Practical ways for sales people to use social media to increase sales by Geiger CIO, Dale Denham. Facebook, Linkedin and even Twitter can be used by any sales person to strengthen relationships and gain new clients without being annoying.

1. Practical & Tactical
Social Media
Dale Denham
CIO, Geiger

2. Good Networker?
Poor networker in person
=
Poor online networker

3. What we will cover
• Reasons to be active
• Facebook – Assumes strong personal use
• LinkedIn – Assumes limited personal use
• Twitter – Assumes almost no use
• Tips for everyone
• Fast paced, take notes!

4. #1 Reason Salespeople Should Use
Social Networking Sites
Warm Up Your
Cold Calls

5. Improve your rank

6. Connect With Business Connections
• Industry colleagues
• Staff
• Friendly clients
• All clients, past and future
• Do NOT try to connect with
people you don’t know on
Facebook

7. Targeting Your Posts
• Lists
– Close friends
– Acquaintances
– Restricted
– Custom
• Setting the defaults

8. Networking On Facebook –
Personal Focus
• Listen & observe
– What clients/prospects are doing
– Learn about families, interests &
activities
• Interesting pictures
– Kids
– Events

9. Networking On Facebook –
Business Focus
• Status updates at
tradeshows
– Pictures of cool products
– Exciting products with
broad appeal

10. Facebook
Business Page
• Not recommended
• Why should I like your page?
• Make page worth following
– Unique items
– Relevant articles
– Easy to update
• Vanity URL

11. Selling on Facebook
• DO NOT SELL ON FACEBOOK
• It’s about networking, NOT Selling
– Slight exception for Business Pages

12. Advertise on Facebook!
www.facebook.com/advertising
• As little as $10 a day
– Pay per click
– Pay per impression

13. Tip For Facebook
• HAPPY BIRTHDAY!
– Send cards, invite
people to lunch.
– Better yet, send a
personalized gift!

14. LinkedIn
• 4 key purposes
– Expose credentials to customers
– Expose your entire network to you
– Find new customers
– Learn more about your customers

15. Why Be Active On LinkedIn
• Some people only connect with personal
friends on Facebook
• Gives you a professional profile
• Referrals & introductions
• Prospecting & research
• Keeping up with job changes
• Google/SEO

16. Getting Started With LinkedIn
• Upload your
picture, bio and full
resume
– Dedicate time
• Vanity URL
• Upload contacts

17. Recommendations
• Strong testimonial
• Get endorsements
– Suppliers & clients

18. Endorsements
• Showcase your talents
– No need to request
– Enter best talents
• Stay top of mind
– Endorse your clients
– 1 skill per month

19. LinkedIn Business Page
• Showcase products & services
• Spend least time on this
• Recommendations are nice, but best on your page

20. Prospecting On LinkedIn
• Advanced search
– Getting contact names
– You may have connections

21. What To Do On LinkedIn
• Read/Post status updates
– Comment on others posts
• Endorse skills
• Prospecting
• Investigative research

22. Social Media Connectors
• Outlook social media connector
• Gmail –

24. Why Tweet?
• Google/SEO
• Prospecting
• Branding
• Prospects can connect with you
– As long as there is some reason
• Most other won’t try
– Spend the least time on this

25. Getting On Twitter
• Create your profile
• Keep SEO in mind
– Vanity URL
• Follow
suppliers, @geiger, @daledenham, @mashable, etc
.
– Look who they follow & follow them too

26. Searching
• Use “hash” tags (#PPAIEXPO)
– Great for meeting people at
events

27. Advertising

28. Getting Followers
• You need at least 100 followers
– Listen
– Follow suppliers
– Post a few good tweets
– Follow a few smart people and RT them
– Follow people who follow you
– Follow people you want to connect with

29. Twitter Take Away
• Get at least 100 followers
• Follow every client & prospect
• Retweet anything they say
• Reply to any comments
• Retweet interesting articles

30. Twitter Success Story
• Single order from NPO in 2008
– No reorders
– Could not get past gatekeeper
• Followed all her clients
– ReTweeted their tweets
• June 2009 got Direct Message
– Ordered $5k, $4k & working on $2k

31. Speed Round

32. Google+

33. 7 Things You Don’t Know About G+
• +1 boosts your rankings
• Active G+ users improve rankings
• Good for reputation management
• Gives you more space to post
• Is going to be around a long time
• Is a great place for personal pics
• Cool video conferencing

34. Pintrest
• Find cool promotional items ON YOUR SITE
and pintrest them

35. Klout
• “Measures” your social “clout”
• Not critical, but worth signing up for

36. SlideShare
• Great to advertise your success
• You never who might download your
presentation
• Great for SEO
(Google)

37. Hootsuite
• Great for posting to multiple sites

38. How Much Time?
• First starting out – ~ 4 hrs (4 wks)
• Getting comfortable ~ 2 hrs (2 wks)
• Comfortable ~ 15 min a day
Use your mobile device!

39. Rules To Follow On All Sites
• Do not sell
• Be relevant & transparent
• Live as if your mom is watching
• Have fun!

40. Key Points To Remember

41. Parting Thoughts
• LinkedIn is significantly underrated
• Practice, Practice, Practice
• Personal, light-
hearted, interesting, funny, timely and photo-
driven content
• The more you sell, the less you sell

42. $ales

43. ???
www.twitter.com/daledenham
www.facebook.com/daledenham
www.linkedin.com/in/daledenham

44. Thank
You
www.twitter.com/daledenham
www.facebook.com/daledenham
www.linkedin.com/in/daledenham