webforward mark parker smart selling
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TRANSCRIPT
![Page 1: Webforward Mark Parker Smart Selling](https://reader034.vdocuments.us/reader034/viewer/2022042606/5463e42ab4af9f583f8b473b/html5/thumbnails/1.jpg)
2010 Smart Social Media – www.smartsocialmedia.com.au
Social Media Analytics
Beyond the Numbers
Mark Parker
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2010 Smart Social Media – www.smartsocialmedia.com.au
Today’s Objectives
• How is social media impacting the enterprise
• Start by Listening
• Social Media and the Enterprise
• Are traditional KPI’s still relevant – Measuring ROI
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2010 Smart Social Media – www.smartsocialmedia.com.au
Part 1
What’s Changing
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2010 Smart Social Media – www.smartsocialmedia.com.au
What is Changing
Two things stand out for me
• Trust
• Behaviour
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2010 Smart Social Media – www.smartsocialmedia.com.au
Is this a Revolution
A revolution doesn’t happen when society
adopts new tools, it happens when society
adopts new behaviours
C. Shirky
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2010 Smart Social Media – www.smartsocialmedia.com.au
Part 2
Start Listening
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2010 Smart Social Media – www.smartsocialmedia.com.au
Texas Tea Anyone?
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2010 Smart Social Media – www.smartsocialmedia.com.au
So if we listen – that’s good?
• The best communicators start as listeners
• Social Listening is emerging as one of the most important
skills for an enterprise to master
• I’m suggesting to you that this has enterprise wide
application
• Most people perceive someone who listens as someone
who cares
• Requires an almost “sales funnel” like approach to
engagement – the move to conversational listening
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2010 Smart Social Media – www.smartsocialmedia.com.au
How Do We Manage the Volume?
• Take a sales funnel type approach to managing the
volume
• You want to filter and funnel the information until you
get to actionable insights
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2010 Smart Social Media – www.smartsocialmedia.com.au
How Do We Manage the Volume?
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2010 Smart Social Media – www.smartsocialmedia.com.au
Part 3
Enterprise Wide Application
of Social Media
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2010 Smart Social Media – www.smartsocialmedia.com.au
Social Media and Sales
• Buyers seek information they can trust to support their
decision making process
• This means they are not searching for brands, but for information
and user opinion
• You, the seller, need to be better prepared to bring value to the
interaction
But…
• Social media will not replace face to face selling
• A social sales model is required so as to align the enterprise
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2010 Smart Social Media – www.smartsocialmedia.com.au
Social Media and Service
• The greatest impact social media is having in service is
self-help
• Some social media tools like Twitter can promote queue
jumping
Key Point
• Profit may mean a reduction in costs
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2010 Smart Social Media – www.smartsocialmedia.com.au
Social Media and R&D
• Significant opportunity for product managers – R&D
managers, the innovators
• Tap into the crowd
• Harness their enthusiasm, their advocacy
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2010 Smart Social Media – www.smartsocialmedia.com.au
A Field Example – TEC
• The Executive Connection (www.tec.com.au)
• Social media allows TEC to tap into business sentiment
around key issues
• For example – Tax reform
• TEC can capture knowledge, opinions, and content and
deliver this to their members
• This is adding value in new ways for members
• The measurable impact is member retention
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2010 Smart Social Media – www.smartsocialmedia.com.au
Part 4
Measuring the Unmeasurable
Going Beyond the Numbers
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2010 Smart Social Media – www.smartsocialmedia.com.au
Are Traditional Metrics Still Relevant?
• Yes.
• But you need to adapt your thinking.
• The data isn’t as obvious
• Seriously, drop the focus on followers, re-tweets, fans
etc
• These are corrupt measures
Is what you are doing having a direct and positive impact
on buyer/customer behaviour?
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2010 Smart Social Media – www.smartsocialmedia.com.au
Influence + Engagement
• Influence
• Start looking at the spread of your information, the
connects and disconnects
• Engagement
• Are you doing things that make people react? (i.e.
measure the # comments per blog post)
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2010 Smart Social Media – www.smartsocialmedia.com.au
ROI in the new world
• ROI is still at the point of transaction – this business
fundamental won’t change
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2010 Smart Social Media – www.smartsocialmedia.com.au
ROI in the new world
• Define the objective
• Benchmark before you start
• Track the right metrics
• Track activities that measure $
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2010 Smart Social Media – www.smartsocialmedia.com.au
Influence Visualisation
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2010 Smart Social Media – www.smartsocialmedia.com.au
Summary
• To measure you must begin by listening and engaging
• Driving ROI from using social media will require effort –
don’t be afraid to immerse yourself in the data
• This is strategic – there are many ways you can use these
tools – listening is just the beginning
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2010 Smart Social Media – www.smartsocialmedia.com.au
Thank You & Questions
• Mark Parker
• +61 (414) 72 5549
• http://www.xeesm.com/smartsocialmedia
Acknowledgements – Mike, Marta, Marcel, Jerimiah, Olivier