Social Media for

Sales & MarketingBe a sales super star with the help of

social media and great content!

Presented by Kelly MirabellaStellar Media Marketing

www.StellarMediaMarketing.com

Thursday, November 7, 13

The Stats• 78% of salespeople using social media outsell their peers. They also

exceeded their quotas 23 percent more often than their counterparts who were not using social media.

• 75% of buyers likely to use social media in the purchase process• IBM reported that they saw a stunning 400% surge in their sales after

implementing their social selling pilot program.• Twice as many leads are generated per month for companies that use

Twitter• 41% of B2B companies on Facebook report generating leads• Companies who have a blog generate 67% more leads!• Business.com reports that 55% of B2B survey respondents search for

information on social media

Online conversations with prospects can accelerate deals: • social media usage: 41% to 60% conversions increase• Micro-blogging: 21% to 39% conversion increase

Thursday, November 7, 13

via http://www.topwebdesignschools.org/selling-social/Thursday, November 7, 13

Know Your Audience◦ Who are they

◦ What do they need (what pain do they have that you can solve?)

◦ Where do they spend their time online?

◦ What do they care about/what are their interest?

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Listening & Monitoring

• Find new customers• Find the influencers in your industry• Stay relevant• Keep customers happy• Find and create new and relevant content• Make unhappy customers happy - Make them converts

Listening will always be 50% of the communication process.Never stop listening.

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Listening & Monitoring

• Google Alerts

• Hootsuite

• Social Search

Tools

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Warm Prospecting

• Who are your top prospects?

• Go to them

• Make cold calling warm introductions with social media.

• What tools can you use to get closer and know more?

Do your Homework

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Thursday, November 7, 13

Build your email listIt’s not enough to ask people to join your email list.

You have to give them reasons that are compelling to them.

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77% of people prefer email to receive promotions

ExactTarget’s 2012 Channel Preference Survey

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★ The Offer Before you start promoting and planning, decide what great offer

you’ll be sending to fans.

★ The Email If you already have an email list, make sure to send an email

specifically promoting your social campaign, then include it in each newsletter going forward.

★ Stay Social Launching a campaign and then ignoring it will go badly.

Make sure you stay engaged with fans.

Check list via Constant Contact

Social Campaigns Checklist:

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• Info and lists• Top tools• Top places• Recipes• Guides

• Top 5 ways to increase your credit score right now• Top 5 digital tools for small business• Top 5 mobile apps to increase productivity• Mobile apps to rock your business resource guide• Visual content marketing guide

• White Paper• Coupons• Live or Recorded webinars• Drawings, discounts, sweepstakes

Thursday, November 7, 13

Building Your Lead Base(Email List)

◦ Facebook◦ Tools◦ Constant Contact Social Campaigns◦ Short Stack apps - Free options◦ Lead Pages - $37 per month or $197 per year◦ Email sign up

◦ Video◦ Landing pages◦ All about free content

Your email marketing database degrades by about 25% every year...Never stop building

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Design for Success1 Use a large font size, 16pt or higher. 2 Use a few words as possible. Try and reduce your first

draft by 50%.3 Focus your copy exclusively on the benefit of joining

your list4 Use arrows and white space to direct attention, 5 Include a headline that clearly states the value of joining

your list.

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Evoke Action!

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Website ConversionsExamples

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Facebook Conversions

Source of case studies: jeffbullas.comThursday, November 7, 13

Get Active

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Be Findable &

Be ConsistentThere is an unspoken rule from buyers that sales people and companies should be easily found online.

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Understand Social SignalsSocial media sites are a goldmine of helpful data

Examples of social signals from Facebook: Engagements, weddings, new family addition.All life events that people share on Facebook

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Build Trust◦ How to, helpful, valuable, problem solving content

◦ No commercials

◦ Don’t make people feel like you are tricking them

It’s natural for buyers to not want to trust us. You need to build trust. How do you do this? With value added, helpful content. Give them something that will help them. Solve a problem.

Be Helpful

Do Something for the other person

Ask for nothing in return

Use the Magic Words

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Content Ideas that Rock

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Sharing Content

• Visual Content gets more engagement

• PicMonkey.com

• Canva.com

• Fiverr.com

• Regular status updates get more reach

• Be helpful & informative

How to make great content

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Sharing Content

• Alltop.com

• LinkedIn Today

• Zite (app)

• Everpost

Where to find great content

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Make It Easier

• Bufferapp.com

• Hootsuite.com

• Everpost.com

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Be a Referral EngineA warm referral is known to increase the odds of sales success by 200 to 400 percent.

✤ Be a Hub

✤ Be a referral resource for others

✤ Be an information resource for others

✤ Follow through on Promises

✤ Thank people for their referrals

✤ Don’t let a referral pass you by! Act NOW.

Thursday, November 7, 13

Take it to the Streets

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Don’ts◦ Add someone on LinkedIn just to spam them with

your sales pitch

◦ Don’t forget that sales is a people business. Social media does not change this.

◦ Don’t assume everyone cares about your products and services

◦ Don’t push yourself on people

◦ Don’t pitch

◦ Don’t use all the social networks exactly the same.

◦ Don’t annoy people

Thursday, November 7, 13

Thursday, November 7, 13

Upcoming ClassesMastering LinkedInDate/Time: November 12th 10:30am – NoonLocation: Southglenn Library Meeting Room A | Centennial COInvestment: Early Bird $28 Regular $42 BOGO $30 each

See all upcoming classes at www.stellarclasses.com

Thursday, November 7, 13