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Social Biz Atlanta 2013 presentation by Nimble founder Jon Ferrara
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Social Relationships Made Easy™
Jon Ferrara | CEO Nimble, Inc.
Your Personal Brand & Professional Network Social Selling by Nurturing
Professional Networking
The First CRM?
The First CRM?
Door to Door Salesman
Day Timer
While You Were Out
Sales Forecast
The Roots of SFA/CRM
• Company Founded on $3,000
• Zero funding - Bank, VC, Seed, Angel
• No Marketing Dept. for 1st Five Years
• #1 Rated Product for 10 Years
• 2 Million Users Worldwide
• 5,000 VARS
• 500+ Third Party Apps
• Defined
Take time for family
Swimming the Social River
People walls say who they are
Our contacts,
communications and activities
are scattered all over the place
Contacts
Calendar/Activities
Google+
Foursquare
Social Listening Platforms
Social Listening Platforms
Who Can Work This Way?
I Can Not. Can You?
CRM Systems
Today: All your data. Automatically.
Before: Some data. Manually.
• Identify prospect
• Do homework
• Send Email/Cold Call on Phone
• Schedule Meeting
• Ask Questions to determine BANT
• Educate on Products/Services
• Close Deal
The Old Sales 1.0 Process
Customer Engagement
• Customer 2.0 doesn’t need Education
• With Web 2.0/Social they educate themselves
• They Ignore Your Slick Marketing Material
• They use Peer Recommendations
• They make decisions w/o calling/taking calls
• They yell at companies & expect a response
The New Sales 2.0 Process
• Be Honest, Authentic & Responsible
• Understand my business goals
• Listen before proposing a solution
• Display knowledge of my industry
• Be Prepared before any Meeting
• Do Your HomeWork!
Customer 2.0 Expectations
Managing the Customer Lifecycle
Businesses need to Acquire and Maintain Customers
Confidential 43
Is the New Funnel a LifeCycle Loop?
Businesses need to Acquire and Retain Customers
Professional Network
Reach out to your Community
Influence is “the capacity to have an effect on the character, development or behavior of someone or something”
Building Your Personal Brand?
Why Build Your Brand?
• Help your company grow
• Grow your existing profession
• Connect with other influencers
• Protect your reputation
• Promote and sell products and services
• Find a new career
Building Your Brand • Be Relevant
• Be Authentic
• Be Personal
• Support Others
• Pay it Forward
• Content Attracts
• Sustainable Community
Personal Branding
• Create Your Personal & Business Social Identities
• Identify Communities
• Listen to Others
• Add Value
• Educate & Engage
• Connect & Nurture
Building Your Personal Brand
Foursquare
The 5 E’s of Social Business
• Educate with Content
• Enchant by being Relevant
• Engage with Authenticity
• Embrace with Intent
• Empower Your Customers
Educate with Content
Content Zite
Content Pulse
Too Many Notifications
The 5 E’s of Social Business
Map Social profiles
Social Relationship Manager
Listen & Engage
Listen & Engage
Engage Effectively
Map Social profiles
Track Communications
Reach out & Connect
Listen Carefully
Build a Network
Grow your Network
Nurture your Network
Network & Nurture
• There are gems in your Social Graph
• Listen & Engage
• Stay Top of Mind
• Nurture Relationships
• Mine the nuggets in your network
• Build Your Brand
Network & Nurture
Network & Nurture
Network & Nurture
Network & Nurture
Network & Nurture
Don’t forget to pick up the phone or Skype
Remember What Mama Taught You
Share with others
Say Thank You
• Check Twitter - Respond when necessary. Follow the @replies that make sense.
• Check LinkedIn. Reply to emails and comments when appropriate.
• Scan Twitter followers for relevant conversations to join.
• Check your business's Facebook Page for questions and respond when necessary.
• Scan Google Alerts for brand and company mentions. Respond as
Twice Daily in the Morning and Afternoon
Social Relationships Made Easy™
Jon Ferrara - CEO & Founder - Nimble, Inc.
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