Social media for salespeople

Social media for salespeople

• 1.
  By Douglas ERice For YSU’s “Professional Selling Course” Fall 2012 Instructor: Ron Emery
• 2.
  Perceptions on Sales What do you think of when you think of sales as a profession?  Sales vs. Marketing  B2B sales vs. B2C sales  Sales as relationship-building
• 3.
  Perceptions on SocialMedia  What do you think of when you think of social media/networking?  Personal vs. business use of social media  B2B vs. B2C social media  Social Media Marketing vs. Engagement
• 4.
  The Social SalesProcess 1. Find target customers 2. Connect with target customers 3. Nurture relationships 4. Meet with target customers 5. Acquire the accounts Catchy Acronym
• 5.
  Find Target Customers Finding is about research—building a list of customers that your company can help. Search for Prospects on LinkedIn Divide Prospects into Lists on Twitter
• 6.
  Connect with TargetCustomers  Connecting is about initiating conversation—reaching out to prospects on the list you’ve built. 1. Twitter: Reply to tweets from the accounts on your list. 2. Blogosphere: Follow and comment on blogs by accounts on your list
• 7.
  Connect with TargetCustomers (Cont.) Leaving an @reply on Leaving a comment Twitter… on a blog
• 8.
  Nurturing  Nurturing isabout staying on a prospect’s radar and consistently demonstrating value. #1) ***START A BLOG!*** The Marcus Sheridan Story
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  Nurturing (Cont.) #2)Tweet Chats #3) Groups #4) Answers
• 10.
  Nurturing (Cont.) #5) Facebook Page #6) YouTube Video Tutorials
• 11.
  Meet with TargetCustomers  Meeting with target customers is about getting together to discuss working together. Webinars  Meeting IRL—an absolute necessity.
• 12.
  Acquire the Accounts Acquiring the account is about moving a prospect into your current customer base.  “The relationship is the customer.” – Charles Green Staying in Touch… Email Marketing Surveys/Feedback Data Analytics
• 13.
  Concluding Remarks  Thefuture of sales? Sales has always been and will always be about relationships.
• 14.
  Resources …on sales …on social media  The Sales  Social Media Blog, http://www.thesalesblog.com Examiner, http://www.socialmediaexaminer.c  Dan om Waldschmidt, http://www.danwaldschmidt.  Jeff Bullas com Blog, http://www.jeffbullas.com  The Sales  Hubspot Inbound Hunter, http://www.thesaleshunter.com Marketing, http://www.blog.hubspot.com  Fearless  Content Marketing Selling, http://www.fearless- Institute, http://www.contentmarketinginstit selling.ca/blog ute.com  Score More  The Sales Sales, http://www.scoremoresales.com Lion, http://www.thesaleslion.com  Sales  Spin Playbook, http://www.paulcastain.com Sucks, http://www.spinsucks.com  Partners in  Chris Excellence, http://www.partnersinexcellence Brogan, http://www.chrisbrogan.com
• 15.
  Information for DouglasE Rice  Douglas E Rice, Small Business Storyteller LLC  http://www.douglaserice.com  http://www.facebook.com/smbizstoryteller  http://www.twitter.com/douglaserice  http://www.linkedin.com/in/douglaserice  http://www.youtube.com/smbizstoryteller