LeadLife & 3Forward: 4 Key Actions That Define and Build a Sales Funnel that Won't Leak 4-3-13
Social Networking for Funnel Build
-
Upload
richard-brasser -
Category
Business
-
view
310 -
download
1
description
Transcript of Social Networking for Funnel Build
![Page 1: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/1.jpg)
Leveraging Social Networking To Enhance Your Lead Funnel
Richard C. Brasser
The Targeted Group
November 10, 2010©2010 The Targeted Group
![Page 2: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/2.jpg)
Today’s Presenter:
Richard BrasserThe Targeted GroupPresident and CEO
Contact:Twitter: @socmedia365LinkedIn: Linkedin.com/in/brasserGvoice: 646.719.0619Email: [email protected]
www.thetargetedgroup.com
866-738-8768
![Page 3: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/3.jpg)
What IS social networking?
• Ask a few people in crowd
![Page 4: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/4.jpg)
It isn’t about…
Technology
![Page 5: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/5.jpg)
Just for kids
![Page 6: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/6.jpg)
It is about…
A global network
![Page 7: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/7.jpg)
It is about…
Instant Connection
![Page 8: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/8.jpg)
It is about…
HUMAN Connection
![Page 9: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/9.jpg)
Why should YOU care about it?
![Page 10: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/10.jpg)
You can Exponentially
increase your accessto leads
![Page 11: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/11.jpg)
You canconnect globally
![Page 12: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/12.jpg)
Make
More
SALES
![Page 13: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/13.jpg)
Over 91% of B2B buyers are already using social media tools, often to research and execute purchases
86% of B2B firms are using social media
B2B marketing spending on social networking sites is predicted to rise 43.3%
Source: Forrester Research
![Page 14: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/14.jpg)
Don’t reinvent the wheel
You already know how to do this!
![Page 15: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/15.jpg)
![Page 16: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/16.jpg)
Transform from a SALES person
![Page 17: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/17.jpg)
To a person
![Page 18: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/18.jpg)
The “Secret Door”
Social Networking…
![Page 20: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/20.jpg)
Time Management
Truism: Salespeople will only
spend time on things that produce results
The key is focus
![Page 21: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/21.jpg)
LinkedIn:
2003 to Today
![Page 22: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/22.jpg)
So you get WHY it is important…
…are wondering HOW to do it?
Good!
Let’s proceed…
![Page 23: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/23.jpg)
Improve Prospecting
![Page 24: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/24.jpg)
Verify Leads
![Page 25: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/25.jpg)
![Page 26: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/26.jpg)
Gather Information
![Page 27: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/27.jpg)
Expand Your Network300 connections on
LinkedIn means that you are two steps
away from 5.5 million people!
Do you connect on LinkedIn with every person you meet?
Have you already sent me a LinkedIn request?
![Page 28: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/28.jpg)
Increase Referrals
I am accountable for this guy. You can trust him.
![Page 29: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/29.jpg)
Case Study: The Targeted Group • 50% – 65% in pipeline are
directly from SN tools
• 70% - 75% response rate for introductions
• 28% of sales don’t require an in-person meeting
![Page 30: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/30.jpg)
Recommendations
![Page 31: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/31.jpg)
Quick Example: Connecting With Visa Corporate
![Page 32: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/32.jpg)
Nurture Leads
![Page 33: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/33.jpg)
Become Part of the Conversation
![Page 34: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/34.jpg)
Engage Prospects
![Page 35: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/35.jpg)
Case Study: How LinkedIn Answers turned into a $250,000 contract
![Page 36: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/36.jpg)
Discover Commonalities
![Page 37: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/37.jpg)
Bringing It All TogetherCase Study: Noah Rickun
1. Prospecting2. Research3. Introduction and Meeting
4. Sales5. Earned Business
![Page 38: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/38.jpg)
10 ways to increase your impact with
Social Networking
![Page 39: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/39.jpg)
Social Networking For Sales10 Power Steps
1. Create a Polished Profile
2. Connect and Reconnect
3. Do your Homework
4. Join Similar Groups
5. Share News
7. Leverage Commonalities
8. Become a Value Provider
9. Strengthen Your Network
10. Pay It Forward
6. Get Introduced
![Page 40: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/40.jpg)
The Future NOW of Sales Systems
![Page 41: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/41.jpg)
The Future of Social Networking and Sales
7/10 kids that are in kindergarten right now…will work in a career that doesn’t exist today!
What is your future and how will your role change?
![Page 42: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/42.jpg)
![Page 43: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/43.jpg)
Avaya MarketLeaders Highlights
• Social Media Analysis
• Social Media Education
• Social Media Insights and Analysis
• Social Media Strategy
• Social Media Advisory and Coaching
• Objective Driven Online Communities
How we can help…
![Page 44: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/44.jpg)
IP Office 7.0Social Media
BLITZ
![Page 46: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/46.jpg)
![Page 47: Social Networking for Funnel Build](https://reader035.fdocuments.us/reader035/viewer/2022062513/55579baed8b42aa3378b5108/html5/thumbnails/47.jpg)
Richard Brasser
Twitter: @socmedia365LinkedIn: Linkedin.com/in/brasserGvoice: 646.719.0619Email: [email protected]
Kristen Galli
Twitter: @TheTGLinkedIn: Linkedin.com/in/galliGvoice: 407.243.8554Email: [email protected]
Your Online Resource Portal
View Video Tutorials, Download the Presentation Slides and Gain Access to Richard Brasser’s E-Book
“Navigating the Turbulent Waters of Social Networking”
www.thetargetedgroup.com/avayapartners