Use social media to increase sales by dale denham

Social Media
Moving Beyond
Facebook

Dale Denham
CIO, Geiger
www.geiger.com www.linkedin.com/in/daledenham

Simple Definition

social networking =
sharing/networking online
So if you are a poor networker in
person, you will still be poor online


Modified for SlideShare
This presentation is given by Dale Denham around
the country. Although the content is included
in the slideshare, the live demos and content
shared in person adds significant value to your
understanding and ability to maximize social
media. To request a live presentation for your
company or group, contact Dale on linkedin
at www.linkedin.com/in/daledenham or on
twitter at www.twitter.com/daledenham.


Preferred Promotional Messages Channel
Method % preferred
Email 77%
Direct mail 9%
Text Msg 5%
Facebook 4%
Telephone 2%
Twitter 1%
Mobile App 1%
Linkedin 0%
Source: Exact Target 2012 channel preferences survey Feb 2012


#1 Reason Salespeople Should Use
Social Networking Sites

Warm Up Your
Cold Calls


If Nothing Else…

• Improves your Google ranking


Facebook –
Getting Started
• Personal
account
• Vanity URL
– Username
• Connect with
family & friends
– Upload pictures
– Write on walls
– Read updates
• Have fun


Connect With Business Connections
• Industry colleagues
• Staff
• Friendly clients
• All clients, past and future

• Do NOT try to connect
with people you don’t
know on Facebook


Targeting Your Posts

• Lists
– Close friends
– Acquaintances
– Restricted
– Custom
• Setting the defaults


Networking On Facebook –
Personal Focus
• Listen & observe
– What clients/prospects
are doing
– Learn about
families, interests &
activities

• Interesting pictures
– Kids
– Events


Networking On Facebook –
Business Focus
• Status updates at
tradeshows
– Upload pictures of
new & cool products
• Exciting products
with broad appeal


Facebook
For Business
• Business is
business
• Vanity URL
• Why should I like
your page?
• Make page worth
following
– Unique items
– Relevant articles
– Easy to update


Selling on Facebook

• DO NOT SELL ON FACEBOOK
• It’s about networking, NOT Selling
– Slight exception for Business Pages


Advertise on Facebook!

• As little as $0 a day
– Pay per click
– Pay per impression

Target your audience by

•Location •Keywords
•Age •Workplace
•Sex •Languages


Tip For Facebook

• HAPPY BIRTHDAY!
– Send cards, invite
people to lunch.
– Better yet, send a
personalized gift!


LinkedIn

• 4 key purposes
– Expose credentials to customers
– Expose your entire network to you
– Find new customers
– Learn more about your customers


Why Be Active On LinkedIn

• Some people only connect with
personal friends on Facebook
• Gives you a professional profile
• Referrals & introductions
• Prospecting & research
• Keeping up with job changes
• Google/SEO


Getting Started With LinkedIn
• Upload your
picture, bio and
full resume
– Dedicate time to
do this right
• Vanity URL
• Upload contacts
– Link to suppliers
• Ask people to
endorse you
– Clients and
vendors


LinkedIn Business Page
• Set it up just like your personal account
focused on your business
• Showcase products & services
• Recommendations


Prospecting On LinkedIn
• Advanced search
– Getting contact names
– You may have connections
• Alumni network


What To Do On LinkedIn

• Read/Post status updates
• Recommend people
– Often reciprocal
• Amazon reading list
• SlideShare
• Groups
• Prospecting
• Investigative research

Outlook Social Media Connector


Twitter

• Big waste of time?
• Least benefit for most distributors
• Microblogging = 140 characters


Why Tweet?
• Google/SEO
• Prospecting
• Prospects can connect with you
– As long as there is some reason
• Most other won’t try
– Spend the least time on this


Twitter Disclaimer

• Twitter is very relevant but is
becoming less valuable with G+ and
the changes Facebook has made


Getting On Twitter
• Create your profile
• Keep SEO in mind
– Vanity URL
• Follow suppliers, @geiger,
@daledenham, @mashable, etc.
– Look who they follow & follow them too


Searching

• Use “hash” tags (#GCPPA)
– Great for meeting people at events
• Search for keywords
– “Marketing &” location


Talking To Yourself

• Tweeting without followers is
a lot like talking to yourself
– A chance someone will
overhear you but it is not likely


Followers
• Listen
• Post a few good tweets
• Follow a few smart people and RT them
• Follow people who follow you
• Follow people you want to connect with


Twitter Success Story

• Single order from NPO in 2008
– No reorders
– Could not get past gatekeeper
• Followed all her clients
– ReTweeted their tweets
• June 2009 got Direct Message
– Ordered $5k, $4k & working on $2k


Twitter Take Away

• Get at least 100 followers
• Follow every client & prospect
• Retweet anything they say
• Reply to any comments
• Retweet interesting articles
• Use via LinkedIn to make it easy


Google+


7 Things You Don’t Know About G+

• +1 boosts your rankings
• Active G+ users improve rankings
• Good for reputation management
• Gives you more space to post
• Is going to be around a long time
• Is a great place for personal pics
• Cool video conferencing


Pintrest

• Find cool promotional items ON
YOUR SITE and pintrest them


Klout

• “Measures” your social “clout”
• Not critical, but worth signing up for


SlideShare

• Great to advertise your success
• You never who might download
your presentation
• Great for SEO
(Google)


How Much Time?

• First starting out – ~ 4 hrs (4 wks)
• Getting comfortable ~ 2 hrs (2 wks)
• Comfortable ~ 15 min a day

Use your mobile device!


Rules To Follow On All Sites
• Do not sell
• Be relevant & transparent
• Live as if your mom is watching

• Have fun!


Key Points To Remember


Parting Thoughts

• LinkedIn is significantly underrated
• Practice, Practice, Practice
• Spontaneous, personal, human,
light-hearted, interesting, funny,
timely and photo-driven content
• The more you sell, the less you sell


$ales

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www.twitter.com/daledenham
www.facebook.com/daledenham
www.linkedin.com/in/daledenham

Thank
You
www.twitter.com/daledenham
www.facebook.com/daledenham
www.linkedin.com/in/daledenham

Use social media to increase sales by dale denham

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Use social media to increase sales by dale denham