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In this 20 minute presentation I will walk you through the steps to create your own lead generation engine using standard social media and Internet tools.
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Developing An On-Line Sales Routine
Using Social Media as a Research and Lead Generation Tool
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On-Line Sales Routine
● Replicable steps that produces information on targeted sales opportunities
● Requires 15-20 minutes per day● Doesn’t matter when but must be uninterrupted
time● Required Tools
● PC with Browser – Mac, Windows, Linux● Social Media Accounts – Twitter, FB● Social Network Accounts – LinkedIn
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On-Line Sales Routine
● Create a Research Stream● A Set of Bookmarked web sites that you use to locate new sales
opportunities● Start with State/City DoED and DoC● Industry Associations● Vendors (non-technology + technology)
● Create a Value Stream● Think of a value stream as a collection of interesting and thought
provoking elements (links, white papers, RSS feeds) that others would find value with.
● It could also be Value that your company already has developed (Be Careful)
● Webinars – Articles – Promotions● Minimal sales focus
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Research and Value Streams Examples
Research Stream Value Stream
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● Social Researching● Step One: Went to my browser (social
bookmarking) and looked up SC Dept. of Economic Dev. and found Beaufort Memorial Hospital under SC Businesses
● Step Two: Went to Facebook (social networking) and found Beaufort Memorial Hospital Fan Page
● Step Three: Located posting titled: “Beaufort Memorial named 2011 Most Wired Hospital”
On-Line Sales Routine
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On-Line Sales Routine
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On-Line Sales Routine
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On-Line Sales Routine
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On-Line Sales Routine
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● Social Researching● Step Four: clicked on link which gave me the
press release● Step Five: From the press release I identified:
● Nora Kresch Director of Public Relations, her email ([email protected]) , address, telephone and fax
● Ed Ricks VP of Information Technology, his email (should be same syntax as Nora’s), same address and call Nora to ask to be transferred to Ed or call the hospital’s main number and ask for Ed.
On-Line Sales Routine
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On-Line Sales Routine
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● Social Researching● Step Six: Also found their Twitter handle @BeaufortMem and
saw a Tweet about Wired Award and Mobile Hospital● Could I have found this information on the web site? Yes.
However I did not know where to begin looking until I went to a social bookmarking
● Since they posted their wired award I know technology is important and after reading the press release I know their hot topics and general IT direction
● I also know other elements of their business and can now put together a technology (and selling) strategy
● In the old days they called this a lead
On-Line Sales Routine
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On-Line Sales Routine
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● Determine if you are somehow connected with Your Research
● Step Seven: My network LinkedIn search results shows Ed Ricks is a 3rd Degree contact (will write a note to 2nd degree to get introduction)
● Step Eight: Also noticed Ed worked at Samaritan Health Systems
● Repeat for Samaritan
On-Line Sales Routine
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I also now know what Ed looks like
On-Line Sales Routine
Do I also know alumni from these schools?
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On-Line Sales Routine
● Doing a FB search on Ed Ricks I came across this interesting site and information
● If he wants to make the technology easy for clinicians wouldn’t he also be likely to want communications to also be easy?
● My intro message to him should have something about this in it
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On-Line Sales Routine – Final Steps
● Step One – Get an introduction through LinkedIn – 3rd to 2nd to him
● Step Two – Write an EXTRAORDINARY introduction letter
● Step Three – Connect Them To Your Value Stream
● Step Four – Invite Them To Events● Step Five – Ask For A Meeting
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● Want to learn more?● Sign up for our monthly on-line newsletter
immediately after this class and receive a bonus presentation! http://cnvrg.com/membership
● Sign up for an instructor led virtual classroom session on this or other Readiness Education topics and receive a $250 credit! [email protected]
Thank You!
On-Line Sales Routine
