As presented at Geiger Galleria. Social selling 201 focuses on using LinkedIn more effectively and provides some engagement tips with clients.

1. Social Media 201
• Maximizing LinkedIn
• Engaging Clients
• Discussion / Q&A

2. LinkedIn
• Just a tool, like all technology
• Good sales skills required

3. Who Would You Select?
The P.O.P. Shop and it's team of marketing superheroes
provides creative printing and unique promotional
products to build brands. The superhero-themed
promotions firm blends creative printing, packaging,
promotions and branded products to build respected
brands. The company can design and develop powerful
direct mail, sales kits, point-of-purchase programs,
promotions or internal branding. A single source allows
clients to get back to marketing and growing their brand
rather than managing multiple vendors. The P.O.P.
Shop’s creative marketing expertise is where clients will
find the most added value, and view the team of
superheroes as an extension of their marketing
department.
• 19 written recommendations
I have known Sonya for over 15 years. She is my go-to
person for any promotional products as she is fast,
responsive, always on time, on top of every detail, and I
can count on her to ensure everything is perfect and in
budget!
• No endorsements
• No recommendations
• No Bio

4. Your personal brand
• Customer centric profile!
– Don’t brag about top seller, etc
• Expanded the company into the [] market
Aggressively grew the [] area sales from $0 to over $125,000 in just 8
months
Day to day includes cold calls, creating a marketing strategy, managing advertising budget, setting
appointments, meeting with customers, creating product ideas that are a win - win for [] and the
customer, quoting the project, closing the deal, collecting payment and asking for referrals
Successfully manage the balance between rush orders, delivery deadlines, new orders and any
obstacles along the way

5. Prospects Research You
As your consultant, I will work with you:
- to ensure products meet current safety guidelines
- to keep you up to date on new products and events
- to get the best return on your promotional investment
- research unique ideas for your event, theme and
budget
- grow your sales by helping you plan effective
promotions
- create programs to motivate employees through
recognition, incentives and awards
- draw people into your trade show booth with creative
give-a-ways
- select gifts to thank your employees, customers and
vendors
- source custom products overseas and domestically
- create a Uniform program for your staff
and more..........!!!
• 9 recommendations
July 2010 – Present (3 years 1 month)I
specialize in promotional merchandise
branding. I manage corporate accounts in a
variety of industries, i.e. healthcare,
transportation, advertising, agriculture,
education, hospitality, real estate and much
more! I source products overseas and
domestically to find creative solutions for
promotional merchandising products that
work with my customers' brand, event, theme,
budget and marketing goals. My goal is to
help you find the right items to maximize your
brand and advertising potential. Whatever
the item...apparel, pens, executive gifts, trade
show give-a-ways, awards, decals, drinkware,
food items, bags, etc.......Here at Geiger, we
want your brand to inspire others and I can
help you do this effectively and with peace of
mind.....it's called Brandspiration!

6. The Headline
• Not your title!
• See search results

7. Your Picture
• Make it professional and visible
• Focus on the face
• Look appropriate for $50,000 meeting

8. Linked Websites
Choose other and
type name
1. GeigerMall site
2. Your blog
3. Online portfolio
or Geiger.com

9. Endorsements
• Endorse a few connections weekly

10. Endorsement Notification

11. Recommendations
• Recommend 1 client monthly (give)
• Ask for recommendations (get)
– Not people you recommended

13. Content On Your Bio

14. You have a great
profile, so what
now?

15. Building Your Network
Focus on people you really know!
• Let LinkedIn search email for contacts
• Connect after a good meeting
• Review the “People You May Know”

16. Accept This Connection?
• The favor test: Would you do a favor
for this person, or ask a favor of them?

17. Introductions
• Include a short paragraph of how you
would like to be introduced
• Specify why you want to be
introduced
• Be appreciative

18. Inmail
• Use sparingly
• Still seen as SPAM

19. LinkedIn Groups?
• Target the right group
– Many groups waste time, all selling
• Get involved
– Ask & answer questions
– Share resources
– Start meaningful conversations
• Contact with other members

20. Paid Subscription?
• Searches
– More results & criteria
– Hide who you are but still see who viewed
– Saved searches

22. OpenLink
• Let’s any user message you
• Requires premium

23. LinkedIn “Contacts”
• Contact, meetings, emails, and more
• Keeps contact information up to date
• Creates index of your email messages

24. Research
• Research your prospects
– Before every call/meeting
– On every network
– Background including jobs & education
– Latest status updates
– Important dates
– Common connections
• Always. Always. Always.

25. Dig Deeper
• Decision influencers
• Related industry’s /
clients
• Multiple points of
entry into the
organization

26. Job Changes
• A great reason to reach out

27. Create Warm Leads

28. Prospecting
• Cold calling sucks
• Higher ROI with leveraged connections
– Look for shared connections
• Find leads & get idea of the prospect
• Initiate offline conversations

30. Connecting With LinkedIn
• Common
– Location
– School
– Group

31. Power Tip – Engage Viewers
• Review who visits your profile and
reach out

32. Status Updates
• LinkedIn 0-3 times daily, not all at once
– At least 1 time per week
• Business oriented
• Connect account with Twitter

33. General Engagement
• The remaining slides apply to all social
media

34. Engagement 101
• Share posts two to three times a week
• Comment on other peoples posts
• Content must interest target audience
• Every comment, like, follow,
endorsement is a touch that keeps you
top of mind

35. Engage With Your Audience
• This is where the real magic happens.
• Think of “LIKE” as a cash tip
– They add up, share them freely!

36. Engaging Opportunities
• Tagging / Mentioning – critical
• Commenting where appropriate
• Retweeting / reposting

37. Blog comment tip
• Comment on a low traffic blog and
get top of mind to the author
• Use # searching to identify potentially
interesting people and blogs
– #marketing
– #tradeshow

38. Posting
• Consistently write about your expertise
on a specific topic, you’ll become
known for it, and people will gravitate
to you and follow you.
• Buyers do not want a sales
representative. They want a trusted
advisor. Engage and build
relationships.

39. Client engagement
The P.O.P. Shop
• Sent popsicles to
top clients and
we got a photo &
a mention.
• It helps to be
connected to
your clients so
they can show
you some love

41. Top of Mind Strategy
• Follow your clients on all sites
• Focus on 1 site at a time
• Focus on 1 client at a time

42. Summary
• Rock your profile
• Research
• Prospect
• Engage

43. Q & A