Frank Communications shares tips how social media could be used as a part of b2b sales.

1. How to use social
media to support
b to b sales
FRANK COMMUNICATIONS OY Tel. +358 (0)9 4241 3377 frank@frankcommunications.fi
Fredrikinkatu 45 A, 00100 Helsinki, Finland Fax +358 (0)9 670 377 www.frankcommunications.fi

2. Keep in touch actively
• When your company appears in the
media, tell people about it – before
and afterwards
• Let people know, when they can
come and meet you in events
• Keep in touch with customers also
in between projects
• Keep your customers up to date on
new products, services, offers

3. Let others benefit from
your expertise
• An active expert is a customer
magnet
– Offer something useful: user guides,
case stories, videos
– Share information about your line
of business

4. Dialogue = good,
Monologue = bad
• Don’t just publish stuff. Ask your
target groups for feedback
• Keep an eye on what people talk about
and offer your point of view
– Don’t just focus on your company and
products, discuss topics that are of
general interest
• Don’t push yourself or your products
– Get people to tell stories about how they use your
products or services

5. Pay attention to target
groups
• There are lots of opportunities to
direct your messages to specific
groups. Use them
• Tailor your messages according to
channel and target group

6. Be professional
• Make sure your contact details are
up to date
• Use a current, professional-looking
photo when representing your
company
• Think before you publish – keep
work and leisure separate
• Keep a positive and constructive
tone in your comments

7. Catch the leads
• You CAN find new customers
from discussion forums
– Decision makers use social media to
support purchasing decisions
• Follow signals: who reads your
tweets, who responds to your
posts
• Keep an eye on what your
competitors do

8. Grow your contact base
• Connect with people you know
“in real life” also in social media
• Update your contact lists actively
• Update your LinkedIn profile and
share the link actively

9. The contents of this presentation were originally
published on Twitter as a campaign of 25 tweets.
#25socialsales

10. Would you like to
hear more?
Frank Communications
Tel. +358 (0)9 4241 3377
frank@frankcommunications.fi
http://frankcommunications.fi
http://twitter.com/frankcomms
http://storify.com/frankcomms
Frank LinkedInissä