Post on 11-Jan-2016
So I’ve Joined Social Media… Where Are My New Clients & Sales?
Social Media (and Marketing): Then Vs. Now
Why?
o BUY your way in with advertisingo ASK for business through sales pitches
Old Marketing Methods
FOCUS
oOur great companyoOur great product or serviceoLet’s talk about US
oDone on our scheduleoDisruptive selling
TIMING
Social Media Marketing… Then
Old Sales Cycle
Marketer or Salesperson is in control and starts the sales cycle with service or product explanation
Customer and salesperson share control
Today ‘s Insulated Buyer
What Changed?
Information overload / Lack of trust
Today’s Buyers are “Insulated”
Tell’em I’m in a meeting
The Longer Sales Process
Awareness Consideration Research Purchase
Awareness Consideration Research
Sales Process
Purchase
The Power of Impressions
The Social Shift
o Info is freely availably online for research and comparison
oProspects have more say in how they communicate and receive info
oSocial media updates enable rapid communication
oPotential buyers are influenced by current buyers
Impact on the Sales Cycle
New Sales Cycle
Social Media’s New Role
oUnderstand customer needsoDemonstrate understanding through contentoProve credibilityoMeet information needs while providing
connection to brandoCreate convenient, positive experience
FOCUS
oListen to problems of the prospectoProvide remarkable contentoCreate an experience
TIMING
oWhen the customer is ready to purchase and feels comfortable buying from you
New Social Media Focus
Social Media Strategy
oDecide on sites / focus: LinkedIn, Blogging Facebook, Twitter and YouTube
ROI?
Return on Investment vs. Return on OBJECTIVE
o Prospect identification?o More leads?o Nurture leads?
Social Media Content
o Info your prospects
needo Info that addresses
concernso Solutionso Testimonialso Videoso Webinarso White paperso Engaging contento Inclusive contento Resource Center
Social Media Content
o Top 10 Tipso Industry News and Updateso Ensure posts have a purpose and CTAo Link to Landing Pages on Website
Why fill out a form? What stage in the sales cycle?
o General Inquiryo White papero Checklisto Industry Studyo Product demonstration
Landing Pages
Create Integrated Program
Social Media Content
BE A CONNECTOR… NOT A CREEPER!
LinkedIn Tips
oRework summary in your profile to “connect”oOnline introduction vs. online resumeoObtain recommendations – show quantifiable
informationoParticipate in networking groupsoCreate your own LinkedIn Group
• Make your article infectious (so people read it and spread it)
• Continuously connect with audience as subject matter expert
• Help Google help you: use highly searched keyword phrases and turn them into links that point to your website
• Invite comments
• Comment on other industry blogs with your email address and web address
• Post your blog to your website and social media sites and blast with email program
Blogging Tips
Facebook Tips
oFeature customers and target audience(s)oUse inclusive languageoShow off your personality
Twitter Tips
oFollow reporters / media members (and tweet them!)oBe proactiveoConnect with influencers (industry leaders,
legislators, etc.)oUtilize #
YouTube Tips
oShowcase what makes you uniqueoDifferent types of videosoHumor: it’s a Homerun or FailureoUse embed codes for other channels
Support SEO and keyword strategy
Integrated Program
oAnalyze sources of traffic
Integrated Program
Promote social sites in all marketing vehicles!
oWebsiteoSales collateraloNewsletters / e-BlastsoE-mail signaturesoPress releases / articlesoWord of mouth / Staff buy-in
Find GRM Online
• Blog: www.grmwebsite.com/blog
• Facebook: Grass Roots Marketing
• LinkedIn: Grass Roots Marketing
• Twitter: GrassRootsInc
• Stumbleupon: GrassRootsInc
• Reddit: GrassRootsMarketing
• Flickr: GrassRootsMarketingInc
• Digg: GrassRootsInc
• Delicious: GrassRootsMarketing
• YouTube: MarketingInABox
Contact Information
• E – Tony@grootsmarketing.com
• P - 732.380.8400
• W- www.grmwebsite.com
• LinkedIn: Tony Popowski
• AIM: TonyatGRM