building a brand that sells
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Building a Brand that SellsFrom Social Media to Closing the Sale!
Hunter Byington
K Squared Communications®, Inc.ww.ksqrd.com
Kate Koziol
K Squared Communications®, Inc.www.ksqrd.com
Take out a Business Card
• Should we talk? Yes/No?• Should you talk about us – tweet #BrandthatSells
W. Hunter ByingtonCloser Consulting630 357 6584Hunter@closerconsulting.com@hunterbyington
Kate KoziolK Squared Communications773 774 7847kkoziol@ksqrd.com@katekoziol
K Squared Communications®, Inc.www.ksqrd.com
K Squared Communications®, Inc.www.ksqrd.com
Study: 78% Of Salespeople Using Social Media Outsell Their Peers
May 19, 2013
K Squared Communications®, Inc.www.ksqrd.com
•What is the best and most cost effective mass email product out there as of now?
•How do we do it? •Of the videographers not working with a
photographer how much as your business fallen off in the last 6 years?
•Best way to move up in Google rankings•How do I make Facebook work for my
business without having to see 300 peoples bff?
Survey Says: Your Questions
K Squared Communications®, Inc.www.ksqrd.com
Survey Says:
K Squared Communications®, Inc.www.ksqrd.com
Survey Says: Outreach Tactics
•44% have a corporate Facebook page•89% have a personal Facebook page•0% have Facebook event pages
•75% use online advertising•50% advertise in magazines
K Squared Communications®, Inc.www.ksqrd.com
Survey Says: Other Promotion Tactics
•Partnering with complementary businesses
•Networking•Pro bono videos – some for facilities and
event planners•Video movie reviews, with backlinks to
website•Flyers, brochures
K Squared Communications®, Inc.www.ksqrd.com
Every PictureEvery VideoEvery post, tweet,
or mention,
Tells a
Story
K Squared Communications®, Inc.www.ksqrd.com
Every PictureEvery VideoEvery post, tweet,
or mention,
Tells a
Story
K Squared Communications®, Inc.www.ksqrd.com
What’s your story?
K Squared Communications®, Inc.www.ksqrd.com
•Checklist?? Of what they are doing?•Ask hunter for details or cut
K Squared Communications®, Inc.www.ksqrd.com
PR, editorial
K Squared Communications®, Inc.www.ksqrd.com
Use your Story to Generate Interest•Use interest to generate sales•Social media works for:
▫ Networking▫ Prospecting▫ Research▫ Referral Building▫ Closing
K Squared Communications®, Inc.www.ksqrd.com
Where do you get your sales leads?•Friend Recommendations•Corporate Facebook Page•Promotion
▫Creativity▫Not just Twitter▫Determining Audience
•Improve your Google ranking
K Squared Communications®, Inc.www.ksqrd.com
Survey Says:
•100% Have a website•50% Website does not generate leads
K Squared Communications®, Inc.www.ksqrd.com
Sources for Leads
•Personal Referral 70-80%•Social Media Referral 60- 70%•Website Referral
50% of websites don’t deliver leads
Conversion %
K Squared Communications®, Inc.www.ksqrd.com
K Squared Communications®, Inc.www.ksqrd.com
K Squared Communications®, Inc.www.ksqrd.com
One Night Stand vs. Proposal
K Squared Communications®, Inc.www.ksqrd.com
Goin’ a’ Courting• What are your top five
questions you ask your prospects?
K Squared Communications®, Inc.www.ksqrd.com
How Do You Make Them Want You?•Courting = Bonding•Ask Probing Questions•Identify Emotional Hot Buttons•Create the Value through Questions
▫Plan the wedding = Make a Commitment
K Squared Communications®, Inc.www.ksqrd.com
How Do you Propose?• Value – Its not about you –
its about them – What is the value to them?
• Propose In-person – not through e-mail
• Getting to a “No”
K Squared Communications®, Inc.www.ksqrd.com
Qualify to Sell
•Investment Range•How do they make a decision to use
video •Role of the Family
K Squared Communications®, Inc.www.ksqrd.com
Why they never called back• Didn’t Connect Personally• Didn’t Ask Enough
Questions• Didn’t Ask Closing
Questions• Couldn’t See Themselves
in Your Solution
K Squared Communications®, Inc.www.ksqrd.com
Put a Ring on It!
• Rapport• Bonding• Value• Solution
K Squared Communications®, Inc.www.ksqrd.com
K Squared Communications®, Inc.www.ksqrd.com
Social Media After the Sale
•Build a relationship that is more than the day of the shoot
•Use social media to broadcast it and create conversation
•Facebook, You Tube, Pinterest•Connect, Collaborate, Connect again
K Squared Communications®, Inc.www.ksqrd.com
Your Sales & Media Coaches:• Kate Koziol• K Squared
Communications• kkoziol@ksqrd.com• 773 774 7847• @katekoziol
• W. Hunter Byington• Closer Consulting• hunter@closerconsult
ing.com
• 630 357-6584• @hunterbyington
http://ksqrd.com/blog/building-a-brand-that-sells-presentation/
K Squared Communications®, Inc.www.ksqrd.com
K Squared Communications®, Inc.www.ksqrd.com
Value of Paid/Owned/Earned Media
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