social selling by nurturing - your personal brand & professional network

Social Relationships Made Easy™

Jon Ferrara | CEO Nimble, Inc.

Your Personal Brand & Professional Network Social Selling by Nurturing

Professional Networking

The First CRM?

The First CRM?

Door to Door Salesman

Day Timer

While You Were Out

Sales Forecast

The Roots of SFA/CRM

• Company Founded on $3,000

• Zero funding - Bank, VC, Seed, Angel

• No Marketing Dept. for 1st Five Years

• #1 Rated Product for 10 Years

• 2 Million Users Worldwide

• 5,000 VARS

• 500+ Third Party Apps

• Defined

Take time for family

Swimming the Social River

People walls say who they are

Our contacts,

communications and activities

are scattered all over the place

Contacts

Calendar/Activities

Email

Twitter

Facebook

LinkedIn

Google+

Foursquare

Pinterest

Social Listening Platforms

Social Listening Platforms

Who Can Work This Way?

I Can Not. Can You?

CRM Systems

Today: All your data. Automatically.

Before: Some data. Manually.

• Identify prospect

• Do homework

• Send Email/Cold Call on Phone

• Schedule Meeting

• Ask Questions to determine BANT

• Educate on Products/Services

• Close Deal

The Old Sales 1.0 Process

Customer Engagement

• Customer 2.0 doesn’t need Education

• With Web 2.0/Social they educate themselves

• They Ignore Your Slick Marketing Material

• They use Peer Recommendations

• They make decisions w/o calling/taking calls

• They yell at companies & expect a response

The New Sales 2.0 Process

• Be Honest, Authentic & Responsible

• Understand my business goals

• Listen before proposing a solution

• Display knowledge of my industry

• Be Prepared before any Meeting

• Do Your HomeWork!

Customer 2.0 Expectations

Managing the Customer Lifecycle

Businesses need to Acquire and Maintain Customers

Confidential 43

Is the New Funnel a LifeCycle Loop?

Businesses need to Acquire and Retain Customers

Professional Network

Reach out to your Community

Influence is “the capacity to have an effect on the character, development or behavior of someone or something”

Building Your Personal Brand?

Why Build Your Brand?

• Help your company grow

• Grow your existing profession

• Connect with other influencers

• Protect your reputation

• Promote and sell products and services

• Find a new career

Building Your Brand • Be Relevant

• Be Authentic

• Be Personal

• Support Others

• Pay it Forward

• Content Attracts

• Sustainable Community

Personal Branding

• Create Your Personal & Business Social Identities

• Identify Communities

• Listen to Others

• Add Value

• Educate & Engage

• Connect & Nurture

Building Your Personal Brand

Foursquare

Instagram

The 5 E’s of Social Business

• Educate with Content

• Enchant by being Relevant

• Engage with Authenticity

• Embrace with Intent

• Empower Your Customers

Educate with Content

Content Zite

Content Pulse

Too Many Notifications

The 5 E’s of Social Business

Map Social profiles

Social Relationship Manager

Listen & Engage

Listen & Engage

Engage Effectively

Map Social profiles

Track Communications

Reach out & Connect

Listen Carefully

Build a Network

Grow your Network

Nurture your Network

Network & Nurture

• There are gems in your Social Graph

• Listen & Engage

• Stay Top of Mind

• Nurture Relationships

• Mine the nuggets in your network

• Build Your Brand

Network & Nurture

Network & Nurture

Network & Nurture

Network & Nurture

Network & Nurture

Don’t forget to pick up the phone or Skype

Remember What Mama Taught You

Share with others

Say Thank You

• Check Twitter - Respond when necessary. Follow the @replies that make sense.

• Check LinkedIn. Reply to emails and comments when appropriate.

• Scan Twitter followers for relevant conversations to join.

• Check your business's Facebook Page for questions and respond when necessary.

• Scan Google Alerts for brand and company mentions. Respond as

Twice Daily in the Morning and Afternoon

Social Relationships Made Easy™

Jon Ferrara - CEO & Founder - Nimble, Inc.