Social selling 101

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A high level overview of social selling presented at Geiger Galleria to Geiger sales partners.

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  • ZMOT – The decision-making moment that takes place a hundred million times a day on mobile phones, laptops and wired devices of all kinds. It’s a moment where marketing happens, where information happens, and where consumers make choices.
  • Social selling 101

    1. 1. Social Media 101 • Social media basics • Sites to focus your efforts • Some social tools • De-cluttering your newsfeed • Content • Q & A time
    2. 2. Why • Never talk about the weather again • Top of mind • Search Engine Optimization (SEO)
    3. 3. Steps to Success • Observe • Pay your dues • Don’t be stupid • Be involved in multiple sites • Make meaningful connections • Be confident, kind, humble, helpful, & original
    4. 4. Followers = Credibility There are two kinds of people on social networks: those who want more followers and those who are lying. Kawasaki, Guy What the Plus! Google+ for the Rest of Us
    5. 5. To whom will you be relevant? • Prospects • Buyers • Niche industry • Pick a primary goal My bio on LinkedIn: At Geiger, we have some very cool technology that is driving efficiency for our organization but also for our sales force. We continue to focus on how to bring more value to our sales partners and our production partners. On occasion, it is not new technology but better utilization of existing technology.
    6. 6. Be Authentic
    7. 7. Be Responsive • If you are on a network, check it regularly – Respond timely to invitations and email
    8. 8. Universal Social Terms • #Hashtag – Categorization – Phrases become searchable links • Vanity URL = Your profile web address – www.linkedin.com/in/daledenham • @=universal for usernames (+ for Google+) – Used for tagging people • Tagging= Identify & notify someone in a post • URL Shorteners = makes a long link short – Bit.ly, owl.ly, goo.gl, etc..
    9. 9. • Searchable links – Make posts public for maximum exposure • Leverage widely used for exposure • Use to search at events #GeigerGetsIt • Works on all social sites
    10. 10. User Names/Vanity URL • All user names become your address • Use your real name www.twitter.com/daledenham – If taken, add relevant information www.twitter.com/daledenhamgeiger • Capitals do not matter
    11. 11. Personal or Business • For 99% of us, the focus should be personal
    12. 12. Bios/ Profile • The 2.9 second impression • What people see in Google resultsTechnology savvy business professional, father, husband, lover of books, technology, exercise and great friends. Geiger CIO
    13. 13. Profile Your résumé A sales pitch Window into your soul
    14. 14. Profile Photo • Photo where you have a genuine smile • Likable and trustworthy • Tight shot, emphasize face • Not your family – Except maybe Facebook
    15. 15. Surround Your Clients • Twitter – Prospecting – Younger, it’s about perceptions • Facebook – Close relationships – Everyone, it’s about people • LinkedIn – Prospect, develop – Professionals, it’s about business • Google+ – All the above – Early adopters, passions
    16. 16. Twitter • Open network • Insights to people & companies • Tweet = Post – RT=Retweet or Repost • DM = Direct Message (email) – Must both be following each other
    17. 17. LinkedIn A Strategic Resource • Positioning • Prospecting • Prospects are researching too – Speeds up sales cycle – Circumvents competition – Informs you of job changes
    18. 18. Facebook • Network with people you know • Most personal of all networks
    19. 19. Google + Facebook is where you talk to people you do know, about things you don't.. Google+ is where you talk to people you don't know about the stuff that you do…
    20. 20. You Can’t Ignore Google+
    21. 21. Use These Sites Too
    22. 22. Blogger / Tumbler • Blogs are a great for long content • Adds credibility • Additional SEO value • Link back to social profiles Geiger CIO Dale Denham, MAS+ provides practical insights on how you can benefit from technology in no nonsense terms. Follow him on Twitter:@GeigerCIO or @daledenham.
    23. 23. SlideShare • Learn • Engage • Post – SEO value – “Fishing”
    24. 24. YouTube • Share good videos • How many views make it worth your time? – More than 100? Do something else.
    25. 25. Limited value for our sales partners • FourSquare – Discovery • Pinterest – Pictures • Flickr – Pictures • Instagram – Pictures – Enough traffic on Instagram to consider • Goodreads – Connect with readers Other Social Sites
    26. 26. Social Media Tools • Rapportive for Gmail users • Social Connector for Outlook Users – LinkedIn & Facebook http://office.microsoft.com/en-us/outlook/outlook-social-connector-partner-listing-FX102317540.aspx
    27. 27. Social Media Tools • Hootsuite – Manage multiple sites • Klout – Measure your “klout” • Paper.li – Create article digests
    28. 28. Make The Most Of Your Social Time
    29. 29. Segment Relationships • Fine tune the consumption of content • Target delivery of content – Friends – Prospects – Groups – Everyone
    30. 30. Filter out the noise • Block idiots, don’t respond • Facebook – Blocking games – Hiding people • LinkedIn – Hiding people • Twitter (just unfollow!) • Google – Hiding people
    31. 31. Facebook security Settings • Take time to review
    32. 32. LinkedIn Security • Very little should be private • Visibility – Let people know you viewed • Make connections visible – Unless you connected with dubious competitors
    33. 33. Promotional Content? • Earn the right by providing great content • Never more than 5% of your posts
    34. 34. Content • Less than 5% of your posts can sell • Do NOT post email/phone on content • Share links, case studies, tech tips, etc.
    35. 35. Soft Sell Content
    36. 36. Soft Sell Content Ideas Use yourself whenever possible • Unpacking clients order • Your customer with their product • Being fun/silly with any product • Details about a truly cool order • A look back at 2013 best products • A look forward at 2014 products • Anything “behind the scenes”
    37. 37. Content • Social media is an individual endeavor – Sharing stock content is hard to do well • Did a prospect ask a good question? – Blog about it and your solution • Sonya Beam balloon article • Great articles – Share from others – Find on your own from sources like ZITE
    38. 38. Engagement 101 Stay positive. Stay uplifting. Or stay silent.
    39. 39. Summary • Surround Your Prospects – Twitter – Prospecting – Facebook – Close relationships – LinkedIn – Prospect, develop – Google+ – All the above
    40. 40. Summary • Know who you want to be • Focus on the personal relationships • Professional profile and photo • Segment your relationships • Engage
    41. 41. Social Media 201 • Learn how to fully engage clients • Learning, Living & Loving LinkedIn
    42. 42. Q & A

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