Social Media Plus - Conversational Marketing

Let’s Talk

The Art of Conversationsand Marketing Through Them

Social Media Plus

May 25, 2010Philadelphia, Pa.

People Are Running From ThisPeople Are Running From This

Image: Miguel Angel Aparicio on Shutterstock.com

They Want ThisThey Want This

Image: Dr. Starbuck on Flickr

Not ThisNot This

Image: Montage of Shutterstock.com & Flickr.com photos

Image: Jozef Sedmak on Shutterstock.com

We Must Build TrustWe Must Build Trust

What To Look For In A Sales Manager:

“You also want to screen for characteristics such as empathy and loyalty.”

John “Grizz” Deal Feature:

“Salespeople usually start out bylaying out goals, setting up agendas,

figuring out how much timethey have. I try to keep things

relaxed. Let’s just talk.”

John “Grizz” Deal Feature:

“My role in the beginning of the meeting is to say just enough to get

them talking, and once they start taking, I shut up.”

“People want to tell you what they care about. All you have to do is give

them a way to do it.”

“Never worry about how you’re doing … Focus on the other guy.”

Sound Familiar?Sound Familiar?

Online Trust

Provide Value

Be Honest, Transparent, etc.

Participate

Offline Trust by:

Provide Value

Be Inline With Audience Beliefs

Be Consistent

Image: Jim Butler on Shutterstock.com

Conversational Marketing success occurs when our genuine participation

(that not motivated by marketing goals) earns our audience’s permission to share information that is.

Image: Igumnova Irina on Shutterstock.com

&AND

and

&To Market

AND

andTo Contribute

To LearnTo Engage

Purposefully avoid pitching

Illustrate your expertise, not your catalog

Over share that of others

Designate a channel for buyers only

Offer to inform or help “if they’re interested”

Be confident you offer value

Make the conversation about them

•Jive responds via Twitter

•Chris Geier joins JiveSpace

•He requests pricing info

•K2 becomes a live opportunity

Image: Drazen Vukelic on Shutterstock.com

Acknowledge their right to complain

Apologize (if warranted)

Assert (if warranted)

Assess what will help them feel better

Act accordingly (if possible)

Abdicate (sometimes a turd is a turd)

Boingo – Various platforms

BioH/Cargill – The Urban Lifestyle

Thank You!

Jason Falls

PrincipalSocial Media Explorer

Email: jason@jasonfalls.com

Twitter: @JasonFalls

Phone: 502.509.4763

Web: socialmediaexplorer.com

Newsletter: socialmediaexplorer.com/newsletter

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