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Social Networking For Sales People -- Dallas Keynote


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Social Networking Secrets for Salespeople as presented at the ASI Show in Dallas. Tips and targeted techniques to help salespeople (especially advertising specialty salespeople) maximize results from facebook, linkedin, twitter and youtube. The slides provide the outline, attend the keynote presentation at the New York ASI Show on May 6th to get the full benefit of the presentation.

Published in: Business
  • Excellent practical advice on how to use all 3 major social networking sites
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Social Networking For Sales People -- Dallas Keynote

  1. 1. Build Your Brand&<br />Your Business With <br />Social Networking<br />Dale Denham, ASI<br />
  2. 2. A Note About This Slide Share Presentation<br />This is a very detailed presentation supported by<br />significant additional information when presented live<br />that provides the best experience. <br />I invite you to enjoy this keynote presentation live in New York at the ASI Show May 6th at 8:30.<br />Slide Share does NOT display transitions so many of the images supporting the content are removed.<br />Some time after the New York Show, I will add audio to <br />this presentation and make it available on slide share <br />although many images will still be missing.<br />
  3. 3. Simple Definition<br />social networking<br />= <br />sharing/networking online<br />
  4. 4. It’s not too late<br />We Are Here<br />You Will Be Here<br />
  5. 5. #1 Reason Salespeople Should Use Social Networking Sites<br />Warm Up Your Cold Calls<br />
  6. 6. Warm Up Your Cold Calls<br />100 calls = 1 sale<br />1 in 10 calls get an appointment<br />1 out of 10 appointments gets a sale<br />Social Networking + 10 calls = 1 sale<br />1 in 5 calls get an appointment <br />1 out of 2 appointments gets the sale<br />
  7. 7. Benefit From Social Networking<br />Stay in front of clients & prospects<br />Know your clients/prospects better<br />Identify unknown connections<br />Find new prospects<br />Branding<br />Sales<br />Fun <br />
  8. 8. If Nothing Else…<br />Improves your Google ranking<br />
  9. 9. It Can Be Overwhelming<br />These sites may be more valuable than your company website<br />
  10. 10. These Sites May Be More Valuable Than Your Corporate Web Site<br />
  11. 11. Facebook – Getting Started<br />Set up a personal account<br />Vanity URL<br />Connect with family & friends<br />Upload pictures <br />Write on walls<br />Read updates<br />Have fun<br /><br />
  12. 12. Facebook For Business <br />Personalor fan page?<br />3 potential reasons<br />Personal life is personal<br />Business is business<br />Company vanity URL<br />I limit fan pages<br />
  13. 13. Connect With Business Connections<br />Industry colleagues <br />Staff<br />Friendly clients<br />All clients, past and future<br />Use the friend finder tool<br />Do NOT try to connect with people you don’t know on Facebook<br />
  14. 14. Selling on Facebook<br />DO NOT SELL ON FACEBOOK<br />It’s about networking, NOT Selling<br />
  15. 15. Networking On Facebook – Personal Focus<br />Listen & observe <br />What clients/prospects are doing<br />Learn about families, interests & activities<br />“What’s happening”<br />Interesting pictures <br />Kids<br />Events<br />
  16. 16. Networking On Facebook – Business Focus<br />Status updates at tradeshows<br />Upload pictures of new & cool products<br />Exciting products with broad appeal<br />Time your posts for maximum viewing<br />
  17. 17. Advertise on Facebook!<br />As little as $1 a day<br />Pay per click <br />Pay per impression<br />Target your audience by<br /><ul><li>Location
  18. 18. Age
  19. 19. Sex
  20. 20. Keywords
  21. 21. Workplace
  22. 22. Languages</li></li></ul><li>Favorite Tip For Facebook<br />HAPPY BIRTHDAY!<br />Send cards, invite people to lunch. <br />Better yet, send a personalized gift!<br />
  23. 23. LinkedIn<br />The professional networking site<br />3 key purposes <br />Expose credentials to customers<br />Expose your entire network to you<br />Find new customers<br />
  24. 24. Why Be Active On LinkedIn<br />Some people only connect with personal friends on Facebook<br />Gives you a professional profile<br />Referrals & introductions<br />Prospecting<br />Google<br />Lots of users, you never know…<br />
  25. 25. Getting Started With LinkedIn<br />Upload your picture, bio and full resume <br />Dedicate time to do this right<br />Vanity URL<br />Upload contacts <br />Link to suppliers<br />Ask people to endorse you <br />Clients and vendors<br />
  26. 26. Prospecting On LinkedIn<br />Advanced search <br />Getting contact names<br />You may have connections<br />
  27. 27. What To Do On LinkedIn<br />Read/Post status updates<br />Recommend people <br />Often reciprocal<br />Amazon reading list<br />SlideShare<br />Groups<br />Prospecting<br />
  28. 28. Twitter<br />Big waste of time?<br />Hardest to see benefit at first<br />Microblogging = 140 characters<br />
  29. 29. Why Tweet?<br />Google<br />Be informed<br />Prospecting <br />Prospects can connect with you <br />As long as there is some reason<br />Most other won’t try<br />Spend the least time on thisuntil you are savvy with the others<br />
  30. 30. Getting On Twitter<br />Create your profile <br />Keep SEO in mind<br />Vanity URL<br />Create a twitter background <br />Free backgrounds available but you need a background with your logo and colors<br />Follow @asicentral, @daledenham, @mashable, etc.<br />Look who they follow & follow them too<br /><br />
  31. 31. Searching<br />Use “hash” tags (#ASISHOW)<br />Great for meeting people at events<br />Search for keywords<br />“Marketing &” location<br />
  32. 32. Talking To Yourself<br />Tweeting without followers is a lot like talking to yourself<br />A chance someone will overhear you but it is not likely<br />You need followers so your first job is to follow people<br />
  33. 33. Followers<br />Listen<br />Post a few good tweets<br />Follow a few smart people and RT them<br />Follow people who follow you<br />Tweeting not likely to bring you direct business<br />Follow people you want to connect with<br />
  34. 34. Twitter Success Story<br />Single order from NPO in 2008 <br />No reorders<br />Could not get past gatekeeper<br />Followed all her clients <br />ReTweeted their tweets<br />June 2009 got Direct Message<br />Ordered $5k, $4k & working on $2k<br />
  35. 35. Getting Aggressive On Twitter<br />Offer free incentives when people follow you <br />1 good tweet could equal thousands of impressions <br />
  36. 36. My Favorite Twitter Tools<br />Tweetdeck<br />Uber Twitter<br /><br />
  37. 37. YouTube<br />Create good videos<br />Use good descriptive information for SEO<br />Upload supplier videos<br />Add your branding (with permission)<br />SEO & storage for the average distributor <br />Few will make videos that will go viral<br />
  38. 38. Rules To Follow On All Sites<br />Do not sell<br />Be relevant & transparent<br />Live as if your mom is watching<br />Remember if you are mixing<br />Don’t play games<br />Don’t drink and post<br />Have fun!<br />
  39. 39. Other Tools<br /> – my favorite for getting detailed contact information<br /> – Easy blogging tool, good for SEO but also to expand on thoughts beyond 140 characters on twitter<br /> – email marketing and reputation management<br /> – Shorten long URL’s(especially valuable for twitter)<br />
  40. 40. Measuring Success<br />Website traffic <br /> link clicks<br />Google analytics<br /># friends/followers<br /># retweets<br /># of appointments<br />Strength of relationships<br />$ales<br />
  41. 41. Key Points To Remember<br />Personal &Business<br />Mix<br />Networking<br />Not<br />Selling<br />Glean Personal Information<br />Advertise<br />On<br />Facebook<br />Prospect on<br />LinkedIn<br />Listen & <br />Engage<br />Google Ranking<br />VanityURL<br />Warm Up Cold Calls<br />Have<br />Fun<br />
  42. 42. Get Started<br />
  43. 43. $ales<br />Focus On <br />
  44. 44. Thank <br />You<br /><br /><br />