social prospecting & lead gen
TRANSCRIPT
What’s hot: Digital Agency Model April 2015
Nicole McQues,on-‐Ivan [email protected]
Using Social T o P r o s p e c t N e w B u s i n e s s & D r i v e L e a d s
N e w B u s i n e s s O n S o c i a l M e d i a Prospec,ng
• Your prospects are already there
• Shorter sales cycles
• “Warm” starts instead of “Cold” ones
• Listen and learn
• LinkedIn Sales Navigator
S o c i a l L i s t e n i n g t o D i s c o v e r P o t e n J a l L e a d s
• SocialMenJon
• SproutSocial
• Google Alerts
• Inside View
• Yelp!
• Facebook Search Graph
• Nimble
• Klout
• Hootsuite
• Moz.com
Using is a MUST!!
Prospects already are and will likely be viewing profiles prior to returning a call or conducJng a meeJng…
P r o s p e c J n g N e w B u s i n e s s O n S o c i a l M e d i a
Using Social To Deepen Connec,ons Pre-‐sale & Drive Leads
T h o u g h t L e a d e r s h i p Establishing
hWp://thelightdigital.com/business-‐following-‐social-‐media-‐trend/
hWp://thelightdigital.com/businesses-‐find-‐Jme-‐social-‐media/
E s t a b l i s h i n g T h o u g h t L e a d e r s h i p
B e i n g a R e s o u r c e
hWp://thelightdigital.com/get-‐beWer-‐results-‐social-‐media-‐markeJng/
Using Social To Prepare For Sales Cal ls
D o i n g Y o u r H o m e w o r k Prepara,on
• Which social pla\orms are they on and how acJve?
• Are they pushing or engaging on social pla\orms?
• How many followers?
• Do they have online reviews?
• What are people saying about them?
• CompeJtors acJve?
D o i n g Y o u r H o m e w o r k
D o i n g Y o u r H o m e w o r k
I n s i d e S a l e s C a l l s
• Research and Relate • Takes the cold out of cold calling • Connect on LinkedIn / Follow on TwiWer / Like on Facebook
• Engage and build credibility • Listening serves up opportuniJes
92% of execu,ves do not respond to generic email blasts and cold calls.
Here’s What We Know…. ü A business that exists that we probably never would have known about
ü A new marke,ng director and what their objec,ves are
ü Commonali,es/shared interests with decision maker
ü Insight to his personality and preferred plaXorms
ü Over ten shared connec,ons
ü A few ways to get an introduc,on
ü Size and age and scope of business
What’s hot: Digital Agency Model Nicole McQues,on-‐Ivan
Business Development Manager, Media Partners [email protected]
Thank you!!
www.dreamlocal.com