Business development
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Business Development in the Digital Age - Oct 22 2014
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Business development
- 1. Business development in the digital age October 22, 2014 Claudia Mason Business Consultant, Integrated Marketing, BDC
- 2. So now what?
- 3. How can we use these tools to: Generate qualified leads? Convert prospect to buyers? How are you going to use your website, your social media platforms and email automation to build your business? 3 Business development in the digital age
- 4. Relationships and hard work get the job done. OR DO THEY ? 4 Business development in the digital age
- 6. The world of sales has changed Not a "sales process" It’s now a "buying process” 10 NUMBER OF TIMES CUSTOMERS INTERACT WITH YOUR BUSINESS BEFORE BUYING 6 Business development in the digital age
- 7. 7 Business development in the digital age Consensus
- 8. Risk
- 10. MAKING A DIFFERENCE TOP 4 THINGS TO DO 1 2 3 Tradeshow lead generation Virtual backup for your sales efforts Social media as a sales tool 4 LinkedIn
- 12. Making the most of LinkedIn 1. Tell your story 2. Update your journey 3. Reach out with credentials 12 Business development in the digital age
- 13. SEI INDUSTRIES LinkedIn as a sales tool 13 Business development in the digital age
- 14. Connect with me
- 15. Your LinkedIn checklist Create an engaging, well-organized business page. Create and communicate guidelines to your employees. Make LinkedIn part of the prospecting process. 15 Business development in the digital age
- 16. Virtual backup for your sales efforts 16 Business development in the digital age Key messages Common stories Make it easier
- 17. FINE CHOICE FOODS 17 Business development in the digital age
- 18. Online catalog 18 Business development in the digital age
- 19. Effective sales tool 19 Business development in the digital age
- 21. Social media as a sales tool. Why? Shorter sales cycles Relationship building Competitive intelligence 21 Business development in the digital age
- 22. 3 simple steps Evaluate your teams ability with the various tools, provide mentoring and training and examples Creating sample LinkedIn profile example – with logo’s and wording to be used to help consolidate your brand Create KPI’s for your sales team that include social media 22 Business development in the digital age 1. 2. 3.
- 23. Lead generation at tradeshows Establish relationships Build credibility 23 Business development in the digital age
- 24. 5 steps to generate leads at tradeshows 1. Invite prospects to your booth in advance 2. Have a set email invite template 3. Treat appointments like appointments 4. Follow up immediately 5. Use Social Media to build instant connections 24 Business development in the digital age
- 25. Tradeshows checklist Connect on LinkedIn Follow on Twitter Input into CRM 25 Business development in the digital age Send Email Set calendar event
- 26. Selfie Photobomb 26 Business development in the digital age
- 27. Old school and new school 27 Business development in the digital age
- 28. Old school and new school 28 Business development in the digital age
- 29. Old school and new school 29 Business development in the digital age
- 30. Thank you.
Hinweis der Redaktion
- I’m Claudia Mason I’m a sales person –I’ve have always sat in the “sales team” I have done Direct Sales, Sales management and Sales Training for the last 20 years. I’m going to tell you a little story: Years ago When all these social tools started making headway- I was like… forget that …what a waste of time and energy.. But what I started to notice is that some of my colleagues were using them to sell – they were actually closing faster than me I realized that I was falling behind - that all my face to face sales efforts where good but I was having to work so much harder to sell because I was scared of or just plain annoyed with the new tools that others were using to give a fuller picture of who they were and what they had to offer as sales person or as a business. So I suffered through the learning curve and made technology my friend. Building piece by piece,contact by contact into a new world where there is a fuller more define picture of what I had to offer to businesses. I realized I need to develop a structure a strategy to not only survive in this new space but to thrive.. And that’s what I’m going to share with you today
- So going back to Ravi’s tree diagram Lets assume you have a mature digital presence- you have everything set and ready to go You are firing on all cylinders You are social you twitter Facebook LinkedIn email automation are up and running you are tracking your digital results you are all beautified and running smoothly *****How do I use these social media tools***** – what do I do ?? Do I tweet? Do I tweet with a picture? Do I like? And what do I like…? Do I update? Who do I connect to and what do I say?
- How do I use them to actually get real results – real leads in my funnel? How do actually make the phone ring How can we use these tools to: Generate Qualified leads? Convert prospect to buyers? How are you going to use your website, your social media platforms and email automation in actual the sales Process? We need to use both old school sales efforts and merge them with new school digital tools.
- My Mantra has always been relationships and hard work get the job done… I believe in creating a lead list and crossing the names off one by one. Pounding the pavement, picking up the phone, following up, and being persistent and consistent in the sales process. People don’t buy products. They buy people. They buy from you because you’ve developed a relationship with them. You’ve been authentic in your interactions, gained their trust and proved to them that you can make their life easier or better. and >>> Trying to do this in a half-hour hour meeting or in a 20 minute telephone conversation is almost impossible. Because the world of sales has changed. We need to have both a strong face to face and person to person relationship and have all our digital tools working for us. .
- It’s never been easier to reach prospective clients And never been more challenging to leverage new digital tools to get real sales results In today’s presentation, I will provide you with proven suggestions of how to create an aligned offline and online sales
- The world of sales has changed The way people interact in the sales process has drastically changed It's not even a "sales process" anymore. The Internet has changed that. It’s now a "buying process” Nothing exists in isolation anymore. Everything can be looked up linked reposted and researched. A customer’s path to making a purchase today involves many more touch points than it did in the past. In fact, research indicates that customers will interact with your business 10 times on average for every purchasing decision they make.
- There is a rise of consensus based sales it’s not just how customers are shopping that’s changed. It’s also who’s doing the shopping. Often, it’s not just one decision-maker you have to convince. Now there’s a whole boardroom of people weighing in and having their voices heard as a part of a consensus decision. Having a polished well-integrated online/offline presence that the whole buying committee can review makes all the difference.
- There is also a culture of risk aversion. It's no longer “we like you and so we're going to give you a try.” People NEED to see a return on investment and proof that you are going to make a difference with what you are selling them. How can we leverage our online world to support our sales efforts?
- when you can make a favourable impression on your prospects before you get to a face-to-face meeting, the entire equation tilts in my favor. when your prospects can figure out you don’t have what they’re looking for even before contacting you, your job just got a whole bunch easier. when you get someone to read an article or watch a video rather than have one of your staff answer questions your profits just went up.
- There are a lot of choices our there ‘pinetrest google plus pinetrest Flicker … So with all that in mind: here are 4 simple things to focus on LinkedIn Virtual backup for your sales efforts Social Media as a sales tool Tradeshow Lead generation
- What the number complaint I hear is that people have a lots of connections but it feels like very little value. Raise your hand if a LinkedIn profile Ok keep your hand up if you have had any new business come from your connections Research conducted by Investis IQ2 found that LinkedIn is the number-one social network for driving traffic to corporate websites. We may just not be leveraging it properly. is LinkedIn -
- Company pages : you can market your business to the LinkedIn community. It’s a place where you can tell your company’s story and give customers and prospects a place to learn about your business, your employees, and your brand. Company Updates: You can deliver highly targeted content into the feed of LinkedIn members, increasing their engagement with and loyalty to your brand. Inmail: My favorite: you can reach anyone on LinkedIn without an introduction or aqny contact information. You get professional, credible outreach…with your LinkedIn profile attached.
- So here’s your LinkedIn checklist: •Create an engaging, well-organized LinkedIn Business page. •Offer standardized guidelines to your employees (?) for personal profiles. •Make LinkedIn a part of the prospecting process. Not just to research our prospects, but as a way to introduce your business and your sales people.
- Now that you have a great website. Make it a virtual back up for your sales team and agents. Do you find your customers often have similar questions and you’re often repeating the same answers? Are your key messages getting lost in the translation? What are the most common stories/ information that your sales team is repeating? Is there a way to make it easier from Brokers/ distributor or agents to sell to retailers on your behalf? There are many ways you can have aligned messages easily available for your clients to access on-demand, so they have the information needed to make a buying decision WITHOUT you having to meet and say it. Again as Ravi said we don’t have to build the Taj Mahal. Start simply. It’s about having visual backup for the stories we are telling to our prospects and customers. It’s about providing proof, credibility and clarity. It’s also a great way to save time.
- Here are some examples of tools that marketing can supply to the sales team or your intermediaries that can help the sales process go faster and smoother.
- Why? It Shortens sales cycles It adds a Multi touch point in Relationship Building Sure as heck can help you get a leg up on what is going on in the market place Competitive Intelligence Some social sites, like Twitter and LinkedIn, allow you to categorize, list, or “file” prospects into specific segments One of these segments should always be your competition. Follow and listen to what your competition is saying and identify which contacts your competition may be targeting.. We can train our team to effectively use simple social media on their devices to communicate with prospects at trade shows and networking events and during the buying process. It can seem overwhelming but it not – slow and steady
- Some strategies that you can employ: •Evaluate your teams ability with the various tools, provide mentoring and training and examples. •Creating a sample LinkedIn Profile examples – with what logo’s and wording should be use will help consolidate your brand. •Create KPI’s for social Start small: oTask everyone to follow 3 competitors oLink In every prospect before a sale calls.
- As we all know Trade shows Can be very expensive For some of you here today Trade shows are an important part of building relationships creating opportunity and on best case scenario taking order that you may not have been able to get otherwise Establish relationships Build credibility do you ever come away from a show with lots of excitement, but after all is said and done not much in closed business? Here are a few techniques to avoid ended up with nothing to show but a stack of business cards.
- 1)Invite prospects to your booth in advance – talk about new products or specials on twitter, Facebook and LinkedIn to build excitement. Get on the phone 3-6 weeks before the event and invite these people to meet you at the show. 2)Have a set email invite template – use your database or CRM to make sure your prospects know where you are and why they should visit you 3) (because they are): Set specific appointments during every spare minute during the exhibit. We like appointments at weird times…. like 10:35 a.m. I learned that at FranklinCovey, the largest time management company in the world. People don’t forget appointments at unique or weird times.) and if they no-show, follow up to find out why and rebook. 5)Follow up Hire an extra person to input leads or have enough staff so that they have time to enter leads into your CRM at the show or right after the show.
- Connect on LinkedIn Follow on Twitter - Add fun take a selfie with the prospect and tag them in the pic. #natural product expo @UNFI @carol_brown Input into CRM Write detailed notes Send Email – with details of products or services you discussed Set a calendar event for sales to contact again. Have a goal in mind -I want to send you samples &/or have a meeting.