1. Presentation Information Presentation Title: How Social Media Works in Channel Sales Subject Matter: John will provide strategies and tactics that attendees can implement to incorporate social media into their sales process. John will discuss finding and connecting with prospects online, providing relevant content, and generating leads & sales. Date: Monday, October 8th Time: 4:00 PM to 5:00 PM Location: Booth #4461 Audience: Marketing, Sales, Management, Executives

2. How Social Media Works for the Channel By John Foley, Jr. CEO, Grow Socially and interlinkONE 3. First THANK YOU! For Being Here! For Being Willing to Learn and Engage! For Liking My Boston Accent! 4. Todays Overview Brief Introduction The Marketing Landscape How You Can Find Social Media Success Final Thoughts and Questions 5. Brief Introduction 6. Grow Socially, Inc. Online Marketing/Social Media Website Design & Hosting Email Marketing Booth 1072 interlinkONE Enterprise Marketing Management Software Plan, build, manage, execute and measure all activities Booth 1071 Intro: John Foley, Jr. I love Mar(H)keting! 7. Accolades Jetsetter Status on FourSquare Ranked #16 as a Top CMO on Twitter in 2012 2nd runner up for this years B2B Twitterer of the Year Award for the B2B Boss Tweet Personality Category One of the 50 most influential people in Sales Lead Management by SLMA in 2012 8. Printers - Business Transformation Mailers, Fulfillment Providers - Business Transformation All Businesses - Untethered Marketing The Books 9. The Marketing Landscape 10. Communications Today Kitchen Table Effect Generational Differences 11. Online Marketing Statistics NOTE: As of July 2012: http://www.mediabistro.com/alltwitter/social-media-users_b22556 and http://searchengineland.com 400 Million Tweets Sent Per Day 72+ Hours of Video Uploaded every minute 170 million users 12 million users and its addictive! 80 million users and sold for $1 billion! 955 Million Users on Facebook 12. But Wait!!! All of the statistics and charts in the world do not really mean anything unless you can turn them into business. Social media success starts here ---> Understand Inbound Marketing. 13. Inbound Marketing is a Game-Changer! http://en.wikipedia.org/wiki/Inbound_marketing Inbound marketing is a strategy that focuses on attracting prospective customers by offering useful information. Social media is a huge part of inbound marketing! 14. Content: Essential to Inbound/Social Efforts Source: http://mashable.com/2011/10/30/inbound-outbound-marketing/ 15. When Done Right, These Efforts Drive INQUIRIES! 16. Questions or Comments? Phone 1.800.948.0113 Email Support@GrowSocially.com Copyright 2010 Grow Socially, Inc. All Rights Reserved. Questions or Comments? Phone 1.800.948.0113 Email Support@GrowSocially.com Copyright 2012 Grow Socially, Inc. All Rights Reserved. $ Optimize / Social Friendly eNewsletter Sign-Ups White Papers Offers Emails Polls Blogs Landing Pages Get Noticed Engage and Nurture Inquiries Engage and Nurture Action Publish Engage Converse Share Stories, Information, Social Media posts Blogging Analytics Content Management SEO Start with MKTG Plan Product? Service? Asset? Qualified and Budgeted Buyers 17. Lets Get the Big Question Out of the Way: Can social media and inbound marketing actually work for Channel Sales? The answer is YES Here are three reasons why thats true 18. Reason #1 Social media works best when people connect directly around topics they are passionate about. Channel Relationships are often on focused on specific areas. People are often passionately looking for answers & solutions about those items. 19. Reason #2 Social Media communities thrive around joint-learning versus overt sales pitches. Channel partners have insight. They also have an independence that provides both authority and authenticity. 20. Reason #3 Social Media success is often connected to positioning oneself as a thought- leader. Channel partners know their niche and know their clients! They can deliver the right information at the right time. 21. Example: VMware sees a huge opportunity with social networks. Our partners know better than anyone the substantial savings end- users get from leveraging VMwares offerings, so the more they are out talking about the success theyve had and answering peoples questions, the better it is for everyone. Lisa Caratozzolo, Partner Communications Manager, VMWare 22. How This Process Can Work Content is provided to channel partners on an ongoing basis (some created by partner). Partners push content to their social networks, as if they had written it themselves. Partners follow up on the discussions that ensue. Image Credit: http://socialmediab2b.com/2012/02/b2b-social-media-channel-partners/ 23. How YOU Can Find Social Media Success 24. Social Media Provides Opportunities For: Community Building & Relationships Conversation Networking Marketing Customer Service Delivering Immediate Information 25. Steps to Social Media Success Create a Strategy (PLAN) EXECUTE Measure Remember Execution TRUMPS Strategy 26. Plan! Strategy before Tactics! Step 1: Describe the Business, Service, Solution Step 2: Business, Service, Solution Goal Step 3: Where Is the Audience Cyclically? Step 4: How Does the Audience Use Social Media? Step 5: The Key Words Step 6: How Will You Humanize the Brand Step 7: Content Resource and Distribution Strategy Step 8: How Will You Measure Success? 27. Key Social Media Element: Content Use social media as more than a place to post Press Releases. Rather, serve up relevant content that can help your audience find answers to their questions! 28. Content Resource Library Visit Resources Daily Pull Content Make Links Measurable Push Content Out Content Distribution Strategy Resources are monitored. Content is identified and pulled, made trackable, and pushed out across platforms. Content A Content B Content C 29. The Key Words Apple = Innovation iPOD, iPhone, iPad, Jobs, Steve Jobs, etc. Mickey Mouse, Animal Kingdom, Florida, Roller Coasters, etc. Disney = Magic 30. Humanize Your Brand 31. How to Measure Success? How many Downloads eNewsletter Sign-Ups Blog Comments Questions Shared Links Re-Tweets Followers Site Traffic Show me the money 32. Tools for Measuring Effectiveness Link Shorteners iLink.Me Website Traffic Google Analytics Insights LinkedIn, Facebook, Twitter, YouTube Listening Tools Viral Heat, Radian6, Google Alerts 33. Next: Specific Business Building Tips LinkedIn Facebook Twitter YouTube 34. LinkedIn Overview A business-oriented social networking site Provides opportunities to position you as a thought- leader Contains a number of under-utilized features! 35. LinkedIn Tip: Update your Status Daily! 36. LinkedIn Tip: Complete Your Profile 37. Facebook Overview The most popular social network by far Continues to evolve into a place where both personal and professional success can be found. 38. Facebook Tip: Personal and Professional Content 39. Twitter Overview Continues to grow as a tremendous way to share content and to engage with others. Features such as Search and Lists provide learning opportunities! 40. Use Twitter to Spread the Word 41. Twitter Tip: Engage & Connect! Find your audience in #PrintChat, #FuturePrint, and more. Share info to become a thought- leader! 42. Tip: FollowerWonk.com to Find People 43. YouTube Overview Allows you to share videos that highlight you what you offer products, services, and knowledge. Its also the worlds #2 search engine! 44. YouTube: Tips for Success Discuss topics that you are an expert on and that your audience is looking for answers on. Be consistent! 45. 1. Find your Audience / Build your network 2. Engage with the network you have built 3. Be consistent 4. Track and analyze Four Fundamentals of all Networks 46. Align Tactics with Goals Tactic Goal Key Steps Facebook Fan page Increase awareness of services, generate leads Post once a day; Custom Tab for demo registration Twitter company page Become a thought leader, provide support Post multiple times daily; share marketing- related news; active listening YouTube Profile Humanize brand; create demand Film weekly video of employee(s); create screencasts of customer successes Pinterest Drive website traffic! Create boards to highlight portfolio work 47. Be Committed Social Media often requires daily attention Prioritize: RELEVANT Content creation, listening, & engaging! Measure & Adjust 48. Final Thoughts and Questions 49. Expo Event 8AM-6PM Send out flyers to clients Announce on website Email eNewsletter (Announce) Tell colleagues youre attending Send thank you cards Enter new contacts in Excel Mail - Monthly Newsletter This Takes Planning: Calendar #1 50. Expo Event 8AM-6PM Send out flyers to clients Announce on website Email eNewsletter (Announce) Tell colleagues youre attending Send thank you cards Enter new contacts in Excel Mail - Monthly Newsletter Create Post, Link back to website Announce on & Comment on events page Connect with Keynote Speakers on Join in on events hashtag Share speaking presentation on Friend new contacts on Share event article on Share event article on Announce booth # with video post Follow-Up with Post & Post Pictures This Takes Planning: Calendar #2 51. Wrap Up Start with a Plan & Strategy Find, Create, and Share Content that is Relevant to your Audience. Be Ready to Follow-up! Measure the Results! 52. Action Items: #1 Social Media: Strategize, Plan, and Align Tactics with your Goals. 53. Action Items: #2 Spend time finding your audience across various social networks --- and start engaging. 54. Action Items: #3 Devote time to creating content, sharing, and measuring its effectiveness. 55. Action Items: #4 Dont Wait Get Started TODAY! 56. Resources for You Free White Paper on Inbound Marketing! http://InboundMarketingWhitePaper.com 57. Q & A / Contact Me!: http://ilink.me/JR iFlyMobi.com QR Code 58. Thank You! Visit us at Booth 1071 and 1072!