This is a proprietary program developed by New York Times bestselling author Rory Vaden and Southwestern Consulting on strategies and techniques for how salespeople can use social media to generate unlimited referrals.
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Selling with Social Media by NY Times bestselling author Rory Vaden
1. Rory Vaden, MBA
Co-Founder of
Southwestern Consulting
•New York Times bestselling author of Take the Stairs and author
of Next Generation Marketing: Making Social Media Work in 30
Minutes Per Day
•Toastmasters World Champion of Public Speaking 1st Runner Up
•Self-Discipline Strategist featured on Oprah radio, Fox News,
CNN, CNBC, CBS, in SUCCESS Magazine, Businessweek, Inc,
Wall St Journal and USA Today
5. WHAT DO YOU WANT MOST FOR YOUR
BUSINESS IN THE NEXT 60 DAYS?
1. Use the tools that corporate has provided
for you. All the tools you need to be
successful are there!
2. Make sure that your local website is up to
date to capitalize on pre-existing and new
traffic!
3. Use social media to open doors, stay in
touch, solidify, and get referrals!
6.
7. LinkedIn
Average Age: 41
Household Income: $109,703
Household Income $100k+ 53.5%
College Grad/Post Grad: 80.1%
Business Decision Maker: 49%EVP/SVP/VP: 6.5%
24% Have a Portfolio Value of $250k+
Not a Kid’s Toy
8. Think of it as your _____________ at the
office with whom you do professional
networking.
Much like a virtual _______________
WHAT IS Linked In?
19. WHAT IS TWITTER?
Think of it as the chatter at a cocktail party.
Answering the question “what’s happening?”
20. 5 Conversations You Care About On Twitter
1. Industry information
1. Geographic information
1. Useful information for your customers and
Prospects
2. Your Name!
1. PAST CLIENTS!
21. TWITTER
A. What is Twitter? Think of it as the chatter at a party
Technically it’s a micro-blogging service that limits you to
140 character answers to the questions “what are you doing
now?”
B. Key Terms to know on Twitter
1. Hash tag – Designated by a #___ it’s a way for people
to carry on a public conversation that can be monitored. It’s
like speaking on the same channel with a walkie-talkie.
(#stairviolator, #tts, #ssn09, #FF)
27. WHAT IS FACEBOOK?
Today, there are over __________ people on
Facebook and doubling every year.
What is Facebook? Facebook is like your friends at
A BARBEQUE.
Fastest growing demographic is age 35-55.
Second fastest growing demographic is ages _______
37. Social Media To Do List
1. Initiate - Connect with your past contacts
and customers.
2. Activate - Start using the sites to get
referrals.
38. Servant Selling Premise
You make it easier for people to do business
with you if they personally know other
people who have done business with you.
46. The Name Game - Approach
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com
Social Media Phone Approach:
Hello, is Referral there? Great. Referral this is ___. You and I
haven’t had a chance to meet yet but the reason I was giving
you a call is because I was surfing online the other day and I
think you and I might have some mutual friends. By chance do
you know _____ and _____?
Oh really, how did you meet Referree? How long have you
known each other? [allow for casual conversation]. Nice. Well I
met Referree from _________ . Anyways, I am a [insert elevator
speech here]… And I really prefer to work with people who are
friends or friends of friends so I just thought I’d reach out and
touch base with you….[carry on into your standard approach]
56. Social Media To Do List
1. Initiate - Connect with your past contacts
and customers.
2. Activate - Start using the sites to get
referrals.
3. Automate – Use additional tools to set it
on auto-pilot.
68. WHAT DO YOU WANT MOST FOR YOUR
BUSINESS IN THE NEXT 60 DAYS?
1. Use the tools that corporate has provided
for you. All the tools you need to be
successful are there!
2. Make sure that your local website is up to
date to capitalize on pre-existing and new
traffic!
3. Use social media to open doors, stay in
touch, solidify, and get referrals!
69. Social Media To Do List
1. Initiate - Connect with your past contacts
and customers.
2. Activate - Start using the sites to get
referrals.
3. Automate – Use additional tools to set it
on auto-pilot.
4. Create accountability to do all the above!
70. WHAT DO YOU WANT MOST FOR YOUR
BUSINESS IN THE NEXT 60 DAYS?
2 out of 10 people trust what they see on Facebook…no surprise there.
Roryonthis.comRoryonthat.comRoryonwhocares.com
MEOW
Why is grandma getting on there? To look at pictures of the grandkids…and to possibly find a date.
AJ
AJ
THAT IS….scary.
THAT IS….scary.
THAT IS….scary.
DO you all have customers that LOVE you? Or one customer who loves you? Or just someone that likes you?
Think of your champion customer. Do you all have a champion customer in mind? Maybe just 1? Do you all have someone who likes you? Do you have someone who was nice to you one time?