social networking for sales

Social Networking for Sales

Sue Danbom

Director of Training | Professional SearchJuly 16, 2013

sdanbom@volt.com 425-558-7700

What is

Web 2.0???

It’s all about…

InteractionEngagement

Why Jump On the Bandwagon?

• Find Clients• Clients find You• Build your reputation• Research prospects• Increase business• $0 cost

Why Is Social Networking Important?

Traditionalists

Generation Y

Generation X

Baby Boomers

42% 43% 5%10%

52% are “Digital Natives”

20104 Generations

Why Is Social Networking Important?

Traditionalists

Generation Z

Generation X

Baby Boomers

20% 22% 1%50%

77% are “Digital Natives”Generation Y

7%

2020 5 Generations

Using LinkedIn Tactically

Using LinkedIn Strategically

Your Social Presence

Why would they buy from you?

• Openness• Friendliness• Trust

What would attract clients to you?

Social Media Strategy

Remember 4 Things…

1. Be present2. Be real3. Be “sticky”4. Be careful

Why?

225 Million

*6 to mute and unmute

What Do You Want to Accomplish

I Want

Clients

Social Networking Strategy

Where’s your audience

Develop your profile

Develop your network

Communicate

Update

“Social” NetworkingThe LinkedIn “Cocktail Party”

Perfecting Your Profile

Welcoming

Client-Centric

Transparent

“The Bare Minimum” Profile

“The 100%” Profile

Methods of Prospecting

*Face-to-face and phone-to-phone are most effective.

Social Networking to Improve the OddsCold Calling vs. “Social Calling”*

Smiling and Dialing

100 Dials 10 Connects 1 Meeting

100 Dials 33 Connects 8 Meeting

“Social Calling”

8X

* Nigel Edelshain - http://sales2.com/

“Social Calling” vs. Cold Calling*

* Nigel Edelshain - http://sales2.com/

“Social Calling” uses social networking to…

Get past the gatekeeper

Gain client acceptance

Gain info about the client

Make the Connection

Connections

3rd LevelContact

2nd LevelContact1st Level

Connection

1st Level = Connections

1st LevelConnection

You can:•Message them for free•See Contact Info•View their Connections (Leads)•Can “Tag” them•Can Bulk Message them (50)

Connections = LinkedIn Groups

You can:•Reach niched interest groups•Message group members for free•Dialog with the group•Post jobs to the target audience•Increases your visibility•Join up to 50

Questions?