Corning Cable Systems Social Media for Sales

How Social Media and Social Networking are Turning Sales and Marketing Upside-down

@sjagger @shanegibson

SociableBook.com @shanegibson @sjagger

“I think that’s going

to break.”


“The Customer Owns Your Brand”


The Future is Now•Nearby restaurants

• Shopping

•Community workforce breakdown

• Schools

•Housing inventory and stability

•Crime rates

• Past pricing and sales on the home itself

Better Homes and Gardens


We Still Use Old Media


600 million


100 Million


100 million updates/day


1Billion Views/Day


Business-to-Business Decision

Makers•…69% of B2B buyers use social networks

“primarily for business networking and development.”

•…Stereotypes may have C-level executives delegating research to others, but the study reveals that 53% prefer to search the Web and locate information themselves. – Google and Forbes Insights Study (2009)


“It’s not about B2B or B2C it is really about person to person.”



The Reverse Drip


Rules of Engagement

#1 Stop pitching and start connecting

#2 Doers win in the game of social media

#3 It’s not about you

#4 Be fearless in your contribution to community

#5 Don’t be a social spammer, engage

#6 Be authentic

#7 Be consistent


Boeing


Mediadecoder.com:

“Like many large companies we do not accept unsolicited ideas. Experience showed that most ideas had already been considered by our engineers and that there can be unintended consequences to simply accepting these ideas. The time, cost and risk involved in processing them, therefore, were not justified by the benefits gained.” - Boeing


Nano-markets





George Moen – CEO, Blenz Coffee



What Platforms?

Blogs


Use Multiple Channels

Engagementdb.com


Who blogs anyway?





Maximize Consumption





LinkedIn nano-markets


LinkedIn Toolbar


Share to nano-markets & individuals


Comment on your contacts’ status


Take it one step further


Multiple Platforms


Social media

marketing is about LISTENIN

G



Tweets tell the future•Computer scientists studied 3 million tweets

•25 movies (including Avatar)

•Tweet frequency could be used to accurately predict the box office takings

•Content of the messages predict ongoing success.

•"Our predictions were incredibly close," Bernardo Huberman, head of the social computing lab at HP


Listeninghttp://Search.twitter.com

http://Google.com/alerts

http://Blogsearch.google.com

http://facebook.com/search

http://www.linkedin.com/signal/


Sales Cycle

RelationshipBuildingModel

WarmingUp

The Call

1Breaking

TheIce

UncoveringBuyingMotives

TheSales

Proposal

HandlingObjections

ClosingTheSale

6

Add-onsAnd

Up Sells 7 2

3

5 4

Invite and EngageAt Every Step


IntegrationMake it part of your daily activities

Start pulling listening feeds

Engage, Lead, and Contribute

Make it real at least once a week

Rapport & Value = Mind Share = Wallet Share


Getting Real


Launch Plan1. Identify Your Goal

2. Identify Your Target Audience and your Nanotribes

3. Pick the Right Platforms

4. Map out Social Etiquette and Policy

5. Implement Listening and Engagement Strategy

6. Know Core Pains, Dreams, and Goals

7. Uniquely Communicate Solutions Mixing Marketing and Community


Resources

http://closingbigger.net

http://socialized.me

http://twitter.com/shanegibson

Date post:	06-May-2015
Category:	Business
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