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Title:

So I

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Title: Using Inbound Marketing to Drive Sales Author: kimm Last modified by: Tony Popowski Created Date: 6/3/2010 6:14:16 PM Document presentation format – PowerPoint PPT presentation

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Tags: selling | tips

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Title: So I


1
So Ive Joined Social Media Where Are My New
Clients Sales?
2
Why?
Social Media (and Marketing) Then Vs. Now
3
Old Marketing Methods
  • BUY your way in with advertising
  • ASK for business through sales pitches

4
Social Media Marketing Then
5
Old Sales Cycle
Marketer or Salesperson is in control and starts
the sales cycle with service or product
explanation Customer and salesperson share
control
6
What Changed?
Information overload / Lack of trust
Today s Insulated Buyer
Todays Buyers are Insulated
7
The Longer Sales Process
The Power of Impressions
Consideration
Research
Awareness
Purchase
Awareness
Consideration
Research
Purchase
Sales Process
8
The Social Shift
  • Info is freely availably online for research and
    comparison
  • Prospects have more say in how they communicate
    and receive info
  • Social media updates enable rapid communication
  • Potential buyers are influenced by current buyers

9
New Sales Cycle
Impact on the Sales Cycle
10
Social Medias New Role
  • Understand customer needs
  • Demonstrate understanding through content
  • Prove credibility
  • Meet information needs while providing connection
    to brand
  • Create convenient, positive experience

11
New Social Media Focus
  • Listen to problems of the prospect
  • Provide remarkable content
  • Create an experience
  • When the customer is ready to purchase and feels
    comfortable buying from you

12
Social Media Strategy
  • Decide on sites / focus LinkedIn, Blogging
  • Facebook, Twitter and YouTube

13
ROI?
Return on Investment vs. Return on OBJECTIVE
  • Prospect identification?
  • More leads?
  • Nurture leads?

14
Social Media Content
  • Info your prospects need
  • Info that addresses concerns
  • Solutions
  • Testimonials
  • Videos
  • Webinars
  • White papers
  • Engaging content
  • Inclusive content
  • Resource Center

15
Social Media Content
  • Top 10 Tips
  • Industry News and Updates
  • Ensure posts have a purpose and CTA
  • Link to Landing Pages on Website

16
Landing Pages
  • Why fill out a form? What stage in the sales
    cycle?
  • General Inquiry
  • White paper
  • Checklist
  • Industry Study
  • Product demonstration

17
Create Integrated Program
18
Social Media Content
BE A CONNECTOR NOT A CREEPER!
19
LinkedIn Tips
  • Rework summary in your profile to connect
  • Online introduction vs. online resume
  • Obtain recommendations show quantifiable
    information
  • Participate in networking groups
  • Create your own LinkedIn Group

20
Blogging Tips
  • Make your article infectious (so people read it
    and spread it)
  • Continuously connect with audience as subject
    matter expert
  • Help Google help you use highly searched keyword
    phrases and turn them into links that point to
    your website
  • Invite comments
  • Comment on other industry blogs with your email
    address and web address
  • Post your blog to your website and social media
    sites and blast with email program

21
Facebook Tips
  • Feature customers and target audience(s)
  • Use inclusive language
  • Show off your personality

22
Twitter Tips
  • Follow reporters / media members (and tweet
    them!)
  • Be proactive
  • Connect with influencers (industry leaders,
    legislators, etc.)
  • Utilize

23
YouTube Tips
  • Showcase what makes you unique
  • Different types of videos
  • Humor its a Homerun or Failure
  • Use embed codes for other channels

24
Integrated Program
Support SEO and keyword strategy
  • Analyze sources of traffic

25
Integrated Program
Promote social sites in all marketing vehicles!
  • Website
  • Sales collateral
  • Newsletters / e-Blasts
  • E-mail signatures
  • Press releases / articles
  • Word of mouth / Staff buy-in

26
Find GRM Online
  • Blog www.grmwebsite.com/blog
  • Facebook Grass Roots Marketing
  • LinkedIn Grass Roots Marketing
  • Twitter GrassRootsInc
  • Stumbleupon GrassRootsInc
  • Reddit GrassRootsMarketing
  • Flickr GrassRootsMarketingInc
  • Digg GrassRootsInc
  • Delicious GrassRootsMarketing
  • YouTube MarketingInABox

27
Contact Information
  • E Tony_at_grootsmarketing.com
  • P - 732.380.8400
  • W- www.grmwebsite.com
  • LinkedIn Tony Popowski
  • AIM TonyatGRM
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