Sales people used to be the trusted adviser with all of the answers. Now, most people do their research online or through referrals before they reach out to a sales person. Be more informed about a client and their needs by doing social media research!

1. Elizabeth Glau, CMP
Building Blocks Social Media
@elizabethglau

2. Planners and Buyers and
Vendors Sellers
Decision
Makers and Relationships
Referrals
@elizabethglau

3. It’s Not Who You Know…
Personal Branding
tweets, blog posts, comments, status
updates, videos, photographs, website
…It’s Who Knows You
@elizabethglau

4.  Numbers Game  Context is King
 Rented Lists  Content is Queen
 Old Database  Updates by Prospects
 Gatekeepers  Direct Access
 Introductions  Influencers
Cold Calling Social Selling
@elizabethglau

5. Engagement
Get Involved in
Conversations
Move Offline Network
Online
Thorough, Professional
Profiles
@elizabethglau

6. Share your
Knowledge
Pay it Connect
Forward People
Give
LISTEN
Thanks
@elizabethglau

7.  Buy the Uniform Resource Locator (URL) –
the global address of documents on the World Wide Web
 Your Name or Business Name
 Create Fresh Content and Ideas Consistently
 How To, Answer Objections
 Art of Storytelling
Make it Shareable
@elizabethglau

8.  Complete your Profile
 Don’t use Default Messages
 Advanced Search
 Interact on the News Feed
 Connect with your E-mail
I'd like
to add
you to
my
pqofession
al
netwoqk
@elizabethglau

9.  B2B Sales is Between Two People
 Profiles are for People
 Pages are for Companies
 Make your Work info Public
 Use Groups and Lists
Authenticity
@elizabethglau

10.  160 Character Bio
 Picture of You, Not your Logo
 Follow Back
 Mention Others
 Tweet Chat
#FF
#CFEA2013
#EventProfs
@elizabethglau

11. Maximizing Your Attendance at Events
Exhibitors
Speakers
Sponsors
@elizabethglau

12.  Google Analytics / HootSuite Pro
 Facebook Insights
 Unique Visitors
 Traffic Sources, Referring Websites
 Reach
ROI
@elizabethglau

13. Elizabeth Glau, CMP
Chief Foundation Strategist
www.BasicSocialMediaTraining.com
eglau@BasicSocialMediaTraining.com
614-286-4685
@elizabethglau