top selling tips
DESCRIPTION
Using Social Media to Accelerate Sales for Chamber Executives.This presentation was prepared for the Chamber Executives of Ontario AGM and Annual Conference: Best Foot Forward.TRANSCRIPT
Top Selling TipsUsing Social Media to Accelerate Sales
Joseph FungNov 4, 2010
Best Foot Forward: Chamber Executives of Ontario AGM & Conference2 Nov 4, 2010
What’s on the plate today?• Introductions• Background• Tactics, Tactics, Tactics
What goals/questions do you have?
Top Selling Tips
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It’s ok to…
DisagreeInterruptShare
Nov 4, 2010
Top Selling Tips
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2 Key Background Premises• Sales is Personal• Augment, don’t Replace
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Top Selling Tips
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Social Media Tools Can…
Get people talking about your product
And/Or
Familiarize people with you,making it easier to sell
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Top Selling Tips
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LinkedInTwitter
Meetup.comKik.com
Navigating the Tools
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Best Practices• Common Voice• Common Persona• Think about the audience
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Integrating the Message
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Knowing the Audience
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10 Tactics For You
Some will work for you, others may not, feel free to pick and choose!
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Tactics
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Maintain Personal Accounts• Make it Personal• Engage in Conversation• Your Pages are Your New Business
Cards(e.g. “official” accounts, @kwissent,
@mbontario, LinkedIn)
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Tactic 1
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Target Psychological Barriers• Remove Fears• Establish Favourable Expectations
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Tactic 2
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Explicitly Ask for Help• Use “Please RT”• A “Social Ask” is as powerful as
hypnosis
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Tactic 3
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Share Multimedia…On FaceBook• Video shares better on Facebook than on
Twitter (3x sharing difference)• Video sales pitches convert people better
than text or graphics• Post articles in the morning (8am = 3 x
2pm)
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Tactic 4
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Be Re-Tweetable• Leave Room (<100 Chars +
Shorteners)• Include a URL (69% vs 19%)• Language (avoid “work” and –ve
words)• Tweet in the Afternoon (4pm 4 x
9am)• News, Instructional, Entertaining
(>50%)• Use the words “How To”
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Tactic 5
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We’re ½ Way There!
Any questions so far? This is a good point to bring them up
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Interlude
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Introduce Solutions• Direct ReTweets at people• Search for Problems ( “benefits”)• Help Introduce (“know someone”)• Use your best members as products
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Tactic 6
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Deals & Discounts• E.g. Dell’s $6.5 Million• Great for selling inventory (events &
ads)• Incredibly measurable (coupon code)
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Tactic 7
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Don’t start with “@”
“@josephfung here is a link for you”
Vs.
“hey @josephfung here is a link for you”
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Tactic 8
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Leverage Hashtags• Get people to feel part of something• Support other people’s causes• Encourage the conversation• E.g. #kwawesome
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Tactic 9
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Use 3rd Party Apps• Tweetdeck.com
(add a column for recent followers)• Hootsuite.com
(analytics and delegation)• Klout.com & Twitalyzer.com
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Tactic 10
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Meetup.com
Ad-hoc meetups of like-minded people that anyone can organize
Bonus Tactic
BetterNetworking
SMS Messaging – Kik.com
Very personal mobile chat, SMS thank you messages, last-minute deals
Bonus Tactic 2
BetterCustomer Service
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Returning to our objectives…• Specific Tactics• Answer Questions
Recap & Closing
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Questions/Comments?
Feel free to ask now or email me: [email protected]
Get the slides & notes at:http://bit.ly/ceoconf