Social networking is one of the most talked about subjects but often fails to achieve significant results salespeople. Uncover proven methods for building your brand and your business with social networking. This presentation is customized for the promotional products industry but is useful for anyone looking to understand how to use social media as a sales tool. Social media marketing is the process of promoting your business through social media channels. This is a very effective and low-cost promotional method to promote your brand, your business and drive traffic to your website. Dale Denham is CIO for top 40 distributor Geiger and previously served as senior vice president of ASI for 10 years. Dale has been the keynote speaker for several ASI shows and received the highest ASI show ratings of any industry keynote speaker. His track record for identifying practical technological solutions to business problems has delivered strong ROI for customers as well as for the thousands of people who have taken his seminars over the years.

1. Social Media
Moving Beyond
Facebook
Dale Denham
CIO, Geiger
www.geiger.com www.linkedin.com/in/daledenham

2. Simple Definition
social networking =
sharing/networking online
So if you are a poor networker in
person, you will still be poor online
www.geiger.com www.linkedin.com/in/daledenham

3. 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.
www.geiger.com www.linkedin.com/in/daledenham

4. 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
www.geiger.com www.linkedin.com/in/daledenham

5. #1 Reason Salespeople Should Use
Social Networking Sites
Warm Up Your
Cold Calls
www.geiger.com www.linkedin.com/in/daledenham

6. If Nothing Else…
• Improves your Google ranking
www.geiger.com www.linkedin.com/in/daledenham

7. Facebook –
Getting Started
• Personal
account
• Vanity URL
– Username
• Connect with
family & friends
– Upload pictures
– Write on walls
– Read updates
• Have fun
www.geiger.com www.linkedin.com/in/daledenham

8. 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
www.geiger.com www.linkedin.com/in/daledenham

9. Targeting Your Posts
• Lists
– Close friends
– Acquaintances
– Restricted
– Custom
• Setting the defaults
www.geiger.com www.linkedin.com/in/daledenham

10. Networking On Facebook –
Personal Focus
• Listen & observe
– What clients/prospects
are doing
– Learn about
families, interests &
activities
• Interesting pictures
– Kids
– Events
www.geiger.com www.linkedin.com/in/daledenham

11. Networking On Facebook –
Business Focus
• Status updates at
tradeshows
– Upload pictures of
new & cool products
• Exciting products
with broad appeal
www.geiger.com www.linkedin.com/in/daledenham

12. 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
www.geiger.com www.linkedin.com/in/daledenham

13. Selling on Facebook
• DO NOT SELL ON FACEBOOK
• It’s about networking, NOT Selling
– Slight exception for Business Pages
www.geiger.com www.linkedin.com/in/daledenham

14. 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
www.geiger.com www.linkedin.com/in/daledenham

15. Tip For Facebook
• HAPPY BIRTHDAY!
– Send cards, invite
people to lunch.
– Better yet, send a
personalized gift!
www.geiger.com www.linkedin.com/in/daledenham

16. LinkedIn
• 4 key purposes
– Expose credentials to customers
– Expose your entire network to you
– Find new customers
– Learn more about your customers
www.geiger.com www.linkedin.com/in/daledenham

17. 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
www.geiger.com www.linkedin.com/in/daledenham

18. 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
www.geiger.com www.linkedin.com/in/daledenham

19. LinkedIn Business Page
• Set it up just like your personal account
focused on your business
• Showcase products & services
• Recommendations
www.geiger.com www.linkedin.com/in/daledenham

20. Prospecting On LinkedIn
• Advanced search
– Getting contact names
– You may have connections
• Alumni network
www.geiger.com www.linkedin.com/in/daledenham

21. What To Do On LinkedIn
• Read/Post status updates
• Recommend people
– Often reciprocal
• Amazon reading list
• SlideShare
• Groups
• Prospecting
• Investigative research
www.geiger.com www.linkedin.com/in/daledenham

22. Outlook Social Media Connector
www.geiger.com www.linkedin.com/in/daledenham

23. Twitter
• Big waste of time?
• Least benefit for most distributors
• Microblogging = 140 characters
www.geiger.com www.linkedin.com/in/daledenham

24. 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
www.geiger.com www.linkedin.com/in/daledenham

25. Twitter Disclaimer
• Twitter is very relevant but is
becoming less valuable with G+ and
the changes Facebook has made
www.geiger.com www.linkedin.com/in/daledenham

26. 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
www.geiger.com www.linkedin.com/in/daledenham

27. Searching
• Use “hash” tags (#GCPPA)
– Great for meeting people at events
• Search for keywords
– “Marketing &” location
www.geiger.com www.linkedin.com/in/daledenham

28. Talking To Yourself
• Tweeting without followers is
a lot like talking to yourself
– A chance someone will
overhear you but it is not likely
www.geiger.com www.linkedin.com/in/daledenham

29. 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
www.geiger.com www.linkedin.com/in/daledenham

30. 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
www.geiger.com www.linkedin.com/in/daledenham

31. 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
www.geiger.com www.linkedin.com/in/daledenham

32. Google+
www.geiger.com www.linkedin.com/in/daledenham

33. 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
www.geiger.com www.linkedin.com/in/daledenham

34. Pintrest
• Find cool promotional items ON
YOUR SITE and pintrest them
www.geiger.com www.linkedin.com/in/daledenham

35. Klout
• “Measures” your social “clout”
• Not critical, but worth signing up for
www.geiger.com www.linkedin.com/in/daledenham

36. SlideShare
• Great to advertise your success
• You never who might download
your presentation
• Great for SEO
(Google)
www.geiger.com www.linkedin.com/in/daledenham

37. 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!
www.geiger.com www.linkedin.com/in/daledenham

38. Rules To Follow On All Sites
• Do not sell
• Be relevant & transparent
• Live as if your mom is watching
• Have fun!
www.geiger.com www.linkedin.com/in/daledenham

39. Key Points To Remember
www.geiger.com www.linkedin.com/in/daledenham

40. 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
www.geiger.com www.linkedin.com/in/daledenham

41. $ales
www.geiger.com www.linkedin.com/in/daledenham

42. ???
??
www.twitter.com/daledenham
www.facebook.com/daledenham
www.linkedin.com/in/daledenham
www.geiger.com www.linkedin.com/in/daledenham

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