Promote, Inform, & Engage Your B2B Clients & Prospects Via Social Media
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Promote, Inform, & Engage Your B2B Clients & Prospects Via Social Media
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Promote, Inform, & Engage Your B2B Clients & Prospects Via Social Media
- 1. Promote, Inform, & Engage Your B2B Clients & Prospects Via Social Media Presented by Craig M. Jamieson Presented by … Craig M. Jamieson
- 2. My Background •Business to Business Sales & Sales Management since 1977 •Active on Social Media for 4 years •Monthly Windmill Networking Contributor – Social Sales •Target Training Performance Systems VAA •Nimble Social CRM & HootSuite Solution Partner •Own & Operate B2B Networking Groups
- 3. @craigmjamieson #btb2b
- 4. The Importance of Staying In Front Of Our Customers Has Never Been Questioned Statistically, sales are made … • 2% on the 1st call • 3% on the 2nd call • 5% on the 3rd call • 10% on the 4th call • 80% on the 5th to 12th call It can be 5-7 times more costly to find a new customer than it is to keep an existing one. Still …
- 6. We Use Many Methods To Stay In Touch (and to gain referrals) • Phone calls • Drop-byes • Personal Notes • Gifts • Emails • Lunch
- 7. Including My Personal Favorite There is nothing wrong with any of these but ….
- 8. IF You Really Want To Impress Me … You will … • Help me to build my business • Find me new opportunities • Connect me to others • Help me to sell more stuff! And, you will do this CONTINUOUSLY!
- 9. The Goal Has Always Been To Create New Client Relationships & To Build On Existing Ones
- 10. Change Your Relationship Role! The last role you want to be seen as playing is that of a vendor. You want to be viewed as … • A member of the team • A trusted advisor • A part of the company Therefore … act like one!
- 11. 13+ Fun and Creative Ways To Promote, Inform, and Engage Your Clients Via Social Media and To Build Long-Term Relationships Go-Givers Sell More … Bob Burg
- 12. Learn All You Can About Them! Needs, pain, interests, & wants. Social profiles & Social streams provide the clues
- 13. Join The Conversation! Pick the right time, with the right message, and on the right channel! • @ messages on Twitter and direct messages on whatever network(s) they frequent • Like, comments, and +1’s on posts and their web pages
- 14. Help Them Build Their Business! • Conduct keyword searches on the social networks to identify opportunities for their product or services • Use Google Alerts or other services like Mention to do the same • Connect them to others via social networking
- 15. Promote Their Business To Others! • Share their web pages, and your endorsement, with others on the social networks • Auto-feed their blog with tools like HootSuite, TwitterFeed, or dlvr.it • Be sure to include their handles so that they are aware of your efforts!
- 16. Publicize Their Events! • Share via social media and share specifically to others • Tweet live at their events • Take and share event photos • If you use FourSquare … • Create excitement!
- 20. Keep Them Informed! (Google Reader, Mr. Reader, Flipboard) Sharing Options
- 21. Invite Them To Collaborate! • LinkedIn Groups and Google+ Communities • Public industry groups • Private groups for customers and team members only
- 22. Bring Them Into A Hangout!
- 23. Contribute To Each Other • Feature their articles on your site (Featured Client) • Offer to write articles for their sites • Consider starting a GaggleAmp where you cross post each other’s articles
- 24. Make Them A Part Of Your Team! • Provide advanced notification of new products, specials, etc. • Ask them to collaborate on product design • Consider using contests and polls to promote engagement
- 25. Get Creative With Newsletters! • Feature your customers and promote them to each other • Provide good info applicable to all readers • Focus little on your own products and services other than a special announcement or offer
- 26. Be A Super Hero by Providing Unrelated Services! • Build value as a problem solver. Put on your cape! • If they have not already established a social media presence, help them to do so! • Show them better ways to do business even if that does not include your product/service
- 27. Some Tools You Might Look At to Help You Track Your Progress & Stay On Task
- 29. Connect With Me! Craig M. Jamieson Adaptive Business Services / NetWorks! Boise 208.340.9546 craig@adaptive-business.com @craigmjamieson www.adaptive-business.com www.networksboise.com