more telecom clients through simple social media

MORE TELECOM CLIENTS

Through Simple Social Media

Session 1

Presented by:Angela LeavittBrian Leonard

Meet Mojo’s Founders!• Angela Leavitt, Chief Mojo-Making Officer

• 10+ years sales & marketing• 3 years as Director of Marketing for Telesphere• Passion for telecom (we know, it’s kind of silly)• Specialties: marketing strategy, persuasive copywriting,

branding, social media• Wannabe rock star (literally)• Birthday June 16 (gifts appreciated!)

• Brian Leonard, Chief Mojo-Fying Officer• MBA from ASU• 10+ years strategy consulting & marketing experience• Results-oriented web marketing specialist• Specialties: Strategy, SEO, social media, video marketing,

website conversion tuning, lead generation, • Fierce competitor in and out of the ring (Look out!)• Brian and his wife are expecting their first babies – TWINS!

You’ll learn…• Why 95% of social media is LAME.

• Why you must have SOME KIND of social media presence right now

• 3 tips to make your company look like a social media connection machine

• The 3 most important social media platforms and how to learn them in 10 minutes

• 3 social media tools that will cut your time investment by 90%, and increase your reach by 200%

• How to get a tribe of followers that actually want to interact with you

• Shortcuts to becoming a market leader in your niche or city.

This Program• Three Webinars• We promise…just enough theory to keep you on track• Practical tips & assignments• Q&A• Today

• The HUGE opportunity before you• Overall strategy• Building a REAL audience

• Next week• The Platforms, Tools, Best Practices

• Week After• Implementing Your Plan• Building Interactions – Where the Rubber Meets the Road

Social: Definition & ApplicationSocial media describes the online tools that people use to share opinions, experiences, and perspectives with each other.

A few of the most popular are:

These sites encourage and reward engagement.

THE OPPORTUNITIES

“Welcome to the Connected Economy”

Social for Small BusinessSmall businesses, like telecom agencies, can utilize social media to level the playing field against bigger, stronger competitors.

Telecom agencies can use social media to:• Generate Leads – get more business• Leverage their time through networks• Look non mom-and-pop online• Stay in sync with the changing industry and business environment• Create relationships with VARs• Compete with larger businesses• Differentiate

In order to achieve this, you must stay relevant and engage and contribute to the community.

Social Networks: Six Degrees

In Person Social Networks• Chambers• Network Groups• Religious Groups• Charities• Organizations• Industry Clubs• Extracurricular Groups

Online Social Networks• Facebook• Twitter• Blogging• YouTube• LinkedIn• Pinterest• Google+• Flickr• Pandora

Why Social Networks Work• Fast and inexpensive• No travel required to connect with tons of people• You stay in contact and up-to-date with people• Low cost lead generation leads & referrals• Enable easy creation of groups and communities• You are in charge of filtering the noise

YOUR STRATEGY

7 Step Fool-Proof Strategy

1. Define who YOU are

2. Define your AUDIENCE

3. Discover your audience’s PAIN

4. FIND your audience online

5. Offer SOLUTIONS to their pain

6. ENGAGE with them regularly

7. Be consistent and patient

Who Are You (Online)?• Business-like?• Casual?• Controversial?• Class Act?• Professional?• Edgy?• Republican/Democrat?• Optimistic / Pessimistic?• IBM or GoDaddy?

Who’s Your Audience?• Your Friends? Your Family?• Business, not personal• Demographics• Age, Income, Race, Sex, Part of the Country, etc.• Hobbies/Interests• How plugged in are they now? How plugged in will they be 1 year from now?

Your Customer Avatar• Who is “The One”?• If you had to?• How would you speak to them?• What would they like/dislike?

Getting Inside Your Customer’s Head

• What conversation is your ideal prospect having in their head RIGHT NOW.

• It’s probably not “I wonder what YOU had for breakfast this morning”.

?

Pain Points

• Other terms:• Triggers• Problems• Questions

• Why so important?• YOU are the doctor• If you don’t understand

the pain, you can’t cure their ailments!

Uncovering Pain Points• Principle #1: Don’t Assume You Know• Principle #2: Ask open-ended questions

• What keeps you up at night?• What do you like least about your job?• What recurring problems do you have?• What unanswered questions do you have?• What’s the most frustrating thing about (working with carriers,

working with your CEO, compiling reports, etc.)?• If you could offload a piece of your job, what would it be?

• Principle #3: Listen• Record the interview if possible• Pay very special attention to their specific language

We Understand the Pain. Now What?

80-90% of what you post should attempt to

SOLVE PAIN!!!

Why? This is how you become…• Trusted• A thought leader• Non-threatening• A go-to person

Let’s say it again…Address Pain• This is the BIGGEST mistake made in social media• It’s not about you AT ALL• It’s about addressing your audience’s pain points• No one likes a person who drones on and on about

themselves…social media is no different.• Rule of thumb: 1 post in 10-12 can be about you. The rest

should center on providing answers, solving problems, adding value.

FIND Your Audience

• Your audience is already online

• Almost all are in big networks

• Many are on niche focused networks

How to Build a Following

• How does Google “rule the world”?

=

How to Build a Following

• Give them what they want• Aggregate the best information from others• Useful information is king• Follow others• Follow them back when they follow you• Provide Value• Share• Provide others with “social proof” on their

social media, they will reciprocate (with exceptions of course)

Who should you connect with?

Audience Segments• Customers• Prospects• Media • Employees• Committee members• Suppliers / Vendors• Partners

Key Questions• Their goals?• Their pain points?• How do they get their

answers?• How can you reach them?• What words and phrases

to they use?• What sort of images and

multimedia appeal to them?

Example: Intelisys

2 TIPS & 2 EXERCISES

Tip #1: Create a Positive First Impression

• Create separate professional profiles if needed

• Follow the “would I want this printed in the newspaper” rule.

• Add ALL social media links• Re-purpose and share

other content• Pics and videos are king• Be creative, fun and

interesting

Tip #2: Be a Connector

• Connectors introduce you to others

• Most powerful people in a social network

• Give without expecting to receive back

• Don’t just promote you, promote other and they will reciprocate, which is MUCH MORE powerful

Exercise #1: Google Alerts

Create Google Alerts to Monitor Your BrandAllows you to keep a pulse on your online brand with email alerts from Google.

Create alerts on keywords:• Company name• Key executives• Priority keywords• Competitors• Events• Your products/services

Exercise #2: Follow & Listen

Choose a social platform you are less familiar with• Set up a profile• Connect with key people• Research relevant keywords• Watch, listen, observe

In Summary• Listen first• Conversation, not publishing or broadcasting• ADD VALUE!• Be a useful conversationalist• Build relationships – one at a time• Take a leap of faith and jump in!

Next Week

Friday April 12, 2013, 10am• The Platforms You Need to Best Connect• Advanced Tips on Building an Audience• The Free SoftwareTools You Need to Leverage Your

Time

Your Free Gift

“LinkedIn Lead Liberation”

Using LinkedIn for Leads

www. GimmeMojo.com/Liberation

MORE TELECOM CLIENTS

Through Simple Social Media

Session 2

Presented by:Angela LeavittBrian Leonard

Meet Mojo’s Founders!• Angela Leavitt, Chief Mojo-Making Officer

• 10+ years sales & marketing• 3 years as Director of Marketing for Telesphere• Passion for telecom (we know, it’s kind of silly)• Specialties: marketing strategy, persuasive copywriting,

branding, social media• Wannabe rock star (literally)• Birthday June 16 (gifts appreciated!)

• Brian Leonard, Chief Mojo-Fying Officer• MBA from ASU• 10+ years strategy consulting & marketing experience• Results-oriented web marketing specialist• Specialties: Strategy, SEO, social media, video marketing,

website conversion tuning, lead generation, • Fierce competitor in and out of the ring (Look out!)• Brian and his wife are expecting their first babies – TWINS!

You’ll learn…• Why 95% of social media is LAME.

• Why you must have SOME KIND of social media presence right now

• 3 tips to make your company look like a social media connection machine

• The 3 most important social media platforms and how to learn them in 10 minutes

• 3 social media tools that will cut your time investment by 90%, and increase your reach by 200%

• How to get a tribe of followers that actually want to interact with you

• Shortcuts to becoming a market leader in your niche or city.

This Program• Three Webinars• We promise…just enough theory to keep you on track• Practical tips & assignments• Q&A• Today

• The HUGE opportunity before you• Overall strategy• Building a REAL audience

• Next week• The Platforms, Tools, Best Practices

• Week After• Implementing Your Plan• Building Interactions – Where the Rubber Meets the Road

Let’s Review

7 Step Fool Proof Social Media Strategy

1. Define who YOU are

2. Define your AUDIENCE

3. Discover your audience’s PAIN

4. FIND your audience online

5. Offer SOLUTIONS to their pain

6. ENGAGE with them regularly

7. Be consistent and patient

THE PLATFORMS

The Big Five for B2B• LinkedIn• Twitter• Facebook• YouTube • Google+

LinkedIn for Small Biz

LinkedIn Buzzwords

Twitter: What is it?

• Twitter is a micro-blogging platform composed entirely of 140 character answers.

• 60% of Twitter users are male

• Largest demographic is 35-to-44-year-olds.

Twitter Buzzwords• Follow: To friend someone (or follow their updates)• Direct Message (DM): Pseudo-email someone following

you• “At” reply: Speak to someone directly in the public

stream• Re-tweet (RT): Repost content with credit• Block: Restrict access to updates• # (hashtags): a kind of tag or description – great for

search

YouTube

• Owned by Google• More than 1 billion unique

users visit YouTube each month

• Over 4 billion hours of video are watched each month on YouTube

• 72 hours of video are uploaded to YouTube every minute

• Millions of subscriptions happen each day.

Google+: The Rising Star

• Now #2 largest social site behind Facebook

• 343 million active users• What’s hot?

• Hangouts• Drive• Events• Business local listings• Communities• And lots more coming soon

• THE Rising Star on the social scene

• Lots of techy peeps!

Facebook for Small Biz

POSTING MADE EASY

3 Step Posting Process

1. Find relevant content

2. Aggregate the content

3. Post the content

We’re going to show you how to AUTOMATE this process, saving you HOURS of time!

Remember, Google is a content aggregator, not a content creator.

Posting Guidelines

What to Post

• Blogs, case studies,

whitepapers, reports,

infographics, etc., that address

your customer’s pain points

(roughly 80%)

• Human interest items that would

appeal to your target market

(roughly 10%)

• Updates about your company

(roughly 10%)

What Not to Post

• Anything to do with politics,

religion, or other taboo topics

• Anything that openly criticizes

the competition or someone in

the industry

• Anything you wouldn’t want

printed in the newspaper with

your name

Infographic Sample

Finding Relevant Content• Follow the leaders• Which leaders?

• Business• Niche markets• Telecom• IT• Media

• How to follow?• Subscribe to their blogs• Follow on Twitter, Facebook, LinkedIn, Google+, YouTube

Finding Relevant Content

Useful Aggregators or Information• Alltop.com• Hitwise.com• Your RSS Feed • Google.com • http://www.google.com/trends/

Finding Relevant Content

Popular Blogs Examples• http://techcrunch.com/• ChannelPartners, CRN, ChannelVision, etc.• Apple, Cisco, XO, etc.

• Find people you like on social media. Find out where they are sharing from.

Finding Relevant Content

Google Search

RSS Feed – SUPER Powerful

NetVibes: Your New Best Friend

NetVibes: Your New Best Friend

Categories for Agents

• Cloud Services• Telecom• Sales (CEO vs. IT Director)• Business Improvement• CIO / CTO• Business Technology• Motivation• Team Building• Wealth Building• Disaster Preparedness• Outsourcing• Your City Business News (if local)• Many More: Who is Your Target Audience

NetVibes: Your New Best Friend

Posting: Tools to Make This Easy

BufferApp.comDownload and install now: Plugin for your browser.

How to PostDownload Buffer App and set up accounts.1. Input Your Social Media Accounts

• Facebook• Twitter• Linkedin (Profiles and Groups)

How to Post

Setup Posting Schedule

How to Post

BufferApp.com - Implementation

1. Go to your RSS feed or website/blog

2. Click buffer icon

1. Choose Account you want to post to2. Change Copy3. Leave or remove link4. Change image5. Leave or remove copy6. Post now or Buffer it

Exercise #1: Follow the Leaders

Find the leaders you like within:• Business• Niche markets you’re targeting• Telecom• IT• Media

Then…• Subscribe to their blogs• Follow on Twitter, Facebook, LinkedIn, Google+, YouTube

Exercise #2: RSS Feed

Set up a NetVibes account• Subscribe to blogs• Organize into folders• Begin to browse blogs on a semi-regular

schedule

Right Click here Copy Link Address

Paste it Here

1 2 3

Exercise #3: BufferApp

Download BufferApp• Connect your social media

accounts• Set up your posting schedule• Start posting!!

In Summary• Select one or two primary platforms to get started• Build relationships – one at a time• Begin following and aggregating content• Download BufferApp to make posting simple

Next Week

Friday April 19, 2013, 10am• Building engagement online…where the rubber meets

the road• Reporting tools to measure your progress• How we can help you on an ongoing basis…FREE• Final tips and secrets to make you a social ROCKSTAR!

Your Free Gift

“LinkedIn Lead Liberation”

Using LinkedIn for Leads

www. GimmeMojo.com/Liberation

MORE TELECOM CLIENTS

Through Simple Social Media

Session 3

Presented by:Angela LeavittBrian Leonard

Meet Mojo’s Founders!• Angela Leavitt, Chief Mojo-Making Officer

• 10+ years sales & marketing• 3 years as Director of Marketing for Telesphere• Passion for telecom (we know, it’s kind of silly)• Specialties: marketing strategy, persuasive copywriting,

branding, social media• Wannabe rock star (literally)• Birthday June 16 (gifts appreciated!)

• Brian Leonard, Chief Mojo-Fying Officer• MBA from ASU• 10+ years strategy consulting & marketing experience• Results-oriented web marketing specialist• Specialties: Strategy, SEO, social media, video marketing,

website conversion tuning, lead generation, • Fierce competitor in and out of the ring (Look out!)• Brian and his wife are expecting their first babies – TWINS!

You’ll learn…• Why 95% of social media is LAME.

• Why you must have SOME KIND of social media presence right now

• 3 tips to make your company look like a social media connection machine

• The 3 most important social media platforms and how to learn them in 10 minutes

• 3 social media tools that will cut your time investment by 90%, and increase your reach by 200%

• How to get a tribe of followers that actually want to interact with you

• Shortcuts to becoming a market leader in your niche or city.

This Program• Three Webinars• We promise…just enough theory to keep you on track• Practical tips & assignments• Q&A• Session #1

• The HUGE opportunity before you• Overall strategy• Building a REAL audience

• Session #2• The Platforms, Tools, Best Practices

• Session #3 – Today• Building Interactions – Where the Rubber Meets the Road• Reporting & Tracking• Next steps for ongoing help

Let’s Review Last Week’s Info

The Platforms• Twitter, LinkedIn, Facebook, YouTube, Google+

3 Step Posting Process

1. Find the content

2. Aggregate the content

3. Post the content

Making It Easy• NetVibes• BufferApp

BUILDING ENGAGEMENT

Where the MAGIC Happens in Social Media

Building Interactions• Comment on other posts or tweets. • Start conversations with others.• Always, always, always respond when someone mentions

or starts a conversation with you.• Ask questions (Careful here).• Twitter – Retweets, mentions, replies• Facebook: Pictures Pictures Pictures

• Tag photos of yourself, and photos of others.

Building Interactions (Facebook)

• Tag Photos – Shows up on THEIR page, then they see it…and their network sees it. And they get to know YOU.

Responding to Comments

Replying, Retweeting, & Mentioning

• Angela is talking directly to John Siefert. This will show up on Angela’s feed

as well as on John’s feed. All of Angela’s followers will learn something

about John. And all of John’s friends will see that John has admiring friends

(and has value in the community).

– John likes for others to see that he is popular

– John’s Klout (influence) score increases

Mentions – “@” symbol Plus Handle

Hash Tags

• Hashtags # are used to put your Tweet in a “gathering room” of all other tweets in that category.

• So others can search that Hashtag to see what’s going on in that room

• Example: #CPExpo is the hashtag that Channel Partners assigned to their event. If you search for #CPExpo in Twitter you’ll see all the conversations about it there.

#

Hash Tags

Example:

• We ReTweeted what Intelisys said to our community.

• This conversation will end up in the #CPExpo “Room” for anyone that wants to follow conversation about CPExpo.

Facebook Mentioning:

• I am already friends with Angela• I typed @angelaleavitt in the sentence• Facebook found her. Made her name clickable.• This now goes on her wall and she sees the great things I said about here (and

is thankful). • More importantly, her friends now see how other people think she is awesome.• Now she owes me some social proof on my wall

TRACKING & REPORTING

Klout: Measuring Influence

Tweetdeck

Pros• Easily track mentions, DMs, and hashtags• Especially useful before & during events• Also has scheduling function• Apps available

Cons• Uses a LOT of bandwidth on your computer• Eats your battery

Tweetdeck

Monitoring Hashtags

Hootsuite• Excellent source for tracking and reporting• Has ability to place posts in a queue for approval

Hootsuite

Hootsuite

Advertisements

Facebook Ads• Cost Per Click OR Cost Per Impression• Extremely targeted• Less expensive than Google• Build your audience (influence) OR build customers• Put ads out to your COMPETITION’S followers

I Like Learning Social Media

Membership sites would be useful to a marketer

I am in to fitness.

I am into technology. I love Ray Kurzweil

I Follow C.R.I.S.

Who to Advertise To

•Business Owners•Technology Geeks•People Looking for Jobs•Anyone who could use your promotion

Components of a Facebook Ad

Good

Bad

Linkedin Advertising• www.Linkedin.com/ads• Target a Specific Audience• By job title and function• By industry and company size• By seniority and age• By LinkedIn Groups

LinkedIn Ads• Not NEARLY as much exposure• More Under the Radar• Still in its infancy• Enormous Potential

In Summary- Observe Participate Engage- Register on Klout.com to track your influence- Take a look at TweetDeck and HootSuite for reporting- Remember….Progress, NOT perfection

What’s Next?• In the works…Mojo’s Social Posse (Group Therapy!)

• More coaching• Access to pre-built lists• Limited to 10 participants for now

• Can we help in other ways? YES!• We’re the ONLY full service marketing firm specialized in telecom• We have programs designed specifically for agents• Branding, websites, communications, social/SEO and more!• Email angela@gimmemojo.com if interested

THANK YOU FOR PARTICIPATING!!