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SOCIAL SELLING [Part 1]Getting Started With Social Lead Generation

Presented By: Jonathan Hinshaw

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Preparing For Social Sales The Right Tool For The Right Job

Top 3 Social Media Platforms (and why) Spend Your Time Wisely

Social Media Value Proposition How Not To Suck At Social Media Lead Generation

Introduction Interruption Marketing Sucks 1

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The human brain is tuning advertising out by default. Why? We don’t trust ads anymore. We just want to connect with the brands that we love!

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Interruption Advertising Is Dying

Social has a below-average cost per lead and an above-average conversion rate. Yes, it works.

Does It Work?

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Where are today’s top marketers spending their time? It Takes Dedication…

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It’s more than just getting likes and shares. Social media will change your business landscape… forever!

Why Should I?

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55% Of businesses have closed deals from social media leads.

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Jonathan Hinshaw Founder, EBWAY Creative

Thank You!

Twitter: @jonathanhinshawwww.ebwaycreative.com

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Preparing For Social Sales The Right Tool For The Right Job

Top 3 Social Media Platforms (and why) Spend Your Time Wisely

Social Media Value Proposition How Not To Suck At Social Media Lead Generation

Introduction Interruption Marketing Sucks 1

2

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Get the right tool for the job without breaking the bank. Social Media Sales Tools

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Social CRM Audience Generation Social Management

Content Curation Misc. Tools Agency Tools

‣ nimble.com (all in one)

‣ rapportive.com (for Gmail)

‣ SproutSocial.com (social only)

‣ klout.com (scoring)

‣ addthis.com (plugin)

‣ sharethis.com (plugin)

‣ medium.com (thought leadership)

‣ triberr.com (communities)

‣ dlvr.it (auto/scheduled posting)

‣ buffer.com (most social accounts)

‣ hootsuite.com (most social accounts)

‣ cloze.com (twitter, facebook, linkedin)

‣ feedly.com (google reader)

‣ swayy.com (trending topics)

‣ paper.li (digital paper)

‣ scoop.it (sources, collections)

‣ commun.it (twitter management)

‣ placeit.net (image maker)

‣ empireavenue.com (massive tool!)

‣ compendium.com (content marketing)

‣ hubspot.com (all in one)

‣ vocus.com (content marketing)

Create your social media assets with mobile in mind. Make sure to use fantastic titles but, most of all - provide value!

Social Media Content Types

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Articles, White Papers & Case

Studies

Photos Infographics Downloads

Blog Posts eBooks News

Worksheets

P.R.A.C.E. Framework (Plan, Reach, Act, Convert, Engage) Five Phases of Social Sales

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#1: Organize Collect/create articles, bookmarks and other content that you want to share and/or publish.

#5: Follow Up These are real people. Follow up, say thank you - stay engaged.

#2: Produce Get your content in front of the

right audience. Constantly refine and test until it works!

#4: Invite Mix in calls to action with your high value content. Invite your audience

to take part in your cause.

#3: Nurture Follow people back, like

their facebook page, invite to your social channels.

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SOCIAL

SALES

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Jonathan Hinshaw Founder, EBWAY Creative

Thank You!

Twitter: @jonathanhinshawwww.ebwaycreative.com

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SOCIAL SELLING [Part 2]The Top 3 Social Media Platforms (and why)

Presented By: Jonathan Hinshaw

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Preparing For Social Sales The Right Tool For The Right Job

Top 3 Social Media Platforms (and why) Spend Your Time Wisely

Social Media Value Proposition How Not To Suck At Social Media Lead Generation

Introduction Interruption Marketing Sucks 1

2

3

4

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TOP 3 SOCIAL PLATFORMSfor business growth

Facebook is the platform that scales! The mother ship of all social media platforms. Your customers are on Facebook.

Facebook: The Mothership

‣ Picture Platform (i.e. instagram)

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‣ Storytell With Images‣ Add Your Company Logo To Your Images‣ Think Mobile! / Think Speed!

‣ Think Mobile / Think Speed‣ Do Not Write Novels (time is the asset)

‣ CLEAR CALL TO ACTION!‣ Add URLs To The Copy (URLs Don’t Work In Pictures!)

Facebook is going to start penalizing those who abuse their content and their audience, for example…

Be Careful With Your Message

‣ Be Careful With Calls To Action

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‣ No Engagement = No Audience

‣ JABS VS. RIGHT HOOKS ‣ Think about the science of social media‣ Like boxing, you can’t throw “Right Hooks” all

day. Great boxers understand the art of the “JAB”. (source: @GaryVee)

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www.whatisedgerank.com

Twitter is the only place where you can simply jump into other conversations - plus, you actually get rewarded for listening.

Twitter: The One True “Social” Platform

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‣ Curate / DJ (share other people stuff) ‣ Create Lists (and use them) ‣ Listen (become an expert listener) ‣ Create Cards (use twitter cards!) ‣ Be Present (ex. thank those who interact with you) ‣ Practice Patience (rome wasn’t built in a day)

Education can be a powerful thing. When you’re seen as the expert, people will trust your solutions over a competitors.

LinkedIn: The B2B Dominator

‣ Answer Questions • Create good titles and content.

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‣ Join Groups • Share your knowledge.‣ Use “People Search”

• Amazing tool for sales people!

‣ Download LinkedIn Mobile • Check in with LinkedIn daily.

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Think Mobile!

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‣ Leverage Newsjacking • When something is buzz-worthy, it creates high demand. • Align offers with “what’s hot.”

‣ Create Offers For Different Buying Stages • Someone at the top of your buying cycle may be more

interested in informational content like a guide or ebook, whereas someone more committed at the bottom of the cycle might be more interested in a free trial or demo.

• Create offers for each phase, and include a primary and secondary CTA to these offers on various pages throughout your site (landing pages highly recommended).

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Jonathan Hinshaw Founder, EBWAY Creative

Thank You!

Twitter: @jonathanhinshawwww.ebwaycreative.com

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SOCIAL SELLING [Part 3]The Social Media Value Proposition

Presented By: Jonathan Hinshaw

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Preparing For Social Sales The Right Tool For The Right Job

Top 3 Social Media Platforms (and why) Spend Your Time Wisely

Social Media Value Proposition How Not To Suck At Social Media Lead Generation

Introduction Interruption Marketing Sucks 1

2

3

4

I can’t cover every social media channel in this video, so you’ve got some studying to do! Figure out how social works for you!

Research, Learn, Test & Optimize

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Source: http://www.smartinsights.com/plantosucceed #plantosucceed

One of the oldest rules in the book!Making It Work

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Sowing

Reaping

‣ Thank users for likes, shares, etc.

‣ Offer a free consulting call to a tricky question

‣ Connect with client’s social media accounts

‣ Offer exclusive savings on social media channels

‣ Be relevant, never pushy!

Reaping‣ Support other social

media users

‣ Answer questions and always offer to connect

‣ Be clear 100% of the time

‣ Create topics, articles, posts with high value content

‣ Generate interest or awareness in something other than your brand

‣ Like and be liked

Sowing

(Social Media)

Value Driven

Advocacy

Awareness

Loyalty

Preference

Consideration

Purchase

The graphic below illustrates why it’s crucial to create multiple types of content for the different stages of the sales process.

Social Media Sales Process

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Finding out about your product or service for the first time ever.

Interest is increasing. Desire to learn more about your product or service.

Studying your product or service to see how it can help solve their business problem or need.

Purchase decision is made and a new client is now added to your companies client list.

You are seen as the expert in your field. Increased engagement, support, customer service - multiple touch points occur.

Content is shared, relationship grows and referrals are generated… without asking!

A day in the life of a social media lead generator…Getting Started

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1. Curate Your Content2. Prepare The Media3. Publish Your Messages4. Engage With Your Audience

SOCIAL

SALES

P.R.A.C.E. Framework (Plan, Reach, Act, Convert, Engage) Five Phases of Social Sales

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#1: Organize Collect/create articles, bookmarks and other content that you want to share and/or publish.

#5: Follow Up These are real people. Follow up, say thank you - stay engaged.

#2: Produce Get your content in front of the

right audience. Constantly refine and test until it works!

#4: Invite Mix in calls to action with your high value content. Invite your audience

to take part in your cause.

#3: Nurture Follow people back, like

their facebook page, invite to your social channels.

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SOCIAL

SALES

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Jonathan Hinshaw Founder, EBWAY Creative

Thank You!

Twitter: @jonathanhinshawwww.ebwaycreative.com