Power Prospecting Using Social Media

By Tony Zayas

Session Agenda

• Tell Proforma’s story of the ‘Social Media Sales Challenge’

• Explain the ‘Success Formula’

• How You/Your Organization can replicate

How This All BeganThe Social Media Sales Challenge

Tale of Seven Cities

Universal Challenges

• Time

• Content

• (Strategy)

Other Challenges

• Paralysis by analysis

• Lack of confidence

• Humility

• Routine

Tyranny of the Urgent

Enter GaggleAMP

ProSocialProforma’s Social Media

Content ProgramPowered by GaggleAMP

The Challenge is Presented

By Proforma President, Brian Smith

Results

• 30 Days

• $273,000 in new business

• New way of prospecting

The Social Media Sales Challenge

Sales = Know + Like + Trust

• Relationship dynamics

• Lowest level of entry is…

• Highest level of entry is…

Challenges of the Various Networks

• LinkedIn

• Easy to laser target prospects

• Big challenge is connecting

• Facebook

• Users spend most time here

• Challenge: Getting likes & “friends and family”

• Twitter

• Lots of noise and lurkers

• Closes the loop

• Lowest hanging fruit

Finding Hot Prospects

Advanced Search Tactics• LinkedIn Search

• By Job Title

• By Company

• Facebook Search

• By Title and City

• By Company and City

• Twitter Search

• By Keyword

• Distance Radius

10 Hot ProspectsUse lists: Track them, understand them and interact

Steps to Engagement

Power of the Like Button

Facebook AND LinkedIn

Twitter: Killing the cold call by creating relationships out of thin air

LinkedIn

• New/Dormant LinkedIn Contacts

What are you doing after connecting?

• a) No follow up

• b) Bad follow up

Try this instead…

Hi Bob,

Thanks for connecting. I’m making a concerted effort to get the most out of my time spent here on LinkedIn, as I’d like to build some solid relationships.

Please take a look at my profile and if there’s anyone that you’d like me to introduce you to, just let me know… I’m happy to do so.

I look forward to getting to know you better.

Best,Tony

Hi Bob,

Thanks for connecting. I’m making a concerted effort to get the most out of my time spent here on LinkedIn, as I’d like to build some solid relationships.

Please take a look at my profile and if there’s anyone that you’d like me to introduce you to, just let me know… I’m happy to do so.

I look forward to getting to know you better.

Best,Tony

The Godfather Offer

• Stack the deck by offering to provide something of value

• Giveaway a case study, other interesting piece of compelling content or product sample

Lead Generation

From Social to Tangible

The next step in standing out and being remembered

The Success Formula

• Credible & trustworthy

• Active & valuable

• Engaging & authentic

• Offers & CTAs

socialmediasaleschallenge.com/amplify

Free Bonus for AMPlify

Connect with Me

Follow @TonyZayas

www.tonyzayas.com

www.linkedIn.com/in/tonyzayas