Eposode

Alex Lofts Feb 2016

The way we buy- and therefore sell- is changing. We’ve entered the age of the customer- a customer who is fully enabled, with all the information and multiple sources from which to buy, all at their fingertips.

Customers have more input into your brand than ever before thanks to the proliferation of User Generated Content.

84% of c-level execs use social media to make

purchasing decisions

-I DC, Social Buying Meets Social Selling April 2014

How we engage suppliers is changing. With more information at our fingertips than ever before, and with more efficient methods of searching for that information, clients are doing more research than ever.

57%

Of the buying process is done before engaging a sales consultant or vendor-Harvard Business Review ‘The End of Solution Sales’

July 2012

Two Key Resources:

94% of buying decisions start

online-Acquity Group, 2014 B2B

Procurement Study

Social Selling EvolutionSocial selling is the digital evolution of relationship selling – but so much more. It supercharges:• Referrals• Prospecting• Research (client and salesperson)• Thought LeadershipSocial selling is a soft sell, and a longer play.• It’s about building trust• It’s about building credibility in your field• It’s about utilising your network.

Opportunities for Eposode in social sales and marketing

Profiles – Visual Content, Connections, ‘Social Proof’, publications – leverage Infinite Peripherals and Variable, Inc content Pulse posts (blogs)Boost those articlesGroups ◦ “Supply Chain Minded”- 40,421 members◦ “Supply Chain Management Group” – 137,245

members◦ “Logistics and Supply Chain professionals” –

194,031 members

Own and monetise the channelProfiles up to scratchPlatform skills refinedContent StrategyExecution

What we deliver

What we deliver - EvaluationEvaluate all individual usersprofiles.30 point check across 14 categories.Provide overall report to senior manager(s) for their information.Provide individual report to eachuser through our portal.

What we deliver – Content Creation

Introduction – Why is this important

Optimising your brand (you)

Important Basics

Company Posting Strategy

Your Content StrategyAdvanced Selling Tips for

LinkedIn

Other Resources for Further Learning

eLearning

What we deliver – Ongoing Video AnalysisAnalysis available to management (of entire team) and individuals (of their own content only)Track engagement, click through, CTA’s

Why we deliver the 4 componentsGoogle returns results with video more than any other medium.“Video is even more effective and important when we're trying to engage with the audience on a personal level. We're built to read faces. Pareidolia -- our psychological tendency to perceive a random stimulus as significant -- is what makes us see faces in tree trunks, the moon, and grilled cheese sandwiches.We like to see faces, we want to see faces, and we subconsciously look for them. There's a reason people want to "look someone in the eyes." Our brains are built to establish trust through face-to-face contact, hence we see the "talking head" as an integral component of many corporate presentations, politician's speeches, classroom lectures, product presentations, and even video ads.When someone tells you something, face-to-face, the message has a greater impact than if you read it. Through video, you can replicate that essential, nearly in-person human connection, with thousands of people at once. Video gives us the ability to communicate "face-to-face" on a bigger, asynchronous scale.”

link

Why we deliver the 4 components

Content Marketing is useful for the entire organisation, whether they are selling socially or not.

Why we deliver the 4 components

of consumers trust an “average” employee more than the CEO… But better than that, content shared by employees receives 8x the engagement of content shared on brand channels.- The Edelman Trust Barometer 2014

52%

Alex Loftshttps://au.linkedin.com/in/alexlofts - for insights 0413487555alex@pitchyou.com.auwww.pitchyou.com.au