Ken Krogue
Founder and President
InsideSales.com
7 Levels of Social Media
1. Core 2. Coach 3. Curator 4. Contributor 5. Collaborator 6. Campaigner 7. Consultant
6 Core Skills of Social Media
1. Complete 2. Content 3. Community 4. Connect 5. Comment 6. Call-to-Action
Complete Your Profile
1. Purpose 2. Passion 3. Plan 4. Platform 5. Prepare 6. Profile
What is your Purpose?
?
Consumers
• 67% Stay in touch w friends
• 64% Stay in touch w family
• 50% Connect to old friends
• 14% Share hobbies
• 9% Make new friends
• 5% Follow celebrities
• 3% Find a date
Business
• 83% Create awareness
• 56% Broaden reach
• 55% Increase trust
• 32% Demand generation
• 22% Market perception
• Leads
• Trigger Points
• Qualification
• Communication
• Media Bridging
• Amplification
• Awareness
• Call to Action
Companies Using Social?
• 43% No strategy • 33% Unclear of value • 25% Not applicable • 18% Don’t have tools
Which Platforms for Demand?
• 80% Facebook • 78% Twitter • 51% LinkedIn*
• *LinkedIn is 3X more effective specifically for lead generation
source Eloqua
Social Nurturing
A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage
LinkedIn = Foundation Twitter = Megaphone!
Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery
15X
#5 Prepare Learn all you can!
Gather your resources
Complete Your Core Content • Bio • Brand • Background • Backstory • Beliefs • Benefits • 4 à 1 à 1 Content
LinkedIn Twitter
#9 Define Your Brand
Divert a River Don’t Dig a Well
• Twitter Toolbar • Hashtags.org • Topsy • WeFollow.com
Google Keyword Planner Tool
#12 Get Your Score Klout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index
Email Signatures Share it everywhere
• www.kenkrogue.com
• www.linkedin.com/in/kenkrogue
• https://twitter.com/kenkrogue
• www.forbes.com/sites/kenkrogue
• https://plus.google.com/+KenKrogue
• www.youtube.com/user/kdkrogue
Curate other Content Share Company Content
• Hootsuite • Tweetdeck • Sprout social • Bufferapp
ACQUIRETM
• A = Aware • C = Curiosity • Q = Qualify • U = Understand • I = Interest • R = Relevancy • E = Engage
1. Aware = PR 2. Curiosity = Research 3. Qualify = ANUM 4. Understand = Educate 5. Interest = Cool 6. Relevant = Need 7. Engage = Action
7 Content Levels
1. Influencer 2. Industry 3. Company 4. Product 5. Proof 6. Sales 7. Client
Lead Down the Funnel
BANT = OLD
• B = Budget • A = Authority • N = Need • T = Timing
ANUM = NEW
• A = Authority • N = Need • U = Urgency • M = Money
• Size • Geo • Industry • Growth • Job Postings • Funding • Former Executive • Customer Competitor
• Title Level • Title Function • Role Defined • Former Customer • Knows a Customer • Knows an Executive
• Industry • Competitors • Prospects • Partners • Customers
• SalesLoft • Birdhouse • Newsle
LinkedIn Strategies
• Introduction first • Email first • Referral first • Voicemail first • Meet at Event • Business Card Bridge
Twitter Strategies
• Follow First • Favorites Follow • Offer Follow • Fan Follow
• LinkedIn Basic • LinkedIn Premium • LinkedIn Sales Navigator
• Tweepi • Tweetadder • Socedo • Insightpool
forbes.com/sites/kenkrogue kenkrogue.com linkedin.com/in/kenkrogue @kenkrogue [email protected]
Let’s Connect!
Q&A Look for my next Forbes Article coming out on Social Media this Week!
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