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Social and Mobile Media for Prospecting and Lead Generation
John Foley, Jr., Grow Socially, Inc.
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John Foley, Jr.
• One of the 50 most influential people in Sales Lead Management by Sales Lead Management Association in 2010
• Ranked #15 Top CMO on Twitter in 2010
• Inducted into NAPL’s Soderstrom Society in 2010
• Book titled: “Business Transformation – A New Path to Profit for the Printing Industry” Release Date March 2011
• 2nd runner up for this year’s B2B Twitterer of the Year Award for the B2B “Boss Tweet” Personality Category
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Overview:Walk the Talk, Learn What Needs to Be Done
• Social Media’s Impact
• Best Practices• Prospecting 101• Building Your
Network• What does mobile
have to do with it?
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Oh ya! We are getting Social…
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Prospecting 101
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Prospecting 101+:The reach is greater – How good is that?
• Finding prospects today can be easier.– They find you– Play in their sandbox– They have easier ways to find trusted resources
• Getting Noticed – Social , Web Site SEO, Blogs– Funnel them
• Landing Pages• Lead tracking
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Prospecting 101:Define your process• Marketing drives inquiries• Research – inquiries
– Finding them on Social Media
• Lead management• Nurture
– Engage, Offer, Follow up
• Analyze– How are we doing?
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1Multi-ChannelMulti-Media Campaigns
Email, Direct Mail, Social Media
2 Provide TargetPersonalized Direct Mail & Landing Pages
3Lead ScoreHot, Warm, Cold
4Marketing Automation
Prospect / Customer Pool
Inquiry / Leads in Funnel
Lead Nurture Multi Touch Campaign
starts
Automated Marketing
A. Social MediaB. EmailC. PhoneD. Direct MailE. And More
SalesCRM…
Web
Agent Calls
CRM Tool
Sale!
5Analytics – Numbers, Money, Leads, Inquiries, Mail vs. Web, and more
Measure, Adjust, Redo!
Marketing to Sales Funnel – 5 Step
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CONTENT SUPPORTS NURTURING
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Social Media Prospecting• LinkedIn
• Make connections• Follow folks• Stay in front of your audience• Join in the conversation
• Blog • Post information and possibly
comment on their company blog
• Facebook• Find the friend!• Post the video and someone
subscribes• Twitter
• Follow your prospect• Refer to website blog content
• Website – Polls – Offers – CONTENT (The new King!)
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Building the Network
• LinkedIn• Facebook• Twitter• YouTube• Blog
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• Research leads and inquiries • Keep status updated• Take part in discussions/groups• Register your events • Share your blog• Post your work experience• Join your company’s network
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Profile Plus
http://ilnk.me/6cbf
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• Connect with the prospect• Stay in front of your prospects• Post your employer • Share:
– Photos & Videos of Work Functions– Tag people who participated
• Share industry & company news on your wall
• Connect & Converse
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Stay in Front of Your Prospects:
Keep Your Wall Active with Company News
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You’ll Show Up in Your Audience’s News Feed More!
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Post Your Employer
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Share photos & videos, you can even use your phone for this!
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• Engage with Prospects• Tweet Often• Follow Your Company• Use Relevant Keywords and Hashtags • Fill your bio with keywords
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Engage with Prospects- Retweet!
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Tweet Often and Relevant! :Don’t have your tweets get lost in the Twitter-feed, thousands of tweets are posted within seconds!
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Get your company involved
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Keywords/Hashtags: #dscoop6 ??? Hello?? Lets look?
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Fill Your Bio with Keywords
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Add prospects to list
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YouTube
• Create your video today• Create a company/personal channel• Create videos for:
– Describing your services– Event/Product Promotion– Various Team Members– Testimonials & Case Studies
• Tag videos with keywords
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Create Your Own Channel
Make it easier for your viewers to find more
videos by your company!
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Tradeshow Marketing Campaign
• Pre-Event• Introducing
Yourself• What you will
promote• Where booth will
be• Your contact
information
• List reasons to visit the booth
• Show products that will be showcased at event
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Tradeshow Marketing Campaign
• During Event• Interview colleagues
and industry experts• Live footage of
show• Recap of each day• “10 keypoints I
learned today were…”
• What have people been most interested in from your company
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Tradeshow Marketing Campaign
• Post-Event• Sales Reps
thanking everyone who stopped by the booth
• Recap of how successful the show was
• If you offered any contests/giveaways during show, announce the winner via video
• Great time to talk about upcoming events
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Variety of Team Members
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• Flip Camera
• Digital Camera
• Smart Phone
• Camcorder
Tools for Recording Video
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Blog
• Provide useful information about your area of expertise.
• Create content that interests your potential clients. • Publish articles on a regular basis to develop a loyal
and expanding readership• Include links to a “call to action”. • New blog readers will impact your lead generation
efforts.
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CRM: Online/Social Intelligence
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Fast Forwarding
• First, the cell phone…
• Now, the smart phone…
• Mobile Web vs. Mobile App
…Mobilized Content
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What do you leave with everyday?
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So What is Mobile Social Media?• Social Networks on
Mobile Devices
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What are they doing?
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Still changing the game
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What’s New Mobile Media
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Mobile Phone Apps• Applications to
put on your Smartphone
• Managing multiple accounts
• Social Media Apps
• Tools - Hootsuite
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Why Should You Mobilize• 250+ million Americans carry mobile phones—over
80% of the nation's population– Source: CTIA Wireless Association
• Cell phones subscriptions will top 5 billion globally before 2011– Source: International Telecommunication Union
• 4/5’s of teens carry a wireless device, and the majority (57%) view their cell phone as the key to their social life– Source: CTIA survey, Teenagers: A Generation Unplugged
• YOUR PROSPECTS ARE USING MOBILE DEVICES!
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QR Codes
=
+ +
Possible Connection
Connect on - www.Facebook.com/johnfoleyjrConnect with me on - www. Linkedin.com/in/johnfoleyjrFollow me on – www.twitter.com/johnfoleyjr
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Prospecting…Direct Your QR Codes to Landing Page(s)
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Mobile Offers
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3 Social Media Platforms to Watch
Just as marketers are getting a handle on Facebook, Twitter, and YouTube, a fresh group of social media
networks are poised to make a splash in 2010.
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Foursquare is a platform that allows users to “check-in” using their location to let their friends know where they are and to earn badges.
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Facebook Places allows you to announce where you are and with who directly into your Facebook Newsfeed.
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Loopt allows users to find out who is around them, what there is to do in the area, and where there is to go.
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Types of Mobile Advertising
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Mobilize your content!
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Mobilize your content!
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Mobile Social Media Success
1. Get going
2. Learn the Platforms
3. Establish Your Presence
4. Connect
6. Engage With Your Prospects
7. Be Creative
8. Be Prepared to Adapt
9. Mobile Optimize content if driving folks to it
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Wrap Up• Gather Your Prospects with Social Media• Nurture Them Through the Sales Funnel• Connect the Engage and Converse using the
mobile phone
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Mobile Wrap!
InvisiblePR
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Q & A / Contact Me! http://ilink.me/JR
iFlyMobi.com
QRCode