Using Social Media to Find & Close More Business (MPI-PCMA presentation)
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Using Social Media to Find and Close More Business provides three key recommendations for using social media to engage prospects and drive sales: 1) Find and engage prospects "upstream" before they become active buyers by participating in their online communities to build trust and credibility. 2) Use research tools to customize your approach for new target customers based on their interests and activities online. 3) Publish your own valuable, relevant content to attract new prospects and position yourself as a trusted resource in their industry or area of interest.
![Using Social Media to Find And Close More Business Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing](https://image.slidesharecdn.com/2011-9-14mpi-pcmasellingwithsocialmediapresentationdeck-110914151645-phpapp01/85/Using-Social-Media-to-Find-Close-More-Business-MPI-PCMA-presentation-1-320.jpg)
Using Social Media to Find & Close More Business (MPI-PCMA presentation)
- 1. Using Social Media to Find And Close More Business Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
- 2. Last Slide First Find & engage prospects “upstream” before they are active buyers Participate in their communities as a peer to build trust & credibility Use research tools to customize approach with new targets Publish your own source(s) of value-added content to attract new prospects to you Marketing is too important to leave to the marketers
- 3. Let’s talk about you first…
- 6. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
- 8. Listening
- 9. Listening via RSS Feeds
- 12. Vertical Groups ActiveRain SHRM ChurchCrunch Focus What are yours?
- 13. What are they talking about?
- 14. The buying progression Solution Problem/Pain Objective/Outcome
- 15. Three types of social content Proactive Reactive Participatory
- 16. Your anchor
- 17. Planning content Theme 1 Week 1 Theme 2 Theme 3 Theme 4 Week 2 Week 3 Week 4
- 19. Your Daily “Punch List” Read & Filter Publish & Republish Syndicate Engage
- 20. What you’ll see…
- 21. What you’ll see…
- 22. Gist as your dashboard
- 23. Participation Best Practices Share Don’t sell Be a trusted advisor Don’t sell Connect, recommend, refer Don’t sell
- 25. Last Slide Last Find & engage prospects “upstream” before they are active buyers Participate in their communities as a peer to build trust & credibility Use research tools to customize approach with new targets Publish your own source(s) of value-added content to attract new prospects to you Marketing is too important to leave to the marketers
- 26. Questions?