Social Media Workshop 2012

Sales Techniques for SME

Warren KnightSpeaker / Author / Consultant

CEO, co-founder of Gloople

20 years Sales & Marketing5 years Social Media

International Business

Social Media for Business

Masterclass in

Social Media

“Please feel free to Tweet @wvrknight #wksm during this session”

Online store

Ratings &reviews

Peer to peersharing discount

EmbeddedFacebook

store

GroupBuy & FlashSale

Refer a friend

Social integration

Mobile platform

Affiliate network

Who are You?

1. Who are your existing clients?Who are they? And why do they buy from you? Look for common characteristicsand interests. Which ones bring in the most business?

2. Your competitionWho are their current customers and who are your competitors targeting?Think of a niche market that they might be overlooking.

3. Analyse your product/serviceWrite out a list of each feature of your product or service. Next to eachfeature, list the benefits they provide

4. Choose specific demographicswho is most likely to buy it. Think about the following:• Age• Location• Gender• Income level• Education level• Marital or family status• Occupation• Ethnic background

5. Consider the psychologyPsychology is more personal characteristics of a person including:• Personality• Attitudes• Values• Interests/hobbies• Lifestyles• BehaviourDetermine how your product or service will fit into your target’s lifestyle.

Define Your Brand in 140 Characters

Social Media Explained

Social Success

Listen and monitor - Brand, Market and Competition

Start dialogues – come out and meet people

Identify influencers – let people inside, through blog posts, tweets

Make it easy for people to share your content – social commerce trust

Use tools that share best practice

Social MarketingSocial Sales

Find Social forums, blogs, social sites & groups

Tune in – Listen to the conversations. Set up Google alerts, join groups and forums, use LinkedIn, follow Twitter conversations

Socialise your CRM – Integrate social profiles

Track social-driven sales – measure the return on your social investment

Engage with customers offer a support channel for their issue

Encourage ‘one and done’ fast response to tweets & Facebook

Automate social listening

Maximise your knowledge make it easy for customer-facing people to access your expertise

Social-enable your online support portal – rewarding users who help other users Integrate all channels

Social Customer Service

Monitor

Twitter

1,500 x 1,300 Pixels

search.twitter.com/advance

450+ Million users

Facebook

Timeline: 851 x 315 Pixels

Profile Picture: 160 x 160 Pixels

Facebook Searchhttp://fbsearch.us

http://www.facebook.com/username/

Google+

Google Places

170+ Million users

YouTube

1100 x 2000 PixelsImage 350-450

https://ads.youtube.com/keyword_tool

Social Shopping

PinterestPinterest

LinkedIn

Profile 100%

•Headshot•Headline (Keywords)

•Summary

Top of LinkedIn

1. Headline2. Work Experience3. Past Experience4. Summary5. Specialities

150+ Million users

Instagram

Mobile

Hootsuite

Best Practice

Advice: As an expert you should offer advice

Share: Article, link information that aligns with your business

Engage: Industry. Follow them, re-tweet, engage in conversations

Have fun: Be funny - send links to relevant funny articles

Special Offer: Send information about a special offer, promotion, event

5 a Day  

1 Post a Day

Pictures: 3 Images at a time (Facebook)

Video: Link to a video you have placed on YouTube

Press Release: Take a picture and load or link to online article

Add Value: Talk around the business and add value to your audience

Competitions & Polls: Find out what your customer want

1 Blog a Week

Feedback Form

Tell us What You

Think

Consultancy / Training / Mentoring