ProjectX-workbook.Jan27
- 1. HOW TO USE SOCIAL MEDIA TO FIND MORE LEADS SOCIAL SELLING WORKBOOK EASY TO USE!
- 2. Social Selling: Salespeople provide value by answering prospect questions and offering thoughtful content until that prospect is ready to buy. Thus, the use of social media allows salespeople to delight their prospects rather than interrupt their daily lives with the hard sell, eventually converting them into loyal customers.* Social Prospecting: Leveraging your social brand to fill your pipeline with the right people, insights and relationships. What is Social Prospecting & Selling? About this Workbook This social prospecting workbook will teach you the fundamentals of how to listen to social media conversations in order to generate leads for your business. It’s beyond monitoring keywords - it’s about engaging people that may or may not know what your business can do for them. We’ve identified the quickest way to find potential prospects on Twitter, LinkedIn, and Google+. You can prioritize your prospecting on the networks that are driving the most traffic to your site. INTRODUCTION *Source: HubSpot As you learned in our eBook, “Social Selling with LinkedIn”, social selling isn’t simply a catchy buzzword – it is increasingly becoming a critical way for successful sales teams to communicate with their prospects. Haven’t had a chance to check out our eBook yet? You can download it for free here: info.printfleet.com/social-selling-free-ebook
- 3. Responsible Member: Username: Password: URL: Posting Frequency: Time Committment: Company Objectives Build brand awareness Establish industry expertise & thought leadership Share content offers (ie. blog posts) Drive traffic to website and generate leads Encourage employees to amplify message by sharing content Recruitment tool for talent Foster online community / networking Announce events and company news Showcase products and/or services Other: Company / Personal Page Identify 3-5 different types of information you will share using company page or personal status updates Industry news/developments, PrintFleet content resources (blogs, ebooks, etc)
- 4. Identify 5-10 influencial sources you can regularly monitor for interesting, industry-related articles and links to share in your own updates Identify 2-3 relevant industry groups and consider adding them as a featured group on your company page. If there is not a good LinkedIn group aimed at your industry - start one! Write down the top 3 keyword phrases that people use to find you on search *Tip: Remember, more business-focused keywords are favoured by LinkedIn Write down 3 pieces of content that are related to the search results of your keyword phrases. You’ll be able to use this content to draw prospects back to your website Photizo’s Managed Print Services (MPS) Group 7 Key Benefits of a Managed Print Services (MPS) Program (blog) Device management, remote monitoring, managed print services Gartner, IDC, CIO Magazine
- 5. Personal / Professional Objectives Stay on top of industry trends and news Stay in touch with former collegues, college classmates and past business partners Make new connections to people with similar interests Establish or maintain my personal brand and professional reputation Make connections between people in my network Ask for referrals or recommendations from people in my network Look for leads and business opportunities Announce events and news Circulate content and blog posts that my network would find useful or interesting Research job candidates and recruit talent to my department or organization Research prospects and sales opportunities Give referrals and/or recommendations in my network Connect with collegues, clients and prospects Other Maximizing your Professional Network How will you utilize your connections to attain your business goals? How will you help people in your network connect with people, information and resources they would find useful or interesting? Ask for recommendations from current customers/partners Share company content via employee profiles and within industry related groups
- 6. Getting Started with Groups Sign into LinkedIn, and to the left of the top of the search bar, select “Groups” from the drop down icon menu, which will search all LinkedIn groups. *Tip: You can narrow your search results in the menu on the left by choosing what your relationship is to members of the groups. For instance, if you want a category of “Open” or “Members only”, or if you want search results for groups that are in one or multiple languages you can easily do so. Based on the group’s description (and a quick scan), identify 5 LinkedIn Groups that could have potential prospects for your business and join them. Don’t forget that some groups are private - so you may need to wait until you are accepted into the group. Taking Action! Now it’s time to start sharing the pieces of content you identified earlier. Start engaging with potential prospects by: - Joining in on conversations in the group where you can add value with your content - “Liking” content that others are sharing in the group - Use Social Publishing to share your own content to the groups. You’ll be able to see how those shares did and improve over time.
- 7. Take-home Exercise Spend 20 minutes a week: - Sharing one piece of organic content to the groups you’ve joined via Social Publishing (5 mins) - Reviewing the content in the groups you’ve joined (5 mins) - Commenting and adding value to posts from others in the group (5 mins) - Evaluating those you engage with the most to see if a connection is a good fit (5 mins) *NOTES
- 8. Responsible Member: Username: Password: URL: Posting Frequency: Time Committment: Company Objectives Listen and learn by following industry experts Build brand awareness Establish industry expertise Share interesting content from clients and industry thought leaders Announce news and events Monitor industry trends Circulate our blog posts & content offers Monitor our brand and reputation Build a following of fans and engage with prospects and customers Other Strategic Messaging Topics to tweet about: Managed Print Services, Automation, Data-driven solutions, PF products
- 9. Relevant hashtags to use: How will you build your audience and advertise your Twitter handle? Add @username to employee email signatures Put @username on our business cards Follow people talking about our industry Utilize sponsored twitter posts Put a Twitter icon on our webpage Put a Twitter share icon on our blog posts Reply and retweet interesting tweets Other Maximizing Twitter Community Potential GOAL Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 *Notes # of accounts followed # of followers # of retweets and mentions Types of people/accounts to follow from your company and/or personal Twitter account: #MPS, #PFTips industry thought leaders, partners
- 10. Will you follow back new followers? Will you thank followers for retweeing? Who will monitor mentions of your company and answer @replies in a timely manner? How often are you going to monitor your page statistics? Daily Weekly Monthly Quarterly Write down the top 3 keyword phrases that people use to find you on search Write down 3 pieces of content that are related to the search results of your keyword phrases. You’ll be able to use this content to draw prospects back to your website - set up email/cellular notifications for marketing team
- 11. Getting Started Go to your Social Monitoring tool in Social Inbox and create new “streams” for the keyword phrases you wrote down. Don’t forget to: - Select “All of Twitter” to monitor - Use the “More options” dropdown to specifically include or exclude words in your streams, or set language and location requirements - Set up email notifications for you and others on your team to get results from these streams right into their email inbox. Take-home Exercise In your streams, spend 20 minutes a week: - Delighting customers by replying or favoriting tweets where they’ve mentioned your product or brand (5 mins) - Scanning your streams to see if you can “match” possible contacts (5 mins) - Engaging with potential prospects by offering help (via content) in your streams (10 mins) *NOTES
- 12. Responsible Member: Username: Password: URL: Posting Frequency: Time Committment: Company Objectives Listen and learn by following industry experts Build brand awareness Establish industry expertise Share interesting content from clients and industry thought leaders Announce news and events Monitor industry trends Circulate our blog posts & content offers Monitor our brand and reputation Build a following of fans and engage with prospects and customers Other How will you build your cirlces and advertise your page? with follow icons on our website With a +1 share button on our blog posts Posting about it on our blog Using relevant hashtags on posts PPC ads on Google Being relevant to our target audience Following industry thought leaders and sharing good content from them Other
- 13. GOAL Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 *Notes # of accounts followed # of followers # of +1s and mentions Maximizing Google+ Community Potential Do you have a repository of content, such as photos and videos that you can add to your page? Have you claimed a custom URL for your page? Enter it here: Have you verified your Google “My Business” account and linked it with your Google+ page? What topics will you post about that are relevant to your target audience? What relevant hashtags will you use on posts? Brainstorm 3 topics for Google+ Hangouts you can host for your prospects or customers Prospecting & Qualifying Tips and Tricks!
- 14. Write down the top 3 keyword phrases that people use to find you on search Write down 3 pieces of content that are related to the search results of your keyword phrases. You’ll be able to use this content to draw prospects back to your website Identify three people and pages that could potentially have leads for you and “follow” them 1. 2. 3. Identify three communities that could potentially have leads for you and “join” them 1. 2. 3. Getting Started
- 15. Now it’s time to start sharing the pieces of content you identified earlier. Start engaging with potential prospects by: - Digging into the pages and people you’ve followed and adding value when possible through comments - Liking (“+1”) any content that’s relevant to your and your business - Identifying regular contributors in your communities and engage with them through answering questions or providing helpful content Take-home Exercise *NOTES
- 16. CONCLUSION Thank you for taking the time to download and read this workbook. We hope this workbook will help you and your organization get started with social prospecting to help your sales team become social selling rockstars! If you haven’t already, you can also download our free Social Selling eBook here: info.printfleet.com/social-selling-free-ebook And don’t forget to get connected and share your social selling experience with us online - we’d love to hear from you! @printfleet LinkedIn.com/PrintFleet Google.com/+PrintFleet
- 17. ABOUT PRINTFLEET® PrintFleet Inc. is an independent software vendor that specializes in the development of print management and assessment software solutions, training, and business development and support programs for dealers and distributors in the imaging industry. We believe that the success of our company lies in our people. PrintFleet is a close- knit group of dedicated, progressive individuals who bring together an eclectic mix of experiences within all areas of the company. This experience, dedication and passion for what we do, is transferred onto you, our esteemed customer. We settle for nothing but success and want to ensure yours. As the first company to offer a rapid assessment tool, a comprehensive dealer hosted remote print monitoring application, and various professional development and training programs, we are the leader in the print management arena, helping dealer’s control 100 percent of print and imaging within their client sites. Managing over 3 billion pages monthly, world wide, we offer unparalleled data collection, data integrity and back end support within our family of print management software solutions ranging from simple rapid assessment to advanced, independently hosted print management. PrintFleet software coupled with our award winning sales, marketing and technical support programs, empower dealers to build stronger customer relationships while evolving their overall corporate value.
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