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Using Social Media to Accelerate Sales for Chamber Executives.This presentation was prepared for the Chamber Executives of Ontario AGM and Annual Conference: Best Foot Forward.
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Top Selling TipsUsing Social Media to Accelerate Sales
Joseph FungNov 4, 2010
Best Foot Forward: Chamber Executives of Ontario AGM & Conference2 Nov 4, 2010
What’s on the plate today?• Introductions• Background• Tactics, Tactics, Tactics
What goals/questions do you have?
Top Selling Tips
Best Foot Forward: Chamber Executives of Ontario AGM & Conference3
It’s ok to…
DisagreeInterruptShare
Nov 4, 2010
Top Selling Tips
Best Foot Forward: Chamber Executives of Ontario AGM & Conference4
2 Key Background Premises• Sales is Personal• Augment, don’t Replace
Nov 4, 2010
Top Selling Tips
Best Foot Forward: Chamber Executives of Ontario AGM & Conference5
Social Media Tools Can…
Get people talking about your product
And/Or
Familiarize people with you,making it easier to sell
Nov 4, 2010
Top Selling Tips
Best Foot Forward: Chamber Executives of Ontario AGM & Conference6 Nov 4, 2010
LinkedInTwitter
Meetup.comKik.com
Navigating the Tools
Best Foot Forward: Chamber Executives of Ontario AGM & Conference7
Best Practices• Common Voice• Common Persona• Think about the audience
Nov 4, 2010
Integrating the Message
Best Foot Forward: Chamber Executives of Ontario AGM & Conference8 Nov 4, 2010
Knowing the Audience
Best Foot Forward: Chamber Executives of Ontario AGM & Conference9
10 Tactics For You
Some will work for you, others may not, feel free to pick and choose!
Nov 4, 2010
Tactics
Best Foot Forward: Chamber Executives of Ontario AGM & Conference10
Maintain Personal Accounts• Make it Personal• Engage in Conversation• Your Pages are Your New Business
Cards(e.g. “official” accounts, @kwissent,
@mbontario, LinkedIn)
Nov 4, 2010
Tactic 1
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Target Psychological Barriers• Remove Fears• Establish Favourable Expectations
Nov 4, 2010
Tactic 2
Best Foot Forward: Chamber Executives of Ontario AGM & Conference12
Explicitly Ask for Help• Use “Please RT”• A “Social Ask” is as powerful as
hypnosis
Nov 4, 2010
Tactic 3
Best Foot Forward: Chamber Executives of Ontario AGM & Conference13
Share Multimedia…On FaceBook• Video shares better on Facebook than on
Twitter (3x sharing difference)• Video sales pitches convert people better
than text or graphics• Post articles in the morning (8am = 3 x
2pm)
Nov 4, 2010
Tactic 4
Best Foot Forward: Chamber Executives of Ontario AGM & Conference14
Be Re-Tweetable• Leave Room (<100 Chars +
Shorteners)• Include a URL (69% vs 19%)• Language (avoid “work” and –ve
words)• Tweet in the Afternoon (4pm 4 x
9am)• News, Instructional, Entertaining
(>50%)• Use the words “How To”
Nov 4, 2010
Tactic 5
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We’re ½ Way There!
Any questions so far? This is a good point to bring them up
Nov 4, 2010
Interlude
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Introduce Solutions• Direct ReTweets at people• Search for Problems ( “benefits”)• Help Introduce (“know someone”)• Use your best members as products
Nov 4, 2010
Tactic 6
Best Foot Forward: Chamber Executives of Ontario AGM & Conference17
Deals & Discounts• E.g. Dell’s $6.5 Million• Great for selling inventory (events &
ads)• Incredibly measurable (coupon code)
Nov 4, 2010
Tactic 7
Best Foot Forward: Chamber Executives of Ontario AGM & Conference18
Don’t start with “@”
“@josephfung here is a link for you”
Vs.
“hey @josephfung here is a link for you”
Nov 4, 2010
Tactic 8
Best Foot Forward: Chamber Executives of Ontario AGM & Conference19
Leverage Hashtags• Get people to feel part of something• Support other people’s causes• Encourage the conversation• E.g. #kwawesome
Nov 4, 2010
Tactic 9
Best Foot Forward: Chamber Executives of Ontario AGM & Conference20
Use 3rd Party Apps• Tweetdeck.com
(add a column for recent followers)• Hootsuite.com
(analytics and delegation)• Klout.com & Twitalyzer.com
Nov 4, 2010
Tactic 10
Best Foot Forward: Chamber Executives of Ontario AGM & Conference21 Nov 4, 2010
Meetup.com
Ad-hoc meetups of like-minded people that anyone can organize
Bonus Tactic
BetterNetworking
SMS Messaging – Kik.com
Very personal mobile chat, SMS thank you messages, last-minute deals
Bonus Tactic 2
BetterCustomer Service
Best Foot Forward: Chamber Executives of Ontario AGM & Conference23 Nov 4, 2010
Returning to our objectives…• Specific Tactics• Answer Questions
Recap & Closing
Best Foot Forward: Chamber Executives of Ontario AGM & Conference24 Nov 4, 2010
Questions/Comments?
Feel free to ask now or email me: [email protected]
Get the slides & notes at:http://bit.ly/ceoconf
