buying signals: the key to social media sales with you mon tsang
TRANSCRIPT
![Page 1: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/1.jpg)
Buying SignalsThe Key to Social Media Sales
You Mon Tsang, SVP Products, Vocus
![Page 2: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/2.jpg)
In Less Than 15 Years…
![Page 3: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/3.jpg)
We Live In Public
![Page 4: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/4.jpg)
A Buying Signal is a signal from a potential customer that shows an intent to buy a product or service
![Page 5: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/5.jpg)
What Used to Buying Signals?
STORE VISIT
BANNER CLICK
SEARCH AND CLICK
![Page 6: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/6.jpg)
Today’s Buying Signal
![Page 7: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/7.jpg)
IS THIS REAL?
![Page 8: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/8.jpg)
75% aged 18 to 49 on social
95% aged 12 to 17 active online
* 2012 Pew Research Center’s Internet and American Life Project
YES, and the Obvious Demographic Shift
![Page 9: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/9.jpg)
80%of customers do online research before buying in-store
* PricewaterhouseCoopers 2012
The Impact of Online
![Page 10: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/10.jpg)
64%of Social Media users said that social had influence on buying decisions
* Edison Research, June 2012
The Impact of Social
![Page 11: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/11.jpg)
Dissecting the Buying Signal
![Page 12: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/12.jpg)
o Positive Event Driven (Pre-Buy)
• Wedding, Pregnancy, Graduation, Trade Shows, Major Events
When in the Buy Cycle?
![Page 13: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/13.jpg)
o Negative Event Driven (Pre-Buy)
• Theft, Loss
When in the Buy Cycle?
![Page 14: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/14.jpg)
o Early in the Cycle
• Desire, Seeking Solution
When in the Buy Cycle?
![Page 15: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/15.jpg)
o Research Phase
• Fact Check, Advice, Brainstorming, Recommend
When in the Buy Cycle?
![Page 16: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/16.jpg)
o Active
• Shopping , Referral
When in the Buy Cycle?
![Page 17: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/17.jpg)
Buying Signals: Customer Example
“Buying Signals introduces us to new customers who are looking specifically for the types of products we provide…many of the people we connected with said they would try our products. Thanks, Vocus!"
![Page 18: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/18.jpg)
Buying Signals: Customer Example
“Buying Signals is a valuable tool for quickly recognizing potential leads and reaching out to them. It helped us start real conversations with potential customers who were looking to purchase or searching for answers to questions.”
![Page 19: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/19.jpg)
Buying Signals: Customer Example
“Buying Signals is an incredibly easy way to find people who are looking for your services in real time.”
![Page 20: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/20.jpg)
Ready to Start?
![Page 21: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/21.jpg)
o Find your keywords
o Try a few “signal words”
• “Does anyone…”
• “I am looking for…”
How to configure?
![Page 22: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/22.jpg)
How to Configure in Vocus Marketing Suite?
![Page 23: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/23.jpg)
![Page 24: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/24.jpg)
Best Practices for Responding
![Page 25: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/25.jpg)
o Get to know the Twitterer you’re talking to… before you start the conversation.
Best Practices For Responding
![Page 26: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/26.jpg)
o To promote or help? Err on soft touch
Best Practices For Responding
![Page 27: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/27.jpg)
o Incentivize!
Best Practices For Responding
@FUTUREFANOFMINE Use 15% off Coupon Code: HELLO2U
![Page 28: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/28.jpg)
o Does this Twitterer still in need? Check before you respond.
Best Practices For Responding
QUESTION
ANSWERS
![Page 29: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/29.jpg)
Questions?
You Mon Tsang, SVP Products, Vocus
![Page 30: Buying Signals: The Key to Social Media Sales with You Mon Tsang](https://reader033.vdocuments.us/reader033/viewer/2022060206/55a256741a28ab694f8b4619/html5/thumbnails/30.jpg)
The Vocus family
About Vocus
Vocus is a leading provider of cloud marketing software that helps businesses reach and
influence buyers across social networks, online and through media. Vocus provides an
integrated suite that combines social marketing, search marketing, email marketing and
publicity into a comprehensive solution to help businesses attract, engage and retain
customers. Vocus software is used by more than 120,000 organizations worldwide and is
available in seven languages. Vocus is based in Beltsville, MD with offices in North America,
Europe and Asia. For further information, please visit http://www.vocus.com or call (800) 345-
5572.
PR Suite | Marketing Suite Online News Releases Publicity Facebook Apps Email Marketing
@Vocus @PRWeb @Helpareporter @NorthSocial @iContact