Social Media for Salespeople

By Douglas E Rice

For YSU’s “Professional Selling Course”Fall 2012

Instructor: Ron Emery

Perceptions on SalesWhat do you think of when you think of sales

as a profession?Sales vs. MarketingB2B sales vs. B2C salesSales as relationship-building

Perceptions on Social MediaWhat do you think of when you think of social

media/networking?Personal vs. business use of social mediaB2B vs. B2C social mediaSocial Media Marketing vs. Engagement

The Social Sales Process1. Find target customers2. Connect with target customers3. Nurture relationships4. Meet with target customers5. Acquire the accounts

FCNMACatchy Acronym

Find Target CustomersFinding is about research—building a list of

customers that your company can help.

Search for Prospects on LinkedIn

Divide Prospects into Lists on Twitter

Connect with Target CustomersConnecting is about initiating conversation—

reaching out to prospects on the list you’ve built.

1. Twitter: Reply to tweets from the accounts on your list.

2. Blogosphere: Follow and comment on blogs by accounts on your list

Connect with Target Customers (Cont.)

Leaving an @reply on Twitter…

Leaving a comment on a blog

NurturingNurturing is about staying on a prospect’s

radar and consistently demonstrating value.

#1) ***START A BLOG!***

The Marcus Sheridan Story

Nurturing (Cont.)

#2)Tweet Chats

#3) Groups #4) Answers

Nurturing (Cont.)

#6) YouTube Video Tutorials

#5) Facebook Page

Meet with Target CustomersMeeting with target customers is about

getting together to discuss working together.

Meeting IRL—an absolute necessity.

Webinars

Acquire the AccountsAcquiring the account is about moving a

prospect into your current customer base.“The relationship is the customer.” – Charles

GreenStaying in Touch…

Email Marketing

Surveys/Feedback

Data Analytics

Concluding RemarksThe future of sales?

Sales has always been and will always be about relationships.

Resources The Sales Blog,

http://www.thesalesblog.com Dan Waldschmidt,

http://www.danwaldschmidt.com The Sales Hunter,

http://www.thesaleshunter.com Fearless Selling,

http://www.fearless-selling.ca/blog Score More Sales,

http://www.scoremoresales.com Sales Playbook,

http://www.paulcastain.com Partners in Excellence,

http://www.partnersinexcellenceblog.com

Social Media Examiner, http://www.socialmediaexaminer.com

Jeff Bullas Blog, http://www.jeffbullas.com

Hubspot Inbound Marketing, http://www.blog.hubspot.com

Content Marketing Institute, http://www.contentmarketinginstitute.com

The Sales Lion, http://www.thesaleslion.com

Spin Sucks, http://www.spinsucks.com

Chris Brogan, http://www.chrisbrogan.com

…on sales …on social media

Information for Douglas E Rice

Douglas E Rice, Small Business Storyteller LLC

http://www.douglaserice.comhttp://www.facebook.com/smbizstorytellerhttp://www.twitter.com/douglasericehttp://www.linkedin.com/in/douglasericehttp://www.youtube.com/smbizstoryteller