EIA2018Portugal - Ross Kingsland - Social Networking For Customer Engagement and Sales Messaging

Social Networking For Customer
Engagement And Sales
Messaging
Ross Kingsland
CEO
Social Media Thunder
@RossKingsland1

Social Media Thunder
Fame?
Celebrity?
Glory?

EIA Cascais 2017
Fame?
Celebrity?
Glory?

Social Media Rules Of The Game

Just How Important Is Social
Media?

Which Channel Is
Right For You?

Which Channel Is Right For You? (B2B)
Business page
and...
Personal page of
CMO (minimum)

Which Channel Is Right For You? (B2C)

Don’t Stretch Your Resources

How To Set Up Your Personal Twitter Account

How To Set Up Your Personal Twitter Account
Use the hashtags #tech , #growthhacking
and the name of your priority market
Instead of ‘Managing Partner’ put CEO or
CMO or CBO or CTO etc
Instead of ‘London’ add your country or
state. Eg UAE, Canada, LA, NY etc
Include a link to the your website here.

How To Set Up Your Business Twitter Account

How NOT To Set Up Your Business Twitter Account

How To Set Up Your Personal LinkedIn Account

How NOT To Set Up Your Personal LinkedIn Account

How To Set Up Your Personal LinkedIn Account (under Experience)
Add new:
CEO / CTO / CMO / COO etc
Company Name (this will auto-populate)
Date - to present.
Create copy and have same in all
profiles
Add your media links:
Home page
Youtube media

How To Set Up Your Business LinkedIn Account
Key Indicators of Trust

How Not To Set Up Your Business LinkedIn Account

How To Set Up Your Business Instagram Account

How NOT To Set Up Your Business Instagram Account

How To Set Up Your Business Facebook Account

How NOT To Set Up Your Business Facebook Account

Rule 1: You should
always have more
followers than those
you are following.
Followers > Following

Rule 2: Don’t be a Social Slut

Rule 3: Speaking to win

Useful, Fun, Interesting, Personal
Useful 50%
Fun 20%
Interesting 20%
Personal / Corporate 10%

Useful 50%

Fun 20%

Interesting 20%

Personal / Corporate 10%

Overriding Truth, It’s ALL About
Your Audience, Not You.

Decision
Making Is
Many Small
Decisions
Adding Up To
Large Change

Your New
Bible
Influence: The
Psychology of
Persuasion
By Dr Robert
Cialdini

6 Principles of
Influence
1. Authority
2. Social Proof
3. Liking
4. Reciprocity
5. Commitment &
Consistency
6. Scarcity

Indicators Of Authority
“World Leading”
“Award Winning”
“Expert”
How can your social
media show that you are
an authority on your
industry?

Approaching New
Potential Clients
Note: Only start approaching new
clients once your Twitter and
Linkedin Profiles are set up as
instructed.
Rules of Business Development:
1. Everyone wants to buy, no one wants to be sold to.
1. Establish trust and authority as an expert. (Watch
this video on how to build trust - ignore the context
but understand the technique)
1. Never try to sell, close or get a meeting on the first
interaction.
1. Start a conversation with them and let it develop
from there.

Approaching New
Potential Clients
instructed.
IMPORTANT: Focus on
individuals rather than
companies as it will mainly be
other agencies who are posting
on company social media
profiles.
Twitter:
1. Follow the target company on Twitter
1. Follow the founder / CEO / Managing Director /
President if they are on Twitter
1. Follow members of their staff.
1. Retweet or like something they have posted.
1. Comment on something the founder / CEO / MD
etc has posted - they want to be high up in the
company
a. Do not comment on something that the
company Twitter account has posted.
2. Ask them to follow you back on Twitter and follow
up on Direct Messages
1. After 1 or 2 messages ask for their email and say
you will email them.

Approaching New
Potential Clients
instructed.
IMPORTANT: Focus on
profiles.
Twitter example:

Approaching New
Potential Clients
instructed.
IMPORTANT: Focus on
profiles.
LinkedIn:
1. Follow the target company on LinkedIn
1. Join the same groups that they are in.
1. Connect with members of their staff who are lower
down in the company.
1. Retweet or like something they have posted
1. Comment on something they have posted
a. Compliment them on their insight, thought
process or perspective.
b. Make sure you only reply to individuals not
company accounts.
2. Once you have more than one person from the
organisation reach out to approach the CEO with
the “add note” option.
1. Once you have connected ask them if it is ok to
email them and the best one for them.

Approaching New
Potential Clients
instructed.
IMPORTANT: Focus on
profiles.
LinkedIn example:
Note: People will connect
with you if you share the
same connections and are
part of the same groups.

Approaching New
Potential Clients
instructed.
IMPORTANT: Focus on
profiles.
LinkedIn example:
Note: Congratulate them
on how well they are doing,
then offer to support them
or to help get their
message out wider.

Control Perception,
Control Reality
@Social_Thunder

Thank You EIA
www.SocialMediaThunder.com
Ross Kingsland
www.SocialMediaThunder.com
@Social_Thunder
Smile@SocialMediaThunder.com
@RossKingsland1

EIA2018Portugal - Ross Kingsland - Social Networking For Customer Engagement and Sales Messaging

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