Selling Through Social Media

Selling Through Social Media Presented by EntreQuest

Welcome • Purpose of Today • Survey Discussion • Disclaimers

Disclaimers • • • •

Not Psychologists Not Social Media Experts Results May Vary We Believe In Principles Not Techniques

What Are 2 Takeaways You are Looking To Get Out Of Today?

Agenda for Today • • • •

Evolution of an Economy Trust and How It Applies to Business Emotional Intelligence & Sales Linked In: How to use it and grow your business

Evolution Of The Economy

Information  Attention  Trust Experienced Based Economy, Joseph Pine II & James H. Gilmore Harvard Business Review, July – August 1998

The Trust Model Building Trust in Politics, Relationships and Life, Robert Solomon and Fernando Flores, 2001

Research Suggests Actively Buying Now

3% 7% Passively Buying Now

30% 30%

Know & Open To Buying Now Don't Know & Open To Buying Now

30%

Know & Not Willing To Buy Now

Where Do We Go To Make Decisions? • 25 People That You Know & Trust, They Trust You • Keep In Touch With On Weekly Basis • Recommendations From • Some Reason, Season, Lifetime • Respond to Immediately

Core 25: Tribe of Trust

One Degree Away

+1°

• People You Know • Don’t Keep In Touch With On Weekly Basis • Acquaintances

• 149 = The Average 1st Degree Connections From This Audience • Studies Have Shown The More People You Know, The Greater Your Income

Two Degrees Away

• People You Don’t Know

1°

+

2°

• People Who Don’t Know You

Where Should You Focus? Don’t Trust Know You You 8.4 Rejections

Know You 3 Rejections

Trust You

How To Build Your Tribe of Trust And Manage Relationships 1. Give Before You Get (Don’t Keep Score) 2. Clarity of Who, Not What 3. Ask, Follow-up, or Fail

Build Trust

What Makes A Good Networker? Being Socially And Self Aware

EQ Emotional Quotient vs. Intelligence IQ Quotient

What Is Emotional Intelligence? 1. Self-awareness 2. 3. 4.

Self-management Social awareness Relationship management

Being Socially And Self Aware 80 Million Users 34 Million Users 7 Million Users

35%

- Adults in America On a Social

Networking Site

VS.

Traditional Networking • Handed out card without talking to the person first? • Asked for an endorsement without knowing the person? • Ask for a referral without knowing the person? • Talk about yourself 100% of the time? • Show pictures of yourself partying in your bathing suit? • Tell them you are having a bad day? • Tell them that you hate your boss and are ready for a change? • Give them ’25 things about you’?

Background On

Tip / Fact #1: What is

?

Wikipedia Defines it as: a business-oriented social networking site founded in December 2002 and launched in May 2003 mainly used for professional networking. As of February 2009, it had more than 35 million registered users, spanning 170 industries.

Tip / Fact #2: Why Should I Care? >3 It’s a networking tool with users 5 • • •

Traffic generator Research tool It’s your bio for the world to see

million

Tip / Fact #3: Types of People on LinkedIn Average Age:41 years old $109,70 Household Income: 3* of $50,200 *vs. US Median

Tip / Fact #4: Decision Makers Are on LinkedIn 69%

C-Level Executives EVP/SVP Senior Management

16%

7% 8%

Other

30.3% of users are decision make

Profile Tips

Tip / Fact #5: Make Profile 100%

Tip / Fact #6: Make Your Profile Public

Tip / Fact #7: Make Yourself Open to InMail

Tip / Fact #8: Personalize Your LinkedIn URL

Tip / Fact #9: Make it Easier to Connect with You

Tip / Fact #10: Add Value

Pay attention to the updates of your network: • Make connections for others • Share opinions • Learn what others are doing • See where people are going • Help others

Tip / Fact #11: See Who is Looking at You Hint… scroll down:

Tip / Fact #12: Stay Relevant and Updated Your LinkedIn profile is your online presence / press release …keep it up to date with Professional and/or Personal Info: • New skills • New interests/affiliations • New positions • New hobbies • New experiences • Accomplishments/awards • Volunteer work

Tip / Fact #13: Keep Your Status Updated Tell the world what you are working on or looking for…

Tip / Fact #14: Drive Traffic We received175+ RSVPs by only using our LinkedIn status updates to drive traffic to our webinar for next week: Drive traffic to: • News • Events • Webinars

Tip / Fact #15: DON’T Overcommunicate • • • • •

8:28 AM - I am preparing for a sales meeting 8:35 AM - I am driving to a sales meeting 9:00 AM - I am in a sales meeting 9:58 AM - I am leaving a great sales meeting 10:00 AM - I am driving home from a sales meeting • 11:00 AM - I am looking for a new sales meeting • 11:15 AM - I am preparing for another sales meeting, etc…

Growing Your Network

Tip / Fact #16: Grow Your Network Insert contacts from:

Tip / Fact #17: Where to Find Connections Most people look to their co-workers for their connections, but what about…? • Current clients • Past clients• College connections • Past co-workers • College professors • Current prospects • Past employers • College roommates • Current vendors • Past friends • Local organizations • Neighbors • Local groups • Fellow Committee Members

Tip / Fact #18: Leverage Your Network First... and

Learn what those in your network do learn how you can help.

Then… Educate those in your network what you do so they can help you.

LinkedIn Research

Tip / Fact #19: Research People

Search by: • Name • Company • Industry • Title • School, etc…

Tip / Fact #20: Research Prospects Before you make a prospecting call, look at your prospect’s profile: • Do you know someone who’s connected to them • To what organizations and groups do they belong • Look at their current status; what are they up to • Learn about them, their organization, etc.

Tip / Fact #21: Research Companies

Other Areas of LinkedIn

Tip / Fact #22: Utilize Groups Join Groups based on: • Geography • Professional Focus • Personal Focus Research Groups that: • Your clients are members • Your prospects are members

Tip / Fact #23: Q & A Section

Give, Give, Give! • Share experiences • Help others • Develop your personal brand

Tip / Fact #24: Ask the Experts

• • •

35 million plus Tap into Show people where your interests lie Create new connections

Tip / Fact #25: Ask / Answer Polls

Tip / Fact #26: Make a Recommendation

* Caveats

Tip / Fact #27: Don’t Break the Laws of Human Nature

Tip / Fact #28 Give Before You Get

Potential Uses of Social Media Recommendations, Events, Questions, Posting Jobs, Status Updates, Screening Potential Employees, Relationship Management, Introductions, Providing Answers, Polling Events, Post and Share Status Updates, Promote Blogs, Events, Drive Traffic To a Website, Tweetup

Tip / Fact #29: BIG FINISH 1. Join our LinkedIn Group – Sales Growth Forum 3. If you know someone who is interested, tell them to join us for our next presentation 4 weeks from today 5. Want • •

more info? We have both: Virtual Programs In-house / On-site programs