Post on 13-Sep-2014
description
Kathi Krusekrusecontrolinc.com
@kathikruse
10 Killer Tips to Master Social
SellingHow to Leverage Social Media for Traffic, Leads & Sales
Kathi Krusekrusecontrolinc.com
@kathikruse
What is Social Selling?
Kathi Krusekrusecontrolinc.com
@kathikruse
Auto Retail 2014
•Laser-Targeted Marketing•Digital Relationship Building•Self-Published Content
Kathi Krusekrusecontrolinc.com
@kathikruse
Connecting
Kathi Krusekrusecontrolinc.com
@kathikruse
Social Selling Goes Mainstream
Study: 78.6% of salespeople who use Social Media as a
selling tool outperform those who don’t.
Kathi Krusekrusecontrolinc.com
@kathikruse
Root Cause: Lack of Formalized Training
Study: Why Aren’t You Using Social Media?
Kathi Krusekrusecontrolinc.com
@kathikruse
People who buy and service cars.
People who buy/service cars
& are thinking they need to.
People who
buy/service cars,
think they need to & are ready
to buy right now.
Consideration Stage Audience
See
Think
Do
Kathi Krusekrusecontrolinc.com
@kathikruse
10 Killer Tips to Master Social
Selling
Kathi Krusekrusecontrolinc.com
@kathikruse
1. Cultivate a Presence Starring YOU!
Kathi Krusekrusecontrolinc.com
@kathikruse
2. Design Reflects Who You Are
Kathi Krusekrusecontrolinc.com
@kathikruse
Complete Profile
Kathi Krusekrusecontrolinc.com
@kathikruse
3. Customer-Centric Marketing
Don’t Sell Something, Solve Something!
Kathi Krusekrusecontrolinc.com
@kathikruse
“Giver’s Gain”
Kathi Krusekrusecontrolinc.com
@kathikruse
4. Solid Content Strategy (What you’re going to post, tweet, write about)
Kathi Krusekrusecontrolinc.com
@kathikruse
What is Content Strategy?
Your mindset, culture & approach to delivering your customer’s information needs in all the places they’re searching for it, across each stage of the buying process.
Kathi Krusekrusecontrolinc.com
@kathikruse
“See” Customer
“Think” Custome
r
“Do” Customer
Kathi Krusekrusecontrolinc.com
@kathikruse
The Right Mix
• 70% Personality• 20% Brand• 10% Products/Services
Kathi Krusekrusecontrolinc.com
@kathikruse
Key: Staff Participation
Kathi Krusekrusecontrolinc.com
@kathikruse
Awesome Tools to Save Time & Money
PostPlanner Promo Code: KRUSECONTROL
Kathi Krusekrusecontrolinc.com
@kathikruse
5. Develop Your Personal Brand
Who are YOU? (Why Buy from YOU)
Kathi Krusekrusecontrolinc.com
@kathikruse
Who is My Customer?
Kathi Krusekrusecontrolinc.com
@kathikruse
What are My Goals?
Kathi Krusekrusecontrolinc.com
@kathikruse
6. Promotion Strategy (How you’re going to continually increase your fan
base)
Kathi Krusekrusecontrolinc.com
@kathikruse
5 Tips to Grow Your Network:
1. Create posts that inspire people to share.2. Advertise on Facebook3. Add Social Plugins to Blog/Website4. Email signature5. Business card QR Code
Kathi Krusekrusecontrolinc.com
@kathikruse
Get Followers
• Follow strategy• Unfollow strategy • TweetAdder• ManageFlitter
Kathi Krusekrusecontrolinc.com
@kathikruse
Keep Followers
• Tweet Relevant Content Often• Converse• Share• Klout & Kred
Kathi Krusekrusecontrolinc.com
@kathikruse
#Fail
Know the #Fail
• Only Tweeting a URL• Only # of followers matters• Broadcasting• Facebook ->Twitter & vice versa• Lack of conversation• Auto Responders
Kathi Krusekrusecontrolinc.com
@kathikruse
#Fail
Kathi Krusekrusecontrolinc.com
@kathikruse
7. Engagement Strategy (How you’ll respond to fans & build community)
Kathi Krusekrusecontrolinc.com
@kathikruse
Every Sale Starts with a Conversation
Listen Ask Questions Support Build Relationship Foster Leads &
Sales
Kathi Krusekrusecontrolinc.com
@kathikruse
LinkedIn Groups
*Consider LinkedIn Paid Version
Kathi Krusekrusecontrolinc.com
@kathikruse
Spend 20+ Minutes/Day Interacting
(Prospecting)
Kathi Krusekrusecontrolinc.com
@kathikruse
8. Conversion Strategy (How you’ll turn your fans into customers)
Kathi Krusekrusecontrolinc.com
@kathikruse
Facebook Organic Leads
Kathi Krusekrusecontrolinc.com
@kathikruse
Paid Leads using Custom Tabs
Kathi Krusekrusecontrolinc.com
@kathikruse
Capture Leads:
Lead Generation Landing Page
Kathi Krusekrusecontrolinc.com
@kathikruse
Twitter Prospecting
Kathi Krusekrusecontrolinc.com
@kathikruse
• Likable Expert• Engagement• Influence• SEO (Visibility)• Staff Participation• Generate Leads
9. Blog for Business
Kathi Krusekrusecontrolinc.com
@kathikruse
Google Knowledge Graph & Hummingbird Update
• Next Generation of Search• Knowledge (not just information)• Contextual Meaning (User Intent)• Word Relationship “Semantic Search”
Kathi Krusekrusecontrolinc.com
@kathikruse
Local Search & Online Ratings
Google Yourself!
Kathi Krusekrusecontrolinc.com
@kathikruse
Best Blogging Platform:
Wordpress
Kathi Krusekrusecontrolinc.com
@kathikruse
Characteristics of Successful Blog
• Catchy Headlines• 250 to 500+ Words• High-Quality Optimized Content• Frequent Updates• Relevant Image/Videos• Staff Participation (Crowdsource)• Comments• Contact Form
Kathi Krusekrusecontrolinc.com
@kathikruse
What Do We Write About?(Content Strategy)
• Customer FAQs• Spotlight Local Happenings• Employee Milestones• Legacy Stories• Dealership Causes• Video Blog• Customer Reviews• Inventory
Kathi Krusekrusecontrolinc.com
@kathikruse
Once Your Post is Published
• Syndicate on Social Media• Social Bookmarking• Seek out & Comment on Other Blogs• Share Your Post with Target
Customers• Email RSS Feed & Newsletters• Convert Posts to eBook
Kathi Krusekrusecontrolinc.com
@kathikruse
Convert “See” & “Think” Customer with Content
“If a potential customer has read 30+ pieces of your OWN content, you have an 80% better chance of closing the sale.”
Marcus SheridanTheSalesLion.com
“See”
“Think”
Kathi Krusekrusecontrolinc.com
@kathikruse
“DO”Convert “Do” Customer
• Facebook Ads• Custom Tabs & Landing Pages• Conversations: Facilitate the Buy
Kathi Krusekrusecontrolinc.com
@kathikruse
10. Measure &
Analyze(How you’ll establish ROI)
Kathi Krusekrusecontrolinc.com
@kathikruse
Did You Meet Your Goals?
Measurement is about more than just results. It must tie back to your objectives.
Kathi Krusekrusecontrolinc.com
@kathikruse
1. Cultivate a Presence Starring YOU!2. Design Reflects Who You Are 3. Customer-Centric Marketing4. Solid Content Strategy 5. Define Your Personal Brand6. Promotion Strategy7. Engagement Strategy8. Conversion Strategy9. Blog for Business10. Measure & Analyze
10 Best Practices to Drive Leads & Sales
“See”
“Think”“Do”
Kathi Krusekrusecontrolinc.com
@kathikruse
Be the 79%
Kathi Krusekrusecontrolinc.com
@kathikruse
Check how your Facebook Page measures up!
Facebook Page Self-
Assessment Worksheet
Kathi Krusekrusecontrolinc.com
@kathikruse
Kathi KruseSocial Media Marketing,
Coaching & Trainingkrusecontrolinc.com
kathi@krusecontrolinc.com 714.251.6440
Facebook: kathikruseTwitter: @kathikruse
LinkedIn: krusecontrol
Thank You!Q & A
Kathi Krusekrusecontrolinc.com
@kathikruse