Top Selling Tips
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Using Social Media to Accelerate Sales for Chamber Executives. This presentation was prepared for the Chamber Executives of Ontario AGM and Annual Conference: Best Foot Forward.
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Top Selling Tips
- 1. Top Selling TipsUsing Social Media to Accelerate Sales Joseph Fung Nov 4, 2010
- 2. Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 2 What’s on the plate today? Introductions Background Tactics, Tactics, Tactics What goals/questions do you have? Top Selling Tips
- 4. Interrupt
- 5. ShareNov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 3 Top Selling Tips
- 6. 2 Key Background Premises Sales is Personal Augment, don’t Replace Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 4 Top Selling Tips
- 7. Social Media Tools Can… Get people talking about your product And/Or Familiarize people with you,making it easier to sell Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 5 Top Selling Tips
- 8. Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 6 Navigating the Tools LinkedInTwitterFacebookMeetup.comKik.com
- 9. Best Practices Common Voice Common Persona Think about the audience Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 7 Integrating the Message
- 10. Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 8 Knowing the Audience
- 11. 10 Tactics For You Some will work for you, others may not, feel free to pick and choose! Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 9 Tactics
- 12. Maintain Personal Accounts Make it Personal Engage in Conversation Your Pages are Your New Business Cards (e.g. “official” accounts, @kwissent, @mbontario, LinkedIn) Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 10 Tactic 1
- 13. Target Psychological Barriers Remove Fears Establish Favourable Expectations Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 11 Tactic 2
- 14. Explicitly Ask for Help Use “Please RT” A “Social Ask” is as powerful as hypnosis Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 12 Tactic 3
- 16. Video sales pitches convert people better than text or graphics
- 17. Post articles in the morning (8am = 3 x 2pm)Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 13 Tactic 4
- 18. 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” Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 14 Tactic 5
- 19. We’re ½ Way There! Any questions so far? This is a good point to bring them up Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 15 Interlude
- 20. Introduce Solutions Direct ReTweets at people Search for Problems ( “benefits”) Help Introduce (“know someone”) Use your best members as products Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 16 Tactic 6
- 21. Deals & Discounts E.g. Dell’s $6.5 Million Great for selling inventory (events & ads) Incredibly measurable (coupon code) Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 17 Tactic 7
- 22. Don’t start with “@” “@josephfung here is a link for you” Vs. “hey @josephfung here is a link for you” Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 18 Tactic 8
- 23. Leverage Hashtags Get people to feel part of something Support other people’s causes Encourage the conversation E.g. #kwawesome Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 19 Tactic 9
- 24. Use 3rd Party Apps Tweetdeck.com(add a column for recent followers) Hootsuite.com(analytics and delegation) Klout.com & Twitalyzer.com Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 20 Tactic 10
- 25. Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 21 Meetup.com Bonus Tactic Ad-hoc meetups of like-minded people that anyone can organize Better Networking
- 26. Bonus Tactic 2 SMS Messaging – Kik.com Very personal mobile chat, SMS thank you messages, last-minute deals Better Customer Service
- 27. Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 23 Returning to our objectives… Recap & Closing Specific Tactics Answer Questions
- 28. Nov 4, 2010 Best Foot Forward: Chamber Executives of Ontario AGM & Conference 24 Questions/Comments? Feel free to ask now or email me:jfung@cigionline.org Get the slides & notes at:http://bit.ly/ceoconf
Notas do Editor
- A bit of my background10 years sales – most of it using online tools – email, discussion forums, social networking tools
- We want to reinforce the personal relationships that you’re already developingWe want to augment what you’re already doing, but do it as efficiently as possible
- In most of your organizations, you’ll have more than one person working on your Social Media strategies. As such, it’s important that you:Have a Common Voice: use similar language, use similar abbreviations, first vs. third-personHave a Common Persona: “official” vs. “informal”, do you reply? When do you engage in conversation vs. broadcastThink about the audience: each social network has a different audience. Pick and choose which messages go where
- Look at @kwissentvs. @mbotontarioAlthough @mbotontario has more followers than @kwissent (~700 vs ~300), @kwissent has a much further reach. If you search for “@kwissent” and “@mbotontario” you’ll see that many more people are engaged in conversation with @kwissent. If you add up their followers, you’ll see that @kwissent’s twitter reach was over 3500 while @mbtontario was just over 1200.This is possible because the @kwissent account is much more conversational than the @mbotontario account. A mix of personal and professional accounts can help you reach more people more easily. Get them talking about you.
- Be non-threatening, be friendly, and become “familiar”Share positive stories, and reward their engagementBy the time they meat you, they’ll be used to positive experiences and you’ll have an easier time of it
- Experiements in the late 90’s showed that people are more likely to take an action if it’s a social request than if the suggestion is implanted with hypnosis. Take advantage of this. E.g “We need help finding a speaker for our next young professionals event – have any suggestions? Please RT!”http://danzarrella.com/7-social-media-marketing-lessons-learned-from-hypnosis.html#
- Source: http://www.socialmediatoday.com
- URL Shorteners: Owl.ly and Bit.lySource: http://www.socialmediatoday.com
- http://mashable.com/2009/12/08/dell-twitter-sales/
- http://www.cloudave.com/1448/if-you-start-your-tweet-with-name-few-will-see-it/Note – this changes all the time (Twitter,TweetDeck, hootsuite, all keep changing their policies on this approach – for now, better safe than sorry)