The document discusses how social media can help businesses get more clients. It provides statistics on popular social media sites to illustrate their growth and influence. It then offers tips on setting up accounts and profiles on LinkedIn, Twitter, YouTube and Slideshare to network and promote a business. Regular posting of content and engaging with others online can lead to increased website traffic and new leads over time.

1. GET MORE CLIENTS
WITH SOCIAL MEDIA
Today’s way to network
Mike McCormac
Sales Success and More

2. THE HYPE:
SOCIAL MEDIA
ISN’T A FAD.
IT’S A
REVOLUTION

3. WORLD’S 20 TOP WEB SITES IN ORDER
• Google • MSN
• Facebook • Yahoo (Japan)
• YouTube • Sina.com
• Yahoo • Google (India)
• Blogger • Taobao.com
• Baidu • Amazon
• Windows Live • LinkedIn
• Wikipedia • Google (Hong Kong)
• Twitter • Wordpress
• QQ.com • Google (Germany)

4. WHY SOCIAL MEDIA CANNOT BE IGNORED
• LinkedIn
 100 million users
 Growing at one million a week
• Twitter
 200 million users
 110 million tweets every day
• Facebook
 More than 500 million users
 More popular than Google in USA
• YouTube
 More than 500 million unique visits
every month
 92 billion page views each month
• Slideshare
 Growing exponentially

5. EVERY THREE SECONDS…
• 1 person buys a device to access the internet
• 2 blogs are started
• 3 YouTube videos are posted
• 4 people sign up for Facebook
• 500 words are added to Wikipedia

6. FORGET EMAIL. THINK SOCIAL MEDIA
• US Internet users spend three
times more minutes on blogs and
social networks than on email Social Networks/Blogs
• Source: The Nielsen Company,
November 2010 Online Games
Email
Portals
Videos/movies
0% 5% 10% 15% 20% 25%

7. SOCIAL NETWORKING GETS REAL LEADS
• LinkedIn drives the most referrals
to B2B sites
• Number of leads in June 2010 LinkedIn
• Source: Leadforce1, June 2010
Reddit
Dzone
Twitter
Facebook
0 5,000 10,000 15,000 20,000

8. THE REALITY:
TRADITIONAL
ONLINE
MARKETING STILL
DOMINATES, BUT
SOCIAL MEDIA IS
GROWING FAST

9. WHERE DO UK BUYERS GET INFORMATION?
• Traditional websites dominate
70%
Supplier websites
and are growing – used by 70% of 55%
65%
Web searches
buyers 41%
48%
Industry press (print) 37%
• The biggest changes in 2011 over Word of mouth
35%
43%
2010: Direct mail 20%
31%
 Web searches grow 51% Press advertising
27%
19%
 Despite email overload, direct mail Online events/webinars
27% 2011
10%
grows 55% 18%
2010
Offline events/seminars 39%
 The big change is from offline 16%
Facebook 9%
events/seminars (-54%) to online
14%
events/webinars (+170%) LinkedIn 7%
12%
 Social media is still small – but Blogs 9%
growing fast. Facebook grew 78% Other social media
11%
11%
and LinkedIn 100% Twitter
11%
9%
• Source: BaseOne, May 2011 0% 10% 20% 30% 40% 50% 60% 70%

10. SO HOW DO YOU
DO IT?

11. PRINCIPLES
It’s networking – and all the old rules apply
• Join the conversation
• Be found – proactively
• Be interesting – have something to say
• Build relationships – quality not quantity
• Become a resource – solve problems, give to get
• Become a provider – win new clients
• It’s fast – but it’s not instantaneous

12. LET’S NETWORK!
Social
Sites
Email
List
Website
or Blog

13. FITTING IT TOGETHER
Be found Be found Be interesting
Be interesting Be interesting Build relationships
Build relationships Build relationships Become a resource
Become a resource
LinkedIn
Twitter
Email registrations
Slideshare Your website
(and ideally it’s a
blog)
YouTube
RSS
Facebook

14. STEP 1: LOOK AT YOUR WEBSITE
Is your website for your clients? Is your website current?
• If you asked a client to review your • If it’s a static site, is it up to date?
website, what would they say?
• Google crawls frequently updated
• Does it talk about things your sites much more often
clients are interested in?
• Blogs have lots of content that’s
• Does it pose questions your clients
current and attractive to search
need you to answer?
engines
• Is it attractive and not ‘text heavy’?
• Companies that blog have 55%
• Is it easy to navigate and use?
more website visitors
• Is it easy for readers to respond and
take action? • B2B companies that blog generate
67% more leads than those that
• Is it being found for the things your
clients are looking for? don’t

15. STEP 2: GET YOURSELF ON LINKEDIN
Why? How?
• LinkedIn is new age networking. • All client facing people should be
Just like the old days, without the on LinkedIn
warm white wine • Create a simple profile (you can
always make it better)
• If you’re worried about stalkers, set
• Use a flattering (but current)
your privacy settings to suit you picture
• You don’t need to keep your • Use the keywords you want to be
contact’s details up to date, they do known for in your profile
it themselves • Ask everybody you meet to join
your network
• Join special interest groups to keep
• Be there, give to get
up with trends and news and
express your opinions

16. STEP 3: SET UP A TWITTER ACCOUNT
Why? How?
• Twitter is micro blogging – just 140 • Use a slimmed version of your
characters to keep people up to LinkedIn profile
date with what you’re doing • Use a flattering (but current)
• Keep in front of your clients and picture
potential clients • Link it to your LinkedIn account
• Follow interesting people to learn • Don’t just promote links to your
interesting things website, give an insight into the
• Answer questions and get answers real you
to questions • Set up your mobile device to make
• Find people interested in the it easy to “Tweet”
subjects you’re interested in • Be there

17. STEP 4: GOT VIDEOS OR PRESENTATIONS?
Videos Presentations
• Create a YouTube account and • Create a Slideshare account
channel • Upload your presentations as
• Upload your videos pdfs
• Keyword them • Keyword them
• Link to them from your website • Link to them from your website
or blog or blog
• Tweet about them • Tweet about them

18. FOR REAL.
HERE’S HOW
SOCIAL MEDIA
GETS ME ALL OF
MY CUSTOMERS

19. THE WEBSITE
Principles Reality
• A primary sales tool for my
business
• Wordpress blog
• New articles 2-3 times a week
• All content has options to
comment or connect
• Easy to sign up for email list
• Easy linking to LinkedIn, Twitter,
Facebook and RSS

20. WEBSITE TRAFFIC GROWS EVERY MONTH
Blogs are powerful traffic generators Growth over just eight months
• Strong keywording for very 5000
competitive search terms 4500
• Now well ranked for target search
4000
3500
terms
3000
• Traffic growth is rapid – 505% in 2500
last six months 2000
1500
• Generates consistent numbers of
1000
registrations for email follow up 500
• That turn into real new clients 0
Oct Nov Dec Jan Feb Mar Apr May
2010 2011 2010 2011 2011 2011 2011 2011

21. LINKEDIN
Principles Reality
• Headline summarising what
exactly what I do
• Detailed (and keyworded) profile
• Link to Twitter
• Frequent (daily) activity – a mix of
promotion and insight into me
• Try to connect with everybody I
meet

22. TWITTER
Principles Reality
• Headline summarising what
exactly what I do
• Detailed (and keyworded) profile
• Link to LinkedIn
• Frequent (daily) activity – a mix of
promotion and insight into me
• Very often from my Blackberry

23. YOUTUBE
Principles Reality
• Create a YouTube Channel
• Upload videos about your people,
company and opinions
• Find other videos that are
relevant to your followers and
add them to your channel
• Link to the videos from your
website or blog

24. SLIDESHARE
Principles Reality
• Create a Slideshare account
• Upload presentations or
documents about your people,
company and opinions
• Keyword them
• Link to the presentations from
your website or blog

25. START NOW. THIS
IS REAL

26. MIKE MCCORMAC
About Contact
• Mike McCormac founded Sales • Connect on LinkedIn
Success and More to help • Follow me on Twitter
professional sales people selling
• Email me
high value services achieve more
• Phone +357 99 860725
• He has an MBA and his sales
background includes over 15
years success selling IT services
and outsourcing
• Mike works mainly in the UK and
Cyprus