Download - Using Social Media for Sales
[1978]• SPEAK & SPELL!
• 5.25 DISK DRIVES!
• MICROSOFT $1,000,000!
• 200,000 COMPUTERS!
• FIRST SPAM EMAIL
$499#SneezeIt @dsteel
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#SneezeIt @dsteel(c) 2014 Sneeze It, LCC
In 1976 XEROX LAUNCHED!PROFESSIONAL SELLING SKILLS .NOT MUCH HAS CHANGED SINCE!THAT ORIGINAL PROCESS?
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Today we are going to explore real life examples on how companies have changed the sales process using social media.
SALES 101HOWEVER HOW CONSUMERS!MAKE BUYING DECISIONS HAS. WHY?
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PROFESSIONAL VISITORRELIES ON LOOKS, PERSONALITY OR!GENERAL CONVERSATION.
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PRICE SELLERRELIES ON PRICING TO BE OUT!COMPETITORS.
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RELIES ON FEATURES & BENEFITS!REGARDLESS OF BUYER'S NEEDS.
CONTENT SELLER
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BUYERS ARE SMARTER?THE INTERNET HAS TURNED BUYERS!INTO KNOWLEDGABLE COMPETITORS.
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BUYERS ARE SMARTER?THE INTERNET HAS TURNED BUYERS!INTO KNOWLEDGABLE COMPETITORS.
OF BUYING DECISIONS
ARE MADE ONLINE BEFORE CONTACTING A COMPANY88%
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VALUE
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TRANSACTIONAL
YAHOO BINGSEARCH ENGINES
SEM & PPC FULFILL A BUYER’S!IMMEDIATE WANTS.
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CONSULTATIVE SALE
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CONSULTATIVE SALEFULFILLING A BUYERS FUTURE!NEEDS THROUGH EDUCATION.
YOUTUBE TWITTERSOCIAL MEDIA
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•APPLICATION •TARGET •OFFER •MOTIVATE
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APPLICATIONSNOT ALL SOCIAL MEDIA APPLICATIONS!WORK FOR ALL STRATEGIES.
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67%20%
16%15%
[ADULTS]
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• EMPLOYER!• EDUCATION!• AGE!• GENDER!• MARITAL STATUS!• INTERESTS!• LOCATION
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C-Level Executives
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.21% 380,00
Chief Operating Officers
.155% 280,000
Chief Financial Officers
.133% 240,00
Chief Marketing Officers
.167% 300,000 !
Chief Information Officers
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Affluent
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8,600 Members of
Ferrari Club of America
8,200 Thoroughbred Horse Owners
26,000 Associated with
NetJets
4,600 !Associated with Family Offices
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REASON WHY ONLINE MARKETING FAILS!1#
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ANONYMITYYOU CAN NOT MARKET TO SOMEONE!IF YOU DON’T KNOW WHO THEY ARE.
DON’T TALK !TO STRANGERS“ ”
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REASON WHY ONLINE MARKETING FAILS!2#
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GENERALISTSYOU CAN NOT BE A GENERALIST YOU!NEED TO BE VERY, VERY SPECIFIC.
SPECIFICITY!BREEDS !
CREDIBILITY“
”#SneezeIt @dsteel
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REASON WHY ONLINE MARKETING FAILS!3#
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CONTENTIS
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