View
585
Download
0
Category
Preview:
DESCRIPTION
How salespeople can use social media to build relationships and nurture leads through the sales process.
Citation preview
Social Media for Salespeople
By Douglas E Rice
For YSU’s “Professional Selling Course”Fall 2012
Instructor: Ron Emery
Perceptions on SalesWhat do you think of when you think of sales
as a profession?Sales vs. MarketingB2B sales vs. B2C salesSales as relationship-building
Perceptions on Social MediaWhat do you think of when you think of social
media/networking?Personal vs. business use of social mediaB2B vs. B2C social mediaSocial Media Marketing vs. Engagement
The Social Sales Process1. Find target customers2. Connect with target customers3. Nurture relationships4. Meet with target customers5. Acquire the accounts
FCNMACatchy Acronym
Find Target CustomersFinding is about research—building a list of
customers that your company can help.
Search for Prospects on LinkedIn
Divide Prospects into Lists on Twitter
Connect with Target CustomersConnecting 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
Connect with Target Customers (Cont.)
Leaving an @reply on Twitter…
Leaving a comment on a blog
NurturingNurturing is about staying on a prospect’s
radar and consistently demonstrating value.
#1) ***START A BLOG!***
The Marcus Sheridan Story
Nurturing (Cont.)
#2)Tweet Chats
#3) Groups #4) Answers
Nurturing (Cont.)
#6) YouTube Video Tutorials
#5) Facebook Page
Meet with Target CustomersMeeting with target customers is about
getting together to discuss working together.
Meeting IRL—an absolute necessity.
Webinars
Acquire the AccountsAcquiring the account is about moving a
prospect into your current customer base.“The relationship is the customer.” – Charles
GreenStaying in Touch…
Email Marketing
Surveys/Feedback
Data Analytics
Concluding RemarksThe future of sales?
Sales has always been and will always be about relationships.
Resources The Sales Blog,
http://www.thesalesblog.com Dan Waldschmidt,
http://www.danwaldschmidt.com The Sales Hunter,
http://www.thesaleshunter.com Fearless Selling,
http://www.fearless-selling.ca/blog Score More Sales,
http://www.scoremoresales.com Sales Playbook,
http://www.paulcastain.com Partners in Excellence,
http://www.partnersinexcellenceblog.com
Social Media Examiner, http://www.socialmediaexaminer.com
Jeff Bullas Blog, http://www.jeffbullas.com
Hubspot Inbound Marketing, http://www.blog.hubspot.com
Content Marketing Institute, http://www.contentmarketinginstitute.com
The Sales Lion, http://www.thesaleslion.com
Spin Sucks, http://www.spinsucks.com
Chris Brogan, http://www.chrisbrogan.com
…on sales …on social media
Information for Douglas E Rice
Douglas E Rice, Small Business Storyteller LLC
http://www.douglaserice.comhttp://www.facebook.com/smbizstorytellerhttp://www.twitter.com/douglasericehttp://www.linkedin.com/in/douglasericehttp://www.youtube.com/smbizstoryteller
Recommended