Forum Posts

sifat
Feb 19, 2022
In Welcome to the Forum
Technology is taking the world by storm. April 15, 2014 marked the first 24-hour window in which American consumers could purchase Google Glass. While Google's latest tech toy might seem like a giant step up from our current devices, it's really just the next big thing in a long line of products that are literally changing the way we live our lives. Oh and the way we do business. You know that whole social media craze - Facebook, Twitter and the like - people said was a fad? Yeah, it's not going anywhere anytime soon. And on top of that, it's altering the environment in which companies and professionals conduct their business. 47% of B2B companies are using one of Facebook, Twitter or LinkedIn, and that number is only growing. As more and more sales teams turn their attention to social selling, the companies and sales teams still ignoring it are falling further behind. Social media is garnering the attention of sales teams because it generates leads, fills pipelines and ultimately helps close more deals than traditional selling techniques. It's also more efficient and undoubtedly more fun than making 100 scripted phone calls a day. The fact is that 65% of a salesperson's time is spent on tasks other than selling so at the very least, social media can help speed up the research process. How you ask? Well that's what we're here for - check it out: We understand that social media can seem daunting Photo Editing Services and making the switch to social selling is no easy task. So our marketing and sales departments put their heads together to come up with this helpful infographic that'll ease you into building a social selling routine in just 30 minutes a day! Whether it's social marketing or social selling, content is a vital part of your social media strategy. The goal of being on social media is to establish yourself as an expert, which will be mighty hard to do if you never extend yourself beyond 140 characters or a status update. It'll be most effective if you publish and share a steady stream of content that you (or your marketing team) have created, but it's also possible to become a trusted source by being an amazing content curator. Whatever you do, don't just share anything and everything you read. Only recommend content that provides high quality value and insight for your potential customers. The next step in the social process is sharing any content you deem worthy across all of the networks where your audience is active. Depending on the platform, you may want to share content more than once (for example, at different times of the day for your Twitter audience). In between posts that share content, you'll also want to be fully engaged in general conversations and always attentive to any inquiries you receive. You should also seek to make connections with anybody who shares your common interests, even if those interests fall outside the business realm. More connections mean more opportunities down the line! One of the great things about most social media platforms is that they have built-in tools to help you measure and manage your profile. For example, a free LinkedIn account allows you to see the users that have recently viewed your profile, which can be a huge source of information for you. If you're sharing content aimed at helping potential customers, it makes sense to assume that anybody who finds your content useful will, at the very least, check out your profile. From there, you can then review these profiles and based on their information, make an educated guess as to whether they are a potential customer. If they are, you can safely refer to them as a hot lead! This one is easy! Once you've narrowed down the list of people who have viewed your profile to sure-fire potential customers, make them first-degree connections. That way they'll start to receive your updates and also feel more comfortable reaching out to you. On other social networks, make an effort to connect with people who have liked, shared, retweeted and +1'd your content.
0
0
5
sifat
Feb 19, 2022
In Welcome to the Forum
We believe that showing is better than telling. When we let you in on what we're doing, it's easier for you to connect with and make sense of the content. On top of that, it confirms to you that we practice what we preach, which should be important to you no matter what you're buying. If a company doesn't use its own products and services or practice its teachings, what does that tell you about the company? Like we did with our AdaptiveSEO™ strategy, we're going to give you a sneak-peek at the components of our social selling strategy. As you follow along with what we do, try to complete the steps for yourself - that way, you'll begin to devise your social selling strategy without even realizing it! Develop Personas Snapshot Of A Social Selling Strategy -Image 1 We've been harping on it all month, but the fact remains that you can't sell anything without a customer. People have different motivations for buying products and services - they need it, they want it, it saves them time, it does something they can't do - so the sooner you understand that not all of your customers are the same, the more successful you'll become. Because at the end of the day, you're not just selling to one kind of customer, you're selling to little groups of people that are tied together by their persona. So how do you go about creating personas? Consider things like gender, age, the reasons people are interested in you, occupation, income and anything else you think might help define a group of your customers. For us in digital marketing, it's occupation (owner vs. employee), company size (revenue), whether or not the interested party is a decision maker, how much time they have and campaign budgets. We know that communicating with a small business on the same frequency as a large corporation doesn't make sense, which is exactly why we've created the following personas: Bob the Business Owner - Bob is the owner of a newly opened recruitment firm. He knows that he needs new leads and is interested in digital marketing because of the relatively low cost-per-lead of some tactics. Bob doesn't have a lot of time to dedicate to marketing because he's busy running the business and his budget is fairly small. Bob is relatively active on social media since it's a good channel for his industry. Monica the Marketing Manager - Monica is a marketing manager in a medium-sized company but her core team is fairly small. She often needs to outsource some of the team's digital marketing responsibilities and is very open to collaborating with other teams. Carl the C-Suite Executive - Carl is one of the key decision makers for a very large corporation. His company has various marketing needs but there's also a ton of competition for his business. Carl is the whale that every marketing company desires but he's a tough one to land. Our personas go a little more in-depth than the above but these three customer-types give you a general idea of what we mean. From here, everything else we do will be slightly different, depending on which persona we are targeting. How many different detailed personas can you come up with for your business? Find Potential Customers The next step in the social selling process is find your customers, which can vary based on which persona you're after. As a very general example, Bob the Business owner is pretty likely to have set up a Facebook page because it's quick and easy (whether he's active is a different story). Carl the Executive is, at the very least, going to have a LinkedIn profile because that's the most popular network among "professionals". Monica the Marketing manager is probably the most socially active persona across all networks, but we're guessing that Twitter will be where she's most engaged and likely to connect. So, here's one way we set out to find Monica on Twitter: Snapshot Of A Social Selling Strategy - Image 2 Followerwonk is a great tool, but Twitter's advanced search works too if you need something that's free. The screenshot shows an extremely simple Twitter bio search conducted in Followerwonk. As you can see, our search was for "marketing managers" in "Toronto" and the results are a goldmine. With just one search, we can now formulate a plan to connect with marketing managers at GoodLife Fitness, Expedia.ca and a big insurance company, to name a few who are perfect matches for our Monica the Marketing Manager persona. This exercise can be executed for all major social networks with both free and paid tools. If you aren't doing this, you aren't even trying. Go out and find those customers and start gathering information that's vital to the next step in the process. Create or Share Helpful Content Graphic of a person drawing the word Content, with arrows leading away from it. Social selling isn't about in your face sales Philippines Photo Editor pitches, it's about finding a common ground with customers and connecting in a meaningful way, regardless of whether a sale is involved. Often, the best course of action is to let customers initiate things with you after you are able to grab their attention. Hmmm, what's the best way to grab customers' attention these days? You guess it, by creating the content that answers their questions (which you discovered by listening and observing them). Before you rush into creating (or curating) content, ensure that you keep your personas in mind and target specific pieces of content to the most relevant groups on the right social channels. Here's what we do on the content front (and how we generally target it): Webinars: these are FREE 60-minute broadcasts aimed at educating potential clients and also highlighting our value. TARGET PERSONA - Bob the Business Owner and Monica the Marketing Manager. Executives don't usually have 60 extra minutes to spare nor would they appreciate the level of detail we get down to in our webinars. Bob and Monica (and especially her team) however, could learn a few things from us. Eventually, interest and participation in our webinars could lead to fruitful partnerships down the road. Marketing Guides: one-page summary usually offering tips and tricks for getting started with a specific digital marketing tactic. TARGET PERSONA - Bob, Monica and Carl the C-Suite Executive. Because it's so short, we make the argument that each one of our personas could find marketing guides useful. Bob and Monica probably get more practical application out of them, but at least Carl can get an idea of what we have to offer in just a few minutes of his time.
0
0
4
 

sifat

More actions