social media in the era of inbound marketing
DESCRIPTION
Presentation deck from May 21, 2013 session at the InsideView Insider SummitTRANSCRIPT
Social Media in the Era of Inbound Marketing
Matt Heinz
President, Heinz Marketing Inc
[email protected] @heinzmarketing
Housekeeping
• Copy of this deck
• Offers for you– 10 minute brainstorm– Successful Social Selling– Secrets to Successful Marketing Automation
• Write on a business card what you want– It’s that simple…
Last Slide First
1. Find & engage prospects “upstream” before they are active buyers
2. Participate in their communities as a peer to build trust & credibility
3. Use research tools to customize approach with new targets
4. Publish your own source(s) of value-added content to attract new prospects to you
5. Sales is too important to leave to salespeople
Prospect Engagement Funnel
Active Sales CycleChannels: CRM, 1:1
Goal: Sell
New Customer
Drip MarketingChannels: Email Newsletters, CRM System
Goal: Drive Active Prospects
Network / Open CommunityChannels: Twitter, Facebook, Blog, LinkedIn
Goal: Drive Registration
Network-exclusive access to contentValue-added special offersDiscovery eventsWhite papers, top ten tips, etc.
Testimonials, Success StoriesProfile-Specific MessagesNew product/service offers
Referral & Tell-a-Friend OffersNetwork / Community Invites
New Opportunity Alerts1:1 with Existing CustomerIn-Market Events
Next Step Accelerator Ideas
Customer Targets (based on persona profiles)
What are they talking about?
The buying progression
SolutionProblem/Pain
Objective/Outcome
Four steps to a better plan
1. Do the math (quantify what success looks like)
2. Create a clear customer profile
3. Map the sales and buying process
4. Plan to fire lots of bullets
Social media for sales
• Target individuals and keywords
• Watch for early-stage buying signals
• Participate as a peer
• Teach sales & customer service reps to interact directly
• Use tools to manage, assign, etc.
Top sales reps – social tips
1. Get new introductions from existing network
2. Get new introductions from others in their organization
3. Watch for buying signals across the social Web
4. Build deeper, early relationships with new prospects
5. Directly share information, become an expert, generate a following
Finding more sales on Twitter
• Follow your prospects
• Follow your partners
• Curate customer-centric content
• Listen for buying signals
• Watch and use hashtags
Finding more sales on LinkedIn
• Read the Daily Digest…daily
• Join and participate in groups
• Keep your profile up to date
• Ask and answer questions
• Give recommendations & skill endorsements
• Ask for specific referrals and introductions
• Use Signals & the new Contacts
Dlvr.it + LinkedIn Updates
• Objective: Automated prospect drip campaigns, direct from sales reps to their prospects
• Cost: Free
• How it works:– Syndicate content from your company blog– Sales reps “connect” with new leads– Content automatically populates to “Update”
fields moving forward
Contactually
• Objective: Stay more actively in touch with prospects, based on past email activity
• Cost: Free or $19/month
• How it works:– Researches & indexes your email automatically– Daily alerts to people you need to follow-up with– Paid version includes signature scraping, social
conversation tracking and more
TweetAdder
• Objective: Identify and follow prospective customers based on profile keywords, hashtags, associations and more
• Cost: $29 (one-time cost)
• How it works:– Identify prospects worth following via a variety of
criteria– Throttle the follows, automate activity & searches– Works best with actively curated Twitter feeds
LinkedIn Saved Searches + Email Updates
• Objective: New leads weekly based on group affiliation or title/role changes
• Cost: Free with Sales Navigator subscription
• How It Works– Created “saved searches” for groups, titles,
locations, etc.– Get weekly emails with new search results
Leads from Twitter
• Objective: Identify new leads from Twitter based on buying signals, needs & symptoms
• Cost: Free
• What to use:– TwitHawk– Nearstream– Socedo
Newsle
• Objective: Know every time your prospects are mentioned online, in the news, or in social media
• Cost: Free
• How it works:– Identify your prospects– Sign up for email alerts– Follow-up
Daily Do Lists
• Objective: Engage with social selling best practices daily
• Cost: Free
• How It Works:– Schedule a daily meeting with yourself at 7:30
am (or whenever you start your work day)– Work through the list
Matt’s Daily Do List
1. Schedule (yesterday & today)
2. Touch Base (birthdays, Likes)
3. Endorsements (skills, Kred, Klout, Connect.me, MeritShare)
4. Spam folder
5. Network (Twitter adds, G+ Circles)
6. Engage (Comments, LinkedIn Groups)
7. Prospecting
Buffer
• Objective: Automate throttling and distribution of curated content to up to 20 social channels
• Cost: $20/month
• How it works:– Identify value-added content worth sharing on Twitter,
Facebook, LinkedIn (including groups)– One-click to share & choose appropriate channels– Automatically queues content for future distribution
Six More Social Selling Tools
1. TimeTrade
2. Tweepi
3. Morning Coffee
4. ToutApp
5. LittleBird
6. RivalIQ
Three types of content
1.Proactive
2.Reactive
3.Participatory
Planning content
Theme 1
Week 1
Theme 2
Theme 3
Theme 4
Week 2 Week 3 Week 4
Editorial calendar example
Market LeaderQ2 2010 Editorial Calendar
Week of May 3 Week of May 10 Week of May 17 Week of May 24 Week of May 31 Week of June Week of June 14 Week of June 21 Week of June 28Corporate ThemeContent ThemeCompany News (PR) Fiji Release Leading RE free trial Gathering of Eagles
Keynote Recap200th MLS
Industry Calendar Mid-year NARBroker Ops (Bob) Agent productivity tools -
what's recommended, what's working (blog, AR)
Creating a customer-centric brokerage (blog)
Top 10 reasons why brokers should care about social media (blog, AR)
12 ways to motivate, excite and retain your agents (blog)
Broker LinkedIn Group Questions What productivity tools are your agents using? Any that have been adopted across the brokerage?
What does customer-centric mean at your brokerage? What are your best practices around this?
How many conferences to do you attend each year? Which are your favorites and why?
What is your brokerage doing with social media? Can you measure specific new business from these investments?
How has business been since the home-buyer credit expired? What new promotions have you instituted to replace it?
What are your best practices for motivating, exciting and retaining your agents?
What is your brokerage doing to encourage and facilitate teamwork and resource sharing?
How much training do you provide your agents? What topics do you focus on?
Leadership (Ian) The best customer service advice I ever received (blog)
Early listing season observations (blog)
Why listings matter even in a buyers market (blog)
Attracting & recruiting agents (blog)
Agents & Teams (Scott) How to share best practices across your team (blog, AR)
Team collaboration best practices (blog, AR)
How to be more efficient when you don't always share the same workspace (blog, AR)
Combining resources across a team to increase marketing impact (blog, AR)
Sales & Marketing Advice (anon) Five seller appeasement strategies that won't break the bank (blog, AR)
Seller marketing tips from real estate veterans (blog, AR)
Best practices for listing presentations (blog, AR)
Search & Web Tips (Thad) How to increase your Twitter followers (blog, AR)
Why your Web domain is so important (and why it's not) (blog, AR)
How to be immediately responsive to your Web leads (blog, AR)
How to help local buyers/sellers find your Web site (blog, AR)
Using social media to market your listings (blog, AR)
Market Leader Voices
Five Ways to be a Market Leader (Video)
5 ways to improve your search results (Thad)
5 ways to build a business within a business (Ian)
5 ways to instantly improve your customer
service (Scott)
TBD TBD TBD TBD TBD
Ian's Leadership Videos Five Characteristics of a Successful Real Estate Business
Building a Customer-Centric Brokerage
Why Lead Management Matters (and why it's often ignored)
Knowing when technology is important, and when it's not
Bringing it all together to grow your business
Lea
der
ship
Co
mm
enta
ryT
rain
ing
& E
du
cati
on
Guest Posts: Broker Web site success stories (pull from Exit customers)
Guest Posts: Best customer service you ever gave or received Guest Posts: Tips and Tricks to Establish Yourself as the Market Leader
Spring Season Heats Up Are you growing your market share?
Q2May June
New Vision for Real Estate Industry
Five common content marketing mistakes
1. Not having a plan up front
2. Writing for the company instead of the customer
3. Not encouraging and participating in two-way communication
4. Not promoting, aggregating and curating great content from others
5. Only producing written content
Repurposing
How to create more content
• Write more ideas down
• Keep a single, ongoing list of those ideas
• Ideas, then outlines, then drafts
• Write ahead of time
• Use guest contributors
10 sources of content inspiration
1. Customer questions
2. Stuff you read
3. People you disagree with
4. Your customer-facing teams
5. Trade press
6. Conferences, panels & Webinars
7. Twitter hashtags
8. LinkedIn Answers
9. The news
10.Things you see that are dumb
If you want more…
