internally!

40. • Engage with the company brand
- Example: www.facebook.com/haleymarketing
• Engage with co-workers
Social Sharing
Increase Engagement
• Engage with co-workers
- Example: LinkedIn Recent Activity

41. Choose 1:
- Visit your company Facebook page and like,
comment and share an article.
- Visit www.facebook.com/HaleyMarketing/
and like, comment and share an article.
Experiment #5
and like, comment and share an article.
- Visit a co-worker’s LinkedIn updates and comment.

42. Boost your reach with paid
promotion.

43. Paid Targeting – Live Example
Who has a current
recruiting challenge?

44. “Hey, this is getting fun.
But what’s the point?”

45. It’s all about conversion.

46. Creating calls to action.

47. Write copy for 5 Calls to Action
that you could add to your website.
Experiment #6

48. “Wow, there’s a lot to this.
Let’s put it all together”

49. The BIG conclusion
Do your own experiments!
• Test topics
• Test writers
• Test format
• Test when and where you post
• Use data to make smarter decisions
• Rinse, lather and repeat!

50. Any
questions?
1.888.696.2900
bsmith@haleymarketing.com
LinkedIn.com/in/bradmsmith
dsearns@haleymarketing.com
LinkedIn.com/in/davidsearns

51. 19 things
YOU MUST DO!

52. Must do #1
Embrace social…or just give the business away!
Light industrial staffing agency with offices in NC and SC

53. Must do #1
Embrace social…or just give the business away!
• Check out this Google Analytics data.
• It’s from a staffing firm with 10 offices in North and South Carolina.
• In one month, they had nearly 11,000 visitors to their website.
• Not bad…• Not bad…
• But compare that to this next firm…

54. Must do #1
Embrace social…or just give the business away!
Light industrial staffing agency with fewer offices in NC and SC

55. Must do #1
Embrace social…or just give the business away!
• Here is a firm in the same markets…with half the number of offices.
• In one month, they had:
• More than 42,000 visitors.
• 108,000 pages viewed on their website.• 108,000 pages viewed on their website.
• The difference? 100% driven by social media!

56. Must do #2
Understand how you will achieve results.
• Connect. Nurture. Close.
This is the direct selling model (think of it as social media cold calling).
• Attract. Engage. Convert. Close.
This is the inbound marketing model (it’s about selling…without having to sell).

57. Must do #3
Use social for DIRECT sales.
• Build your networks…with the right people.
• Use direct messaging to communicate.
Use content to start conversations• Use content to start conversations
and nurture relationships.
• Ask for referrals. Ask for help. Ask for the sale.

58. Must do #4
Use LinkedIn to gather intel.

59. Must do #4
Use LinkedIn to gather intel.
• Before making a sales call, do your research.
• When planning out content, look at what your best
clients engage with.
• When choosing which Groups to join, look at the• When choosing which Groups to join, look at the
groups where your clients and prospects are members.
• Look at any “shared contacts” you have with prospects.

60. Must do #5
Build your network…every day!

61. Must do #5
Build your network…every day!
• Connect on social with every contact you come across.
• Import your address book or tradeshow lists into your
social accounts and connect.
• Make it easy to follow your social accounts on your• Make it easy to follow your social accounts on your
website and email signature.
• Set a quota for yourself and your staff.

62. Must do #6
Endorse prospects before you call.

63. Must do #6
Endorse prospects before you call.
• Two to three days before calling on a client or prospect,
endorse them on LinkedIn.
• LinkedIn will notify them about your endorsement.
• This increases name recognition, builds goodwill, and• This increases name recognition, builds goodwill, and
turns your cold-call into a warm-call!

64. Must do #7
Use Twitter advanced search to find key people.

65. Must do #7
Use Twitter advanced search to find key people.
• Search by company, name, keyword, etc.
• Look for people using key terms like “hiring,” “job,” etc.
• Search within your specific geographic region.
• Identify other vendors that already have the ear of your
audience—and connect with them!

66. Must do #8
Use Tweepi to build followers.

67. Must do #8
Use Tweepi to build followers.
Tweepi allows you to quickly follow the followers of other
Twitter accounts. Take 5 minutes each day to follow others.
Start with the followers from:
• Your competitors
• Local Chambers of Commerce
• Industry associations
• Business associations
• Other vendors that sell to your audience

68. Must do #9
Use Twitter to SELL!

69. Must do #9
Use Twitter to SELL!
• When at conferences, look for people live tweeting.
• If you see a client or prospect tweeting, retweet them.
• If they follow you, message them.
(And if you’re not connected, follow them).(And if you’re not connected, follow them).
• Give them a compelling reasons to meet.
• Turn your twitter conversation into a live conversation.

70. Must do #10
Ask for referrals and endorsements.
“91% of customers say they’d give referrals.
Only 11% of salespeople ask for referrals.”
Source: Dale Carnegie

71. Must do #10
Ask for referrals and endorsements.
Once you gather those testimonials:
• Ask people to also leave them on social review sites like
Yelp, Indeed, Glassdoor, Google, etc.
• Turn the testimonials into bold visuals that you can post• Turn the testimonials into bold visuals that you can post
on social sites.
• Embed the testimonials graphics on your website.

72. Must do #11
Use content to create conversations.

73. Must do #11
Use content to create conversations.
• Post content with a bold message (take risks!).
• When posting to social media (a group or status update),
ask a question or ask for a comment.
• Be timely or even controversial.• Be timely or even controversial.
• Mix in pop-culture or local events/news.
• Kick start the conversation by getting internal staff to
comment.

74. Must do #12
Use a mix of media that includes video.

75. Must do #12
Use a mix of media that includes video.
• Video gets more engagement on all social sites.
• It doesn’t have to be fancy. Use your Smartphone or create
animated videos with sites like Powtoon and Animoto.
• Besides video, try to include a mix of content formats that• Besides video, try to include a mix of content formats that
includes static photos, infographics and plain text.
• Variety yields the greatest response.

76. Must do #13
CATS!
The post:
- Was shared 17 times
- Was liked 54 times
- Received 128 comments
And a company thatAnd a company that
usually reaches around
100 people per post,
reached 7,692 Facebook
users with a single post.

77. Must do #13
CATS!
What do we really mean by this?
• Create content around things people are passionate about.
• Don’t be afraid to get personal.
• Step outside your comfort zone.
• Fun, less business focused content often generates the
most engagement.

78. Must do #14
Turn your website into a lead generation machine.

79. Must do #14
Turn your website into a lead generation machine.
• Make sure it’s easy for people to “convert” (take action).
• Create a graphic call to action on every page of your site.
• Make forms as short as possible (long-forms have high
drop-off rates).
• Use sidebars, footers, in-copy links and more to drive
traffic to pages that convert.

80. Must do #15
Share content. Then share more.
Status updates. LinkedIn groups. Social messages. Automate. Get your team involved.
If you share consistently, you will see these spikes in traffic!

81. Must do #15
Share content. Then share more.
• Sharing yields responses…almost immediately.
• The more you share, the more traffic you will generate.
• Sharing is a team sport, get everyone involved.
• Share everywhere you can (not just one social site).• Share everywhere you can (not just one social site).
• Make time for sharing every day.
• Automate sharing with tools like Buffer.

82. Must do #16
Use data to know when and what to post.
Look for spikes
in traffic
What did I share?What did I share?
Where did I share it?Where did I share it?
How did I present it?How did I present it?

83. Must do #16
Use data to know when and what to post.
• Identify the pages on your site that get the most traffic.
• Create additional content around your most popular
topics/pages.
• Test different days/times on social platforms to see if there
are spikes in traffic/engagement.are spikes in traffic/engagement.
• Continually test and adjust.

84. Must do #17
Boost your reach with paid promotion.

85. Must do #17
Boost your reach with paid promotion.
Social media sites are becoming a “pay to play” forum.
Without putting advertising dollars behind your posts, total
reach will continue to decline.
But for a relatively low budget you can reach the exact rightBut for a relatively low budget you can reach the exact right
audience and drive a lot of engagement.

86. Must do #18
Re-engage clients and candidates with remarketing
A user visits your
website.
Facebook places a
“cookie” in this
The user leaves
your website and
The “cookie”
triggers your adwebsite. “cookie” in this
user's browser to
show they've
visited your
browser.
your website and
visits Facebook
triggers your ad
and content to be
shown. This gives
you another
chance to advertise
to this prospect.

87. Must do #18
Re-engage clients and candidates with remarketing
In this example, our client
saw a 300% increase in
the number of visitors
returning to their website.
This led to a 118%
increase in conversions!

88. Must do #19
Get started now…it can have an immediate impact!
A single post to a LinkedIn Group saw immediate, and extended traffic.

89. Give Me
22 Minutes
(How to Make Social Media Easy)(How to Make Social Media Easy)

90. 2. Use the “People You
May Know” Tab.
• Build your network
• Use LinkedIn's "People You May Know" feature and send out two
connection invitations (2 minutes)
• Build your reputation
• Auto-feed blog content to your LinkedIn profile (0 minutes)
• Status update with a recent search assignment or placement (1 minute)
• Read discussions in 1-2 groups and "like" or "comment" (5 minutes)
12 min.
• Read discussions in 1-2 groups and "like" or "comment" (5 minutes)
• Manually post a blog to several LinkedIn groups using the LinkedIn
Share button on the blog (1 minute)
• Sell
• Connect with 1-2 key decision makers at prospect firms (1 minute)
• Send a 1:1 message to a prospect (1 minute)

91. 2. Use the “People You
May Know” Tab.
• Build a relevant following
• Use Tweepi to follow the people who follow a competitor (5 min)
• Build your local office brand
• Auto-feed blog content to your Twitter account (0 minutes)
• Auto feed local jobs to your Twitter account (0 minutes)
• Retweet key influencer or prospect Tweet (10 seconds)
8 min.
• Find sales opportunities
• Conduct Advanced Search for new job postings (1 minute)
• Search for a local business on Twitter and begin following (1 minute)
• Follow a local executive or key local leader (1 minute)

92. 2. Use the “People You
May Know” Tab.
• Auto-feed blog content to your Facebook account
(0 minutes)
• Visit the corporate Facebook page and Like,
Comment and Share a post (1 minute)
• Post an interesting article or image
on Facebook (1 minute)
2 min.
on Facebook (1 minute)

93. Automation Tools
www.bufferapp.com
Free tool. You create an account and link
your social profiles and share to every profile
with one click.
https://hootsuite.com/plans/free
Free trial. Manage multiple networks,
schedule posts and watch your audiences.

94. Need Help?
1.888.696.2900
bsmith@haleymarketing.com
LinkedIn.com/in/bradmsmith
dsearns@haleymarketing.com
LinkedIn.com/in/davidsearns