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Social Media Selling - learn how to create the ultimate social media selling system in this slide deck. This course was launched for paid members on the BCGurus.com website, you can view the entire 6 part series by visiting - http://www.bcgurus.com/tutorials/introduction-to-social-selling-part-3 Created by Jonathan Hinshaw, www.ebwaycreative.com
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SOCIALMEDIASELLINGCreating The Ultimate Social Selling System
Created By @JonathanHinshaw
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SOCIALMEDIASELLINGCreate The Ultimate Social Selling System
AttractCustomers
Lead Generation
Targeted Traffic
Happy Customers!
Brand Awareness
COURSE OUTLINE"What You Will Learn
1. Attracting Prospects!
2. Engaging Prospects !
3. Sales Funnel !
4. Social Selling System!
5. Putting It All Together !
6. Quick Start Guide (Download)
SOCIAL SELLING REVIEW!Let’s Review, Shall We!
"Share
"Tweet 2014 2.0
Poke
"
* +"
Like
?
%
@"
Chat
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GET CAUGHT UP!Are you ready for social selling 301?
Catch Up Getting Started with Social Lead Generation hMp://www.bcgurus.com/tutorials/geSng-‐started-‐with-‐social-‐lead-‐generaUon "IntroducUon to Social Selling hMp://www.bcgurus.com/tutorials/-‐introducUon-‐to-‐social-‐selling-‐part-‐ii
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JONATHAN HINSHAW!ENTREPRENEUR & BUSINESS OWNER
SKILL SET95%
70%
80%
65%
Sales
Strategy
Business
Marketing
ABOUT Owner of EBWAY Creative, former Marine, husband, fatherand lover of all things related to DRIVING SALES!
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WHO IS THIS FOR? !Basic Skills Needed…
The Facts You don’t need to be an expert marketer or a fantastic content creator. 90% of this is drive (the want to succeed). If you have a basic understanding of Business Catalyst (web pages, email, cases) -‐ you can pull this off!
70%
30%
45%
75%
90%
Business Catalyst
Technical
Marketing
Writing
Drive!
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THANK YOUFOR YOUR ATTENTION
*
SEE YOU SOON…
SOCIALMEDIASELLINGCreate The Ultimate Social Selling System
AttractCustomers
Lead Generation
Targeted Traffic
Happy Customers!
Brand Awareness
ATTRACTION(customers, not numbers!)
ATTRACTING PROSPECTS!Become A Lead Magnet
What Makes Us Buy? It’s not rock science! People buy from those they know, like & trust.
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ATTRACT PROSPECTS"Forget the numbers!
• Attract prospects through content.
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• Let people self-‐select at this phase, if they aren’t interested in hearing
about your business – you don’t want them!
• Go for targeted matches over crowds of people.
• Target people who will buy from you (or tell others to in some way), you’re
not here to win a popularity contest.
“Meeting John Doe for Steak!” -‐ Says Prospect
ATTRACT PROSPECTS"If Content Is King… then “Context” is God!
"
Sent you a free bottle of my fav
steak sauce!
"
Here’s a coupon for next time :)
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ENGAGEMENT(people buy from people they know, like and trust)
MostWhat
Matters
ENGAGE OPPORTUNITIES "Never forget that this is a social platform…
• Relationship moves from broadcasting to dialog via twitter conversion, blog comments or emails.
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• Goal is for prospects to feel like they get to know you as a trustworthy, likable person.
• This is a multi-‐touch approach (Facebook, LinkedIn, Twitter, Email, Phone)
• Use social media as a part of your follow-‐up strategy. Follow prospects on twitter, connect on Facebook, connect on LinkedIn, etc.
Other Benefits Google credits brands with “social signals” -‐ likes, shares, comments, etc. Brands can get SEO credit if they have
active communities. This makes social media crucial to any online marketing campaign.
ENGAGEMENT PLAN!Never Forget That Social Media Is For Being Social
AWARENESS ADOPTION ADVOCACY LOYALTY
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SALES FUNNEL(how do you sell?)
THE SALES FUNNEL"Goal = Always move prospects from social media to sales funnel
• Think about how you sell, what is your sales funnel?
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• Use freebies, downloads and special offers to move social media contacts from social and into email, in-‐person events, etc.
• Social media only opens the door, you have to close the deal! (pick up the phone, send an email, make them an offer!
• Hustle. Don’t be lazy -‐ putting your website in front of them is not enough. Be real, be personable, be specific. Tell them what to do.
THE SALES FUNNEL"What Is Your Sales Process?
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Concentrate on the activities of prospecting, presenting and follow-‐up; the sales will take care of themselves. “ ”-‐ Brain Tracy, Sales Professional
It’s Not Rocket Science You probably already have a sales process. Even if you think you don’t. There’s typically a few things that you do
that often lead to new deals. So, spend some time outlining what your sales process is -‐ this is critical!
THE SALES FUNNEL!Example Social Media Sales Funnel
“Drain Bramage” Don’t let the sales funnel topic give Drain
Bramage (brain damage) -‐ it’s not as hard as
you think.
"
Think of a normal sales process; lead,
opportunity, quoted, closed, won. Now, think
about how this might work on social media
from listener to connection to advocate.
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THE SALES FUNNEL!Don’t Get Complicated (K.I.S.S. = Keep It Simple Stupid)
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THE SALES FUNNEL"Quick Facts
• It takes longer to make sales initially, but it will snow ball the longer you communicate regularly.
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• Directly making sales through social media (turn something you’re already doing into a sales channel)
• Selling is only a very small amount of your time on social media.
Think about segmenting your email marketing lists into targeted groups of people!
THANK YOUFOR YOUR ATTENTION
*
SEE YOU SOON…
SOCIAL SELLING SYSTEM(5 steps to social selling)
SOCIAL SELLING SYSTEM!Creating Your Social Media Selling System
TARGETED NICHE
SOCIAL!MEDIAVISITORS
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Turn something that you’re already doing into a sales channel!
SOCIAL SELLING SYSTEM!5 Steps To Creating Your Social Media Selling System
Craft Your Optin
Craft Your FollowUp
Make It Easy To Share
Update Your Social Status
Promote On Auto Pilot
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CRAFTING YOUR OPT-IN"Why Should They Sign Up/Register?
• Use the Keyword Research sheet to find the perfect topic for your business!
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• Make it easy to share. (that’s what social is all about!)
• Update your opt-‐in and messaging on all accounts (get the word out!)
• Make your master list (all your personal & business social media networking sites -‐ then, add your opt-‐in message to all of them!)
CRAFTING YOUR OPT-IN"Example of High Quality CTA (Call to Action, aka OptIn)
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What is the main reason and/or benefit that I would get if I signed up for your opt-in?
EMAIL #1INTRODUCTION
EMAIL #2EDUCATION
EMAIL #3 REPUTATION
EMAIL #4 ASK FOR THE SALE!
CRAFTING YOUR FOLLOW UP!Auto Respond Your Way To Profits
Automated Follow Up Email series are the #1 way to automate your follow up, and they take time. Start off with a 4-‐5 series email and make sure that you don’t ask your subscribers to buy anything until the 4th or 5th email. This builds trust!
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Give away the secrets. Make your content valuable. Don’t hide Right Hooks in Jabs!
MAKE IT EASY TO SHARE!Make Sure Your Social Media Profiles Are Current
HERE IS SOME VALUE
THANKS
Hey guys, check out…
1. Add Links To Profiles Make them current + add links to your landing page/optin from your social media accounts. "
2. Know Your Characters Don’t load up Twitter with too many characters. Leave enough room for others to comment! "
3. Encourage Sharing Try not to be “that guy” who’s always asking others to share something. But, you do need to tell your audience what you want them to do.
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UPDATE YOUR SOCIAL STATUS!Make A List Of All Social Media Accounts (Personal & Biz)
WORK
PHOTOS
SERVICES LINKS
CONTACT INFO
BIO
Don’t Forget To… Add links to your new landing page and option forms on all your social media accounts. After all, that’s the whole point of this course :) 31
PROMOTE ON AUTO PILOT!Use Technology To Save Time
Schedule, but don’t forget! Setup tools like Hootsuite or SocialSprout to schedule your social media posts. Keep in mind the different time zones and don’t be afraid to post the same messages to twitter multiple times per day. Make sure to check in on your scheduled content and update/change it if needed! Find what works… and do that.
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PROMOTE ON AUTO PILOT!The Numbers Don’t Lie
Scheduling = Leads In a recent survey done by HubSpot. Those who scheduled their posts actually got more than triple the leads of those who didn’t. "
Need I say more?
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THANK YOUFOR YOUR ATTENTION
*
SEE YOU SOON…
Putting It All Together(it’s time to get started)
PUTTING IT ALL TOGETHER"Creating Your First Social Media Selling Campaign
LAUNCH CAMPAIGN
UPDATE SOCIAL PROFILES
CREATE OPT-‐IN FORMS
CREATE EMAIL RESPONSES
CREATE LANDING PAGE
CHOOSE KEYWORDSMAKE A PLAN
Don’t Re-‐Invent The Wheel Tie into other topics, find hashtags that work already and piggy back off of them (do not re-‐invent the wheel). No one cares about your hashtags anyways, so find ones that are already working and use those!
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PUTTING IT ALL TOGETHER!Getting Started Documentation
Quick Start Checklist
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Recommended Tools
QUICK START CHECKLIST!Excel Document Review
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RECOMMENDED TOOLS !(Check These Out!)
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THANK YOUFOR YOUR ATTENTION
*
SEE YOU SOON…
THANK YOU!Jonathan S. Hinshaw
Let’s Connect…Check us out online at www.ebwaycreative.comFollow me on twitter @jonathanhinshaw
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