social selling 101

Social Media 101

• Social media basics• Sites to focus your

efforts• Some social tools• De-cluttering your

newsfeed• Content• Q & A time

Why

• Never talk about the weather again• Top of mind• Search Engine Optimization (SEO)

Steps to Success

• Observe• Pay your dues• Don’t be stupid• Be involved in multiple sites• Make meaningful connections• Be confident, kind, humble, helpful,

& original

Followers = Credibility

There are two kinds of people on social networks: those who want more followers and those who are lying.Kawasaki, Guy What the Plus! Google+ for the Rest of Us

To whom will you be relevant?

• Prospects• Buyers• Niche industry• Pick a primary goalMy bio on LinkedIn:At Geiger, we have some very cool technology that is driving efficiency for

our organization but also for our sales force. We continue to focus on how to bring more value to our sales partners and our production partners. On occasion, it is not new technology but better utilization of existing technology.

Be Authentic

Be Responsive

• If you are on a network, check it regularly– Respond timely to invitations and email

Universal Social Terms

• #Hashtag– Categorization– Phrases become searchable links

• Vanity URL = Your profile web address– www.linkedin.com/in/daledenham

• @=universal for usernames (+ for Google+)– Used for tagging people

• Tagging= Identify & notify someone in a post• URL Shorteners = makes a long link short

– Bit.ly, owl.ly, goo.gl, etc..

• Searchable links –Make posts public for maximum

exposure

• Leverage widely used for exposure• Use to search at events

#GeigerGetsIt• Works on all social sites

User Names/Vanity URL

• All user names become your address• Use your real name

www.twitter.com/daledenham– If taken, add relevant information

www.twitter.com/daledenhamgeiger

• Capitals do not matter

Personal or Business

• For 99% of us, the focus should be personal

Bios/ Profile

• The 2.9 second impression• What people see in Google resultsTechnology savvy business professional, father, husband,

lover of books, technology, exercise and great friends.

Geiger CIO

Profile

Your résuméA sales pitch

Window into your soul

Profile Photo

• Photo where you have a genuine smile

• Likable and trustworthy• Tight shot, emphasize face• Not your family– Except maybe Facebook

Surround Your Clients

• Twitter – Prospecting– Younger, it’s about perceptions

• Facebook – Close relationships– Everyone, it’s about people

• LinkedIn – Prospect, develop– Professionals, it’s about business

• Google+ – All the above– Early adopters, passions

Twitter

• Open network• Insights to people & companies• Tweet = Post– RT=Retweet or Repost

• DM = Direct Message (email)–Must both be following each other

LinkedIn A Strategic Resource

• Positioning• Prospecting• Prospects are researching too

– Speeds up sales cycle– Circumvents competition– Informs you of job changes

Facebook

• Network with people you know• Most personal of all networks

Google +

Facebook is where you talk to people you do know, about things you don't.. Google+ is where you talk to people you don't know about the stuff that you do…

You Can’t Ignore Google+

Use These Sites Too

Blogger / Tumbler

• Blogs are a great for long content• Adds credibility • Additional SEO value• Link back to social profilesGeiger CIO Dale Denham, MAS+ provides practical insights on how you can benefit from technology in no nonsense terms. Follow him on Twitter:@GeigerCIO or @daledenham.

SlideShare

• Learn • Engage • Post– SEO value– “Fishing”

YouTube

• Share good videos• How many views make it worth your

time?–More than 100? Do something else.

Limited value for our sales partners • FourSquare – Discovery • Pinterest – Pictures• Flickr – Pictures• Instagram – Pictures– Enough traffic on Instagram to consider

• Goodreads – Connect with readers

Other Social Sites

Social Media Tools

• Rapportive for Gmail users• Social Connector for Outlook Users– LinkedIn & Facebook

http://office.microsoft.com/en-us/outlook/outlook-social-connector-partner-listing-FX102317540.aspx

Social Media Tools

• Hootsuite – Manage multiple sites• Klout – Measure your “klout”• Paper.li – Create article digests

Make The Most Of Your Social Time

Segment Relationships

• Fine tune the consumption of content • Target delivery of content– Friends– Prospects– Groups– Everyone

Filter out the noise

• Block idiots, don’t respond • Facebook– Blocking games– Hiding people

• LinkedIn– Hiding people

• Twitter (just unfollow!)• Google– Hiding people

Facebook security Settings

• Take time to review

LinkedIn Security

• Very little should be private• Visibility – Let people know you

viewed• Make connections visible – Unless you connected with dubious

competitors

Promotional Content?

• Earn the right by providing great content

• Never more than 5% of your posts

Content

• Less than 5% of your posts can sell• Do NOT post email/phone on content• Share links, case studies, tech tips,

etc.

Soft Sell Content

Soft Sell Content Ideas

Use yourself whenever possible• Unpacking clients order• Your customer with their product• Being fun/silly with any product• Details about a truly cool order• A look back at 2013 best products• A look forward at 2014 products• Anything “behind the scenes”

Content

• Social media is an individual endeavor – Sharing stock content is hard to do well

• Did a prospect ask a good question? – Blog about it and your solution• Sonya Beam balloon article

• Great articles– Share from others– Find on your own from sources like ZITE

Engagement 101

Stay positive.Stay uplifting.Or stay silent.

Summary

• Surround Your Prospects– Twitter – Prospecting– Facebook – Close relationships– LinkedIn – Prospect, develop– Google+ – All the above

Summary

• Know who you want to be • Focus on the personal relationships• Professional profile and photo• Segment your relationships• Engage

Social Media 201

• Learn how to fully engage clients• Learning, Living & Loving LinkedIn

Q & A