11/17/10 presentation to WOW networking group on using social media to find and close business. Specific focus on understanding customers and finding/creating content.

1. Using Social Media to Find And Close More Business Matt Heinz Principal, Heinz Marketing LLC [email_address] @heinzmarketing

3. Let’s talk about you first…

4. Your business objectives

5. Your business objectives

6. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)

7. Your customers

8. Listening

9. Listening via RSS Feeds

10. Listening via Twitter

11. Listening via TweetDeck

13. What are they talking about?

14. The buying progression Solution Problem/Pain Objective/Outcome

16. Your anchor

17. Planning content Theme 1 Week 1 Theme 2 Theme 3 Theme 4 Week 2 Week 3 Week 4

18. “ Reactive proactive”

20. What you’ll see…

21. What you’ll see…

22. Gist as your dashboard

24. One thousand options…

26. Questions?