Top Selling TipsUsing Social Media to Accelerate Sales

Joseph FungNov 4, 2010

Best Foot Forward: Chamber Executives of Ontario AGM & Conference2 Nov 4, 2010

What’s on the plate today?• Introductions• Background• Tactics, Tactics, Tactics

What goals/questions do you have?

Top Selling Tips

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It’s ok to…

DisagreeInterruptShare

Nov 4, 2010

Top Selling Tips

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2 Key Background Premises• Sales is Personal• Augment, don’t Replace

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Top Selling Tips

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Social Media Tools Can…

Get people talking about your product

And/Or

Familiarize people with you,making it easier to sell

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Top Selling Tips

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LinkedInTwitter

Facebook

Meetup.comKik.com

Navigating the Tools

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Best Practices• Common Voice• Common Persona• Think about the audience

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Integrating the Message

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Knowing the Audience

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10 Tactics For You

Some will work for you, others may not, feel free to pick and choose!

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Tactics

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Maintain Personal Accounts• Make it Personal• Engage in Conversation• Your Pages are Your New Business

Cards(e.g. “official” accounts, @kwissent,

@mbontario, LinkedIn)

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Tactic 1

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Target Psychological Barriers• Remove Fears• Establish Favourable Expectations

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Tactic 2

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Explicitly Ask for Help• Use “Please RT”• A “Social Ask” is as powerful as

hypnosis

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Tactic 3

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Share Multimedia…On FaceBook• Video shares better on Facebook than on

Twitter (3x sharing difference)• Video sales pitches convert people better

than text or graphics• Post articles in the morning (8am = 3 x

2pm)

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Tactic 4

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Be Re-Tweetable• Leave Room (<100 Chars +

Shorteners)• Include a URL (69% vs 19%)• Language (avoid “work” and –ve

words)• Tweet in the Afternoon (4pm 4 x

9am)• News, Instructional, Entertaining

(>50%)• Use the words “How To”

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Tactic 5

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We’re ½ Way There!

Any questions so far? This is a good point to bring them up

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Interlude

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Introduce Solutions• Direct ReTweets at people• Search for Problems ( “benefits”)• Help Introduce (“know someone”)• Use your best members as products

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Tactic 6

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Deals & Discounts• E.g. Dell’s $6.5 Million• Great for selling inventory (events &

ads)• Incredibly measurable (coupon code)

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Tactic 7

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Don’t start with “@”

“@josephfung here is a link for you”

Vs.

“hey @josephfung here is a link for you”

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Tactic 8

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Leverage Hashtags• Get people to feel part of something• Support other people’s causes• Encourage the conversation• E.g. #kwawesome

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Tactic 9

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Use 3rd Party Apps• Tweetdeck.com

(add a column for recent followers)• Hootsuite.com

(analytics and delegation)• Klout.com & Twitalyzer.com

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Tactic 10

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Meetup.com

Ad-hoc meetups of like-minded people that anyone can organize

Bonus Tactic

BetterNetworking

SMS Messaging – Kik.com

Very personal mobile chat, SMS thank you messages, last-minute deals

Bonus Tactic 2

BetterCustomer Service

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Returning to our objectives…• Specific Tactics• Answer Questions

Recap & Closing

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Questions/Comments?

Feel free to ask now or email me: jfung@cigionline.org

Get the slides & notes at:http://bit.ly/ceoconf