Social and Mobile Media for Prospecting and Lead Generation

John Foley, Jr., Grow Socially, Inc.

John Foley, Jr.

• One of the 50 most influential people in Sales Lead Management by Sales Lead Management Association in 2010

• Ranked #15 Top CMO on Twitter in 2010

• Inducted into NAPL’s Soderstrom Society in 2010

• Book titled: “Business Transformation – A New Path to Profit for the Printing Industry” Release Date March 2011

• 2nd runner up for this year’s B2B Twitterer of the Year Award for the B2B “Boss Tweet” Personality Category

Overview:Walk the Talk, Learn What Needs to Be Done

• Social Media’s Impact

• Best Practices• Prospecting 101• Building Your

Network• What does mobile

have to do with it?

Oh ya! We are getting Social…

Prospecting 101

Prospecting 101+:The reach is greater – How good is that?

• Finding prospects today can be easier.– They find you– Play in their sandbox– They have easier ways to find trusted resources

• Getting Noticed – Social , Web Site SEO, Blogs– Funnel them

• Landing Pages• Lead tracking

Prospecting 101:Define your process• Marketing drives inquiries• Research – inquiries

– Finding them on Social Media

• Lead management• Nurture

– Engage, Offer, Follow up

• Analyze– How are we doing?

1Multi-ChannelMulti-Media Campaigns

Email, Direct Mail, Social Media

2 Provide TargetPersonalized Direct Mail & Landing Pages

3Lead ScoreHot, Warm, Cold

4Marketing Automation

Prospect / Customer Pool

Inquiry / Leads in Funnel

Lead Nurture Multi Touch Campaign

starts

Automated Marketing

A. Social MediaB. EmailC. PhoneD. Direct MailE. And More

SalesCRM…

Web

Agent Calls

CRM Tool

Sale!

5Analytics – Numbers, Money, Leads, Inquiries, Mail vs. Web, and more

Measure, Adjust, Redo!

Marketing to Sales Funnel – 5 Step

CONTENT SUPPORTS NURTURING

Social Media Prospecting• LinkedIn

• Make connections• Follow folks• Stay in front of your audience• Join in the conversation

• Blog • Post information and possibly

comment on their company blog

• Facebook• Find the friend!• Post the video and someone

subscribes• Twitter

• Follow your prospect• Refer to website blog content

• Website – Polls – Offers – CONTENT (The new King!)

Building the Network

• LinkedIn• Facebook• Twitter• YouTube• Blog

LinkedIn

• Research leads and inquiries • Keep status updated• Take part in discussions/groups• Register your events • Share your blog• Post your work experience• Join your company’s network

Profile Plus

http://ilnk.me/6cbf

Facebook

• Connect with the prospect• Stay in front of your prospects• Post your employer • Share:

– Photos & Videos of Work Functions– Tag people who participated

• Share industry & company news on your wall

• Connect & Converse

Stay in Front of Your Prospects:

Keep Your Wall Active with Company News

You’ll Show Up in Your Audience’s News Feed More!

Post Your Employer

Share photos & videos, you can even use your phone for this!

Twitter

• Engage with Prospects• Tweet Often• Follow Your Company• Use Relevant Keywords and Hashtags • Fill your bio with keywords

Engage with Prospects- Retweet!

Tweet Often and Relevant! :Don’t have your tweets get lost in the Twitter-feed, thousands of tweets are posted within seconds!

Get your company involved

Keywords/Hashtags: #dscoop6 ??? Hello?? Lets look?

Fill Your Bio with Keywords

Add prospects to list

YouTube

• Create your video today• Create a company/personal channel• Create videos for:

– Describing your services– Event/Product Promotion– Various Team Members– Testimonials & Case Studies

• Tag videos with keywords

Create Your Own Channel

Make it easier for your viewers to find more

videos by your company!

Demonstrate Your Value

Tradeshow Marketing Campaign

• Pre-Event• Introducing

Yourself• What you will

promote• Where booth will

be• Your contact

information

• List reasons to visit the booth

• Show products that will be showcased at event

Tradeshow Marketing Campaign

• During Event• Interview colleagues

and industry experts• Live footage of

show• Recap of each day• “10 keypoints I

learned today were…”

• What have people been most interested in from your company

Tradeshow Marketing Campaign

• Post-Event• Sales Reps

thanking everyone who stopped by the booth

• Recap of how successful the show was

• If you offered any contests/giveaways during show, announce the winner via video

• Great time to talk about upcoming events

Variety of Team Members

Testimonials & Case Studies

• Flip Camera

• Digital Camera

• Smart Phone

• Camcorder

Tools for Recording Video

Blog

• Provide useful information about your area of expertise.

• Create content that interests your potential clients. • Publish articles on a regular basis to develop a loyal

and expanding readership• Include links to a “call to action”. • New blog readers will impact your lead generation

efforts.

CRM: Online/Social Intelligence

Fast Forwarding

• First, the cell phone…

• Now, the smart phone…

• Mobile Web vs. Mobile App

…Mobilized Content

What do you leave with everyday?

So What is Mobile Social Media?• Social Networks on

Mobile Devices

What are they doing?

Still changing the game

What’s New Mobile Media

Mobile Phone Apps• Applications to

put on your Smartphone

• Managing multiple accounts

• Social Media Apps

• Tools - Hootsuite

Why Should You Mobilize• 250+ million Americans carry mobile phones—over

80% of the nation's population– Source: CTIA Wireless Association

• Cell phones subscriptions will top 5 billion globally before 2011– Source: International Telecommunication Union

• 4/5’s of teens carry a wireless device, and the majority (57%) view their cell phone as the key to their social life– Source: CTIA survey, Teenagers: A Generation Unplugged

• YOUR PROSPECTS ARE USING MOBILE DEVICES!

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Possible Connection

Connect on - www.Facebook.com/johnfoleyjrConnect with me on - www. Linkedin.com/in/johnfoleyjrFollow me on – www.twitter.com/johnfoleyjr

Prospecting…Direct Your QR Codes to Landing Page(s)

Mobile Offers

3 Social Media Platforms to Watch

Just as marketers are getting a handle on Facebook, Twitter, and YouTube, a fresh group of social media

networks are poised to make a splash in 2010.

Foursquare is a platform that allows users to “check-in” using their location to let their friends know where they are and to earn badges.

Facebook Places allows you to announce where you are and with who directly into your Facebook Newsfeed.

Loopt allows users to find out who is around them, what there is to do in the area, and where there is to go.

Types of Mobile Advertising

Mobilize your content!

Mobilize your content!

Mobile Social Media Success

1. Get going

2. Learn the Platforms

3. Establish Your Presence

4. Connect

6. Engage With Your Prospects

7. Be Creative

8. Be Prepared to Adapt

9. Mobile Optimize content if driving folks to it

Wrap Up• Gather Your Prospects with Social Media• Nurture Them Through the Sales Funnel• Connect the Engage and Converse using the

mobile phone

Mobile Wrap!

InvisiblePR

Q & A / Contact Me! http://ilink.me/JR

iFlyMobi.com

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