Killer Tips to Master Social Selling (Digital Dealer 15)

Kathi Krusekrusecontrolinc.com

@kathikruse

10 Killer Tips to Master Social

SellingHow to Leverage Social Media for Traffic, Leads & Sales


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What is Social Selling?


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Auto Retail 2014

•Laser-Targeted Marketing•Digital Relationship Building•Self-Published Content


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Connecting


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Social Selling Goes Mainstream

Study: 78.6% of salespeople who use Social Media as a

selling tool outperform those who don’t.


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Root Cause: Lack of Formalized Training

Study: Why Aren’t You Using Social Media?


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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


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10 Killer Tips to Master Social

Selling


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1. Cultivate a Presence Starring YOU!


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2. Design Reflects Who You Are


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Complete Profile


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3. Customer-Centric Marketing

Don’t Sell Something, Solve Something!


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“Giver’s Gain”


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4. Solid Content Strategy (What you’re going to post, tweet, write about)


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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.


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“See” Customer

“Think” Custome

r

“Do” Customer


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The Right Mix

• 70% Personality• 20% Brand• 10% Products/Services


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Key: Staff Participation


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Awesome Tools to Save Time & Money

PostPlanner Promo Code: KRUSECONTROL


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5. Develop Your Personal Brand

Who are YOU? (Why Buy from YOU)


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Who is My Customer?


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What are My Goals?


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6. Promotion Strategy (How you’re going to continually increase your fan

base)


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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


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Get Followers

• Follow strategy• Unfollow strategy • TweetAdder• ManageFlitter


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Keep Followers

• Tweet Relevant Content Often• Converse• Share• Klout & Kred


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#Fail

Know the #Fail

• Only Tweeting a URL• Only # of followers matters• Broadcasting• Facebook ->Twitter & vice versa• Lack of conversation• Auto Responders


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#Fail


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7. Engagement Strategy (How you’ll respond to fans & build community)


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Every Sale Starts with a Conversation

Listen Ask Questions Support Build Relationship Foster Leads &

Sales


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LinkedIn Groups

*Consider LinkedIn Paid Version


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Spend 20+ Minutes/Day Interacting

(Prospecting)


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8. Conversion Strategy (How you’ll turn your fans into customers)


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Facebook Organic Leads


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Paid Leads using Custom Tabs


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Capture Leads:

Lead Generation Landing Page


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Twitter Prospecting


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• Likable Expert• Engagement• Influence• SEO (Visibility)• Staff Participation• Generate Leads

9. Blog for Business


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Google Knowledge Graph & Hummingbird Update

• Next Generation of Search• Knowledge (not just information)• Contextual Meaning (User Intent)• Word Relationship “Semantic Search”


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Local Search & Online Ratings

Google Yourself!


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Best Blogging Platform:

Wordpress


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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


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What Do We Write About?(Content Strategy)

• Customer FAQs• Spotlight Local Happenings• Employee Milestones• Legacy Stories• Dealership Causes• Video Blog• Customer Reviews• Inventory


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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


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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”


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“DO”Convert “Do” Customer

• Facebook Ads• Custom Tabs & Landing Pages• Conversations: Facilitate the Buy


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10. Measure &

Analyze(How you’ll establish ROI)


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Did You Meet Your Goals?

Measurement is about more than just results. It must tie back to your objectives.


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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”


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Be the 79%


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Check how your Facebook Page measures up!

Facebook Page Self-

Assessment Worksheet


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Kathi KruseSocial Media Marketing,

Coaching & Trainingkrusecontrolinc.com

[email protected] 714.251.6440

Facebook: kathikruseTwitter: @kathikruse

LinkedIn: krusecontrol

Thank You!Q & A


@kathikruse

Killer Tips to Master Social Selling (Digital Dealer 15)

Marketing

Transcript of Killer Tips to Master Social Selling (Digital Dealer 15)