content jam 2014 - jeff korhan - relationship selling in the trust economy
DESCRIPTION
Relationship selling these days takes a media first approach for creating exceptional customer experiences that build relationships and earn trust. The profitable outcomes that follow are a natural byproduct of a process that focuses on relationships, not transactions. Learn why content marketing is blurring the lines between social marketing and relationship selling, and how to leverage this phenomenon. Learn why a unique selling process is a tangible and marketable differentiator for increasing sales conversions, and how to get started building yours. Learn why your media should never stop answering the question: What’s next?TRANSCRIPT
Relationship Selling In the Trust Economy
@jeffkorhan on Twitter +jeffkorhan on Google+
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Presented by Jeff Korhan, MBA October 2, 2014
©Jeff Korhan 2014 @jeffkorhan on Twitter
The Intelligent Landscape System™
©Jeff Korhan 2014 @jeffkorhan on Twitter
“Sell the Process that is the Product”
@je4orhan #contentjam
©Jeff Korhan 2014 @jeffkorhan on Twitter
Media First Company Media First Company
“Every business is now a media company.”
©Jeff Korhan 2014 @jeffkorhan on Twitter
The Trust Economy
1. Business is Now Personal
2. Markets are Collaborative
3. Communities are the New Markets
©Jeff Korhan 2014 @jeffkorhan on Twitter
Media First Company
“Helping is the new selling.”
1. Answers Questions
2. Solves Problems
3. Inspires
©Jeff Korhan 2014 @jeffkorhan on Twitter
Content Marketing Strategy
1. Company Mission
2. Content Mission Statement 1. Core Audience – homeowners, HOA, etc.
2. Deliverables – e.g. tips, advice, inspiration
3. Outcomes – e.g. enjoy/increase value of your environment
3. Editorial Calendar
©Jeff Korhan 2014 @jeffkorhan on Twitter
Small Business Media
1. Earned Media – e.g. social media
2. Paid Media -‐ advertising
3. Owned Media -‐ e.g, websites, blogs, newsletter,
podcasts, etc.
©Jeff Korhan 2014 @jeffkorhan on Twitter
Blogs are Digital Magazines
Storytelling with a purpose
©Jeff Korhan 2014 @jeffkorhan on Twitter
Content Marketing
©Jeff Korhan 2014 @jeffkorhan on Twitter
Get Customers Talking
©Jeff Korhan 2014 @jeffkorhan on Twitter
Design for Collaboration and Community
©Jeff Korhan 2014 @jeffkorhan on Twitter
“A Guidance System” Gives everyone confidence about what’s next
Front and Back-‐Stage System
The Sales Process
©Jeff Korhan 2014 @jeffkorhan on Twitter
1. The…. 2. Unique Name with Technological word
(Method, System, Process, etc.) 3. TM
Name Your Process
©Jeff Korhan 2014 @jeffkorhan on Twitter
The Process Answers Why
Confidence!
©Jeff Korhan 2014 @jeffkorhan on Twitter
Talk in The Future …
It’s where everyone wants to go
©Jeff Korhan 2014 @jeffkorhan on Twitter
“People Buy What They Want
Not Necessarily What They Need”
©Jeff Korhan 2014 @jeffkorhan on Twitter
Give Reasons to Convert Now
“When is the best time to do this?”
©Jeff Korhan 2014 @jeffkorhan on Twitter
What’s Next?
Web Marketing News Every Monday morning
Text: Content
to 630-796-4111
©Jeff Korhan 2014 @jeffkorhan on Twitter
Everything is a Process ….