integrating social into the distributed salesforce staffing enterprise

©2012 QueSocial

SOCIAL SALES integrating social into the staffing sales

enterprise

©2012 QueSocial

equips companies and employees with job-specific e-

learning, content and motivation to convert social

media activity into measurable business

outcomes

©2012 QueSocial

Steve registers and completes social policy compliance.

Steve completes training so he knows how to find and effectively engage his target audience.Steve receives

sharable content wherever he is – in the office, on the go or at home.

He can share with the touch of a link.

He earns points for each social activity.

social business made easy for“Steve the Sales Guy”

Steve can visit the portal for new challenges, content and training.

Check out this content and share.http://bit.ly/Ogp12c

©2012 QueSocial

"Many of us are taught to do our best and then let the world decide how to judge us. I think it's better to do your best and decide how you want to be judged. And act that way.”

– Seth Godin Leading Social Media Blogger and Author

©2012 QueSocial

http://www.youtube.com/watch?v=cPT58HeJDzY

©2012 QueSocial

SOCIAL MEDIA IS INCREASINGLY IMPORTANT TO THE FABRIC OF AN ORGANIZATION

No question, marketers are gung-ho about social media investments.

“We want IBM to be a social business. This is much bigger than marketing.” Matt Preschern, the vice president of North American demand programs for IBM (Forrester Research 2011)

92% of executives and 82% of millennials believe that work-related web-based apps greatly or somewhat increased their productivityJive Social Business Index 2011

56% of millennials will not accept a job from a company that bans social media access from work or will circumvent this policy.2011 Cisco Connected World Technology Report

©2012 QueSocial

SOCIAL BUSINESS LEADS TO TANGIBLE TOP & BOTTOM LINE BUSINESS IMPACT…

McKinsey & Company: organizations whose employees use social technologies in their day-to-day work (vs industry avg) achieve:- larger market share gains- higher operating margins- greater market leadership

Source: “How social technologies are extending the organization.” McKinsey & Company. Nov 2011.

©2012 QueSocial

• 175m+ professionals worldwide

• LinkedIn counts executives from all 2011 Fortune 500 companies as members

• two new members join LinkedIn every second

• more than 2 million companies have LinkedIn company pages

• 39% of members have manager, director, chief officer or VP in their title

by the numbers

©2012 QueSocial

B2B customer acquisition

©2012 QueSocial

200 staffing firms on Inc. Magazine’s 5,000 fastest-growing private companies in the U.S. (Inc. 2011)

95% of HR professionals polled in 2011 said they use LinkedIn; 58 percent use Facebook. About 42% use Twitter. (SHRM 2011)

• 45% of those employed were open to a new job

• 86% of active and passive job seekers have a social profile

• 40% are 'super social' with over 150 contacts

(Jobvite 2011)

F.U.D

©2012 QueSocial

your watch?

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traveling to client meetings and prospecting

cold-calling into new/potential clientsmanaging existing

relationships and growing existing accounts facilitating interview

process with open job ordersMORE cold-calling

what are you doing?

©2012 QueSocial

Your Client

Your company

your bosses?

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do you?

have intimate knowledge of your client’s culture?

have a proprietary database?

have industry expertise?build

relationships?

proclaim you are different?

©2012 QueSocial

how do you stop this thing?

©2012 QueSocial

planning your approach to using social media as a business tool: doesn’t take a lot of time will shape how you are

perceived where you focus your

efforts what you use to grow,

nurture and harness your network

By failing to prepare, you are preparing to

fail.Benjamin Franklin

by planning your approach

©2012 QueSocial

define your ownable position

your brandingstrategy

what are your objectives? what do you want to be

known for? what is your positioning and

value proposition? who is your target

audience? how will you engage?

Identify your target

audience

plan your engagement

create your marketing plan

©2012 QueSocial

your brand….

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fishingresearching and contacting target audience

developing and nurturing your network

partyingdeveloping a social presence that is inviting, relevant and conversational

working outconsistently developing and sharing content to your target audience

©2012 QueSocial

GO FISHING!

develop your social networks connect with people

you know

find new people that fit your criteria

look at competitors

look at key influencers and prospects

©2012 QueSocial

find people by joining industry groups

• use group advanced key word search

• typing “marketing” and “chicago” can produce hundreds of groups in your region

• opportunities to find prospects who need “help” with a question

• create your own group relevant to your target audience

©2012 QueSocial

find people by what they’re talking about

• use twitter key word search

• typing “#cio” and twitter can produce hundreds of people to follow

• opportunities to find prospects who need “help” with a question

• find influencers who can help promote you

©2012 QueSocial

find event attendees and follow conversations

• event hashtags connect you to the action and tweeters

• are cio’s part of your target audience? google “cio events hashtags”

• click on the hashtag i.e. #emcworld and see anyone tweeting about the event

©2012 QueSocial

WORKING OUT!

share the right content

consistency, consistency, consistency = sharing 3-5 times per week

pithy tweets = notice

link accounts

get into a groove, see results

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provide a mix of useful and interesting content

©2012 QueSocial

CATCHY LANGUAGE

INCORPORATE #KEYWORDS

always THANK SOMEONE who retweets your post

publicly thank NOTABLE PEOPLE who follow you

incorporate OTHER COMPANIES twitter handle

highlight industry news

©2012 QueSocial

connect LinkedIn to twitter to efficiently increase your

reach

• connect LinkedIn and Twitter settings page on the LinkedIn settings page

• tweet through your LinkedIn update

• “follow” LinkedIn contacts

©2012 QueSocial

answer LinkedIn Q&A

• adding value

• engaging in 2 way dialogue

• thought leadership

• networking opportunity

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create LinkedIn polls

• customized content

• Branded content

• easy to create and share

• engaging research and valued insight

©2012 QueSocial

create interesting, relevant and compelling conversations create hashtags

ask and answer questions

be confident

abbreviate and be creative

KEYS TO PARTYING!

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LinkedIn content do’s• update your Status • join targeted LinkedIn groups • confidence counts - be the expert! - be a News Ninja:

- Google Alerts “marketing and advertising”

- Read and share web articles

• update your profile:

- 40% more likely to be found on LinkedIn

with a 100% updated profile

- 90% of info in a LinkedIn company page

comes from employee personal profiles

• constant Targeted Network Expansion

- always invite

©2012 QueSocial

how to set-up your own #hashtag

1. search if hashtag is taken

2. if it’s not, own it by starting the threadin your posts

3. include other hashtags to tap into other conversations

©2012 QueSocial

• Drive dialogue by asking your network questions

• Promptly respond to anyone who asks you a question or makes a statement including you in the tweet

• Connect two followers through a tweet

ask questions and respond to others on

Twitter

what are your biggest challenges in #IT today?

Hey @cruiter @patrick1rooney-thoughts on todays biggest IT challenges?

©2012 QueSocial

social best practices

post content no more than 3x/day

be consistent – at least 2x/week

spark interaction and conversation

provide useful content and links

be transparent

use proper etiquette

©2012 QueSocial

• Daily prospecting for new accounts

• Growing existing client relationships (new decision makers)

• Starting in new market i.e. San Francisco learn the market and make connections

• Alumni Group• Founded Central Michigan • Alumni group in May of 2008• - Currently approaching 10K

membership• In 2011, became official CMU • Alumni Group on LinkedIn

©2012 QueSocial

• Connect with people after every client visit, networking event or phone call.

• Seeing who's viewed your profile is a great prospecting tool.

• Following companies can help find proper contacts, see who's left or been hired.

• Consistently updating your status with something valuable in target industry. Articles, networking events, job posts, etc.

• Log into LinkedIn every morning to see who's viewed me and what new posts are in my feed.

©2012 QueSocial

“Thank you for being so super-responsive by emailing me after I reached out yesterday. If only more recruiters were like you! And I LOVE your intro video! Such a great touch and good way to present your background and beliefs about your business. I don't know about anyone else, but I definitely appreciated your point about taking time to breathe while "on the job-hunt!”

“Saw your video on LinkedIn. Very cool.”

“I think that your video is a great idea! Where can I sign-up to record one? ;) I really like it, and it definitely allows people to get to know your personality a bit! I feel like most people want to work with people who have cool personalities! So you're right on target! “

“Hey there Loryn! I just saw your video on LinkedIn and wanted to say hello.”

“Hello Loryn, I am NYC based illustrator, designer, animator. I got your email from Linkedin... I am segueing my career towards the wide world of e-learning and was wondering if you dealt with any companies in that field and if you had any advice for my pursuit. I like your video on your LI page, its cute and I too am a huge yoga enthusiast, actually going to hit the mat right now:)”

©2012 QueSocial

YouTube Videos get more than 3 billion views per day

There is more video uploaded to YouTube in 30 days than the three major US networks created in 60 years of programming

Nearly 17 million people have connected their YouTube account to another social network like Facebook, Twitter , Orkut, etc.

100 million people share YouTube socially (via link, Tweet, etc) each week

150 years of YouTube videos are watched every day on Facebook

500 Tweets per minute contain a YouTube link

In 2011 one trillion hits were made to the site

©2012 QueSocial46

Today: Post an update to your LinkedIn profile and Twitter status with one takeaway you’ve learned from this event.

Tomorrow: Begin to strategize what content can be marketed via social channels.

Monday: Post content in ten LinkedIn groups

Wednesday: Research competition and potential influencers online.

Future: Create ongoing strategies and campaigns in step with broader company messages.

homework

integrating social into the distributed salesforce staffing enterprise

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