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GET MORE CLIENTS WITH SOCIAL MEDIA Today’s way to network Mike McCormac Sales Success and More
| Date post: | 02-Dec-2014 |
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GET MORE CLIENTS WITH SOCIAL MEDIA
Today’s way to network
Mike McCormac
Sales Success and More
THE HYPE: SOCIAL MEDIA ISN’T A FAD. IT’S A REVOLUTION
WORLD’S 20 TOP WEB SITES IN ORDER
• YouTube
• Yahoo
• Blogger
• Baidu
• Windows Live
• Wikipedia
• QQ.com
• MSN
• Yahoo (Japan)
• Sina.com
• Google (India)
• Taobao.com
• Amazon
• Google (Hong Kong)
• Wordpress
• Google (Germany)
WHY SOCIAL MEDIA CANNOT BE IGNORED
• LinkedIn 100 million users
Growing at one million a week
• Twitter 200 million users
110 million tweets every day
• Facebook More than 500 million users
More popular than Google in USA
• YouTube More than 500 million unique visits
every month
92 billion page views each month
• Slideshare Growing exponentially
• 1 person buys a device to access the internet
• 2 blogs are started
• 3 YouTube videos are posted
• 4 people sign up for Facebook
• 500 words are added to Wikipedia
EVERY THREE SECONDS…
FORGET EMAIL. THINK SOCIAL MEDIA
• US Internet users spend three times more minutes on blogs and social networks than on email
• Source: The Nielsen Company, November 2010
0% 5% 10% 15% 20% 25%
Videos/movies
Portals
Online Games
Social Networks/Blogs
SOCIAL NETWORKING GETS REAL LEADS
• LinkedIn drives the most referrals to B2B sites
• Number of leads in June 2010
• Source: Leadforce1, June 2010
0 5,000 10,000 15,000 20,000
Dzone
THE REALITY: TRADITIONAL ONLINE MARKETING STILL DOMINATES, BUT SOCIAL MEDIA IS GROWING FAST
WHERE DO UK BUYERS GET INFORMATION?
• Traditional websites dominate and are growing – used by 70% of buyers
• The biggest changes in 2011 over 2010: Web searches grow 51%
Despite email overload, direct mail grows 55%
The big change is from offline events/seminars (-54%) to online events/webinars (+170%)
Social media is still small – but growing fast. Facebook grew 78% and LinkedIn 100%
• Source: BaseOne, May 2011
0% 10% 20% 30% 40% 50% 60% 70%
Other social media
Blogs
Offline events/seminars
Online events/webinars
Press advertising
Direct mail
Word of mouth
Industry press (print)
Web searches
Supplier websites
9%
11%
9%
7%
9%
39%
10%
19%
20%
43%
37%
41%
55%
11%
11%
12%
14%
16%
18%
27%
27%
31%
35%
48%
65%
70%
2011
2010
SO HOW DO YOU DO IT?
• Join the conversation
• Be found – proactively
• Be interesting – have something to say
• Build relationships – quality not quantity
• Become a resource – solve problems, give to get
• Become a provider – win new clients
• It’s fast – but it’s not instantaneous
PRINCIPLES
It’s networking – and all the old rules apply
LET’S NETWORK!
Website or Blog
Email List
Social Sites
FITTING IT TOGETHER
Email registrations
RSS
Your website (and ideally it’s a
blog)
Be found Be interesting
Build relationships
Be found Be interesting
Build relationships Become a resource
Be interesting Build relationships Become a resource
Slideshare
YouTube
STEP 1: LOOK AT YOUR WEBSITE
Is your website for your clients?
• If you asked a client to review your website, what would they say?
• Does it talk about things your clients are interested in?
• Does it pose questions your clients need you to answer?
• Is it attractive and not ‘text heavy’?
• Is it easy to navigate and use?
• Is it easy for readers to respond and take action?
• Is it being found for the things your clients are looking for?
Is your website current?
• If it’s a static site, is it up to date?
• Google crawls frequently updated sites much more often
• Blogs have lots of content that’s
current and attractive to search engines
• Companies that blog have 55% more website visitors
• B2B companies that blog generate 67% more leads than those that
don’t
STEP 2: GET YOURSELF ON LINKEDIN
Why?
• LinkedIn is new age networking.
Just like the old days, without the
warm white wine
• If you’re worried about stalkers, set
your privacy settings to suit you
• You don’t need to keep your
contact’s details up to date, they do
it themselves
• Join special interest groups to keep
up with trends and news and
express your opinions
How?
• All client facing people should be on LinkedIn
• Create a simple profile (you can always make it better)
• Use a flattering (but current) picture
• Use the keywords you want to be known for in your profile
• Ask everybody you meet to join your network
• Be there, give to get
STEP 3: SET UP A TWITTER ACCOUNT
Why?
• Twitter is micro blogging – just 140
characters to keep people up to date with what you’re doing
• Keep in front of your clients and
potential clients
• Follow interesting people to learn
interesting things
• Answer questions and get answers
to questions
• Find people interested in the
subjects you’re interested in
How?
• Use a slimmed version of your
LinkedIn profile
• Use a flattering (but current)
picture
• Link it to your LinkedIn account
• Don’t just promote links to your
website, give an insight into the real you
• Set up your mobile device to make it easy to “Tweet”
• Be there
STEP 4: GOT VIDEOS OR PRESENTATIONS?
Videos
• Create a YouTube account and
channel
• Upload your videos
• Keyword them
• Link to them from your website
or blog
• Tweet about them
Presentations
• Create a Slideshare account
• Upload your presentations as
pdfs
• Keyword them
• Link to them from your website
or blog
• Tweet about them
FOR REAL. HERE’S HOW SOCIAL MEDIA GETS ME ALL OF MY CUSTOMERS
THE WEBSITE
Principles
• A primary sales tool for my
business
• Wordpress blog
• New articles 2-3 times a week
• All content has options to
comment or connect
• Easy to sign up for email list
• Easy linking to LinkedIn, Twitter,
Facebook and RSS
Reality
WEBSITE TRAFFIC GROWS EVERY MONTH
Blogs are powerful traffic generators
• Strong keywording for very
competitive search terms
• Now well ranked for target search
terms
• Traffic growth is rapid – 505% in
last six months
• Generates consistent numbers of
registrations for email follow up
• That turn into real new clients
Growth over just eight months
0
500
1000
1500
2000
2500
3000
3500
4000
4500
5000
Oct2010
Nov2011
Dec2010
Jan2011
Feb2011
Mar2011
Apr2011
May2011
Principles
• Headline summarising what
exactly what I do
• Detailed (and keyworded) profile
• Link to Twitter
• Frequent (daily) activity – a mix of
promotion and insight into me
• Try to connect with everybody I
meet
Reality
Principles
• Headline summarising what
exactly what I do
• Detailed (and keyworded) profile
• Link to LinkedIn
• Frequent (daily) activity – a mix of
promotion and insight into me
• Very often from my Blackberry
Reality
YOUTUBE
Principles
• Create a YouTube Channel
• Upload videos about your people,
company and opinions
• Find other videos that are
relevant to your followers and
add them to your channel
• Link to the videos from your
website or blog
Reality
SLIDESHARE
Principles
• Create a Slideshare account
• Upload presentations or
documents about your people,
company and opinions
• Keyword them
• Link to the presentations from
your website or blog
Reality
START NOW. THIS IS REAL
MIKE MCCORMAC
About
• Mike McCormac founded Sales
Success and More to help
professional sales people selling
high value services achieve more
• He has an MBA and his sales
background includes over 15
years success selling IT services
and outsourcing
• Mike works mainly in the UK and
Cyprus
Contact
• Connect on LinkedIn
• Follow me on Twitter
• Email me
• Phone +357 99 860725
