social selling: the ten commandments - jena apgar, brand dot blog

Social Selling presents new challenges to business owners

while providing an opportunity to bring in leads

for pennies & cultivate engaged communities. Walk

away knowing exactly what to post and how.

Social Selling: 10 Commandments

DigiMarCon Cruise 2016

Presented by Miss.Jena.Apgar

A Couple of Questions?We’ve All Been There…..

When you post do you hear

crickets?

Are you trying to sell on

Social Media?

Are you at a loss for what to post and how often?

Social Selling. The 10 Commandments

What if you could amplify your brand easily where your clients are anyway?

Anything were Possible?What If…


Show Me the Money!

What if you could lower marketing and advertisement spending?

What if you could build brand advocates; cheerleaders for your business?

Operate a full customer service operation yourself… via Twitter?

Compete with major players on a level playing field in front of your customers?

Social Media Manager & Digital Marketing Consultant

A social media manager is responsible for being the brand on social media. They create content, respond to comments, answer questions, and much more as the brand. Social media managers, more often than not, deal with people who have a relationship with, or have heard of, the brand.

Jena ApgarFounder of @BrandDotBlog

You’re a What?????


10 Commandments of Social SellingOverview



#1 … What Not To Do


Example…I need a Guinea Pig


Stop Selling on Social Media ! ! ! !


Have Fun … Start Conversations


#2 … Add Value … W I I F M

W - What’s

W I I F MEvery Time…Ask yourself

293,000 statuses FB = In + Tw For Business

Every 60 Seconds

….

Users 42% Marketers


I - InI - ItF - ForM - MeWhat’s

InItForMe

90% of Buyers Say they never respond to cold outreach

Sales!WIIFM… the Small Business Owner?


What’sInItForMe

74% of Choose the sales rep that was the first to add value & Insight

74% of B2B buyers conduct over half the research before talking to a sales rep

75% of Buyers now use social media to research vendors

If you are not on a social network, you are not on the internet…Circa 2008

Example #1Feelings are key


Example #2Add Value


Example #3Provide Choices


Example #4Sell the destination not the ticket



#3 … Profile Optimization

VS.



#4 … How Often Should You Post


How Often to Post on Pinterest


How Often to Post on Twitter


How Often to Post on Google+


How Often to Post on Facebook


How Often to Post on Instagram


How Often to Post on LinkedIn


How Often to Post on Your Blog


#5 … Post Type : Influence

The Blog Post and other Content are easy, gimme post ideas

Establish Authority in your niche

Everywhere!

Where are your customers?

Where do you gain authority?


The Quote

Be sharable around social networks

Everywhere!

Where do you post quote boxes


Choose A, B, or CShare if you Like……

Build Easy to Engage Post

Facebook & Instagram primarily

Where do you post engagement posts…



#6 … Post Type : Listen

Think Googling yourself but on Social Media

Monitoring your Brand and People

Everywhere!

Where do People post information?


Think Customer Service but Online and in the public eye: Reduce refunds

Responding to Existing Customers

Facebook and Twitter

Where do People Complain and Comment?


Reach out and find people who need your product or services now

Find potential Clients now…

Facebook, Twitter, & Instagram

Where do People Complain and Comment?



#7 … Post Type : Network

Reach out and find people who already HAVE your clients; work together

Find Influencers & Share Content

Facebook, Twitter, Instagram

Where do you Network?



#8 … Post Type : Selling

Define your Client Journey and walk the client down the path, step by step

Tell a Story, Take Clients down a Path

Everywhere you can handle

Where?


Google and Facebook pixels are installed on your website, use social media to get them there with blog post, informational content and ads

Get them Pixeled by send them home

Everywhere you can handle

Where?


Offer a download or other gated content in return for their name and email - must be specific and something that relates to your main paid offer

Offer FREE Value to the client

Website, Facebook, Profiles

Where?


Think throw away cash, a latte - key is to convert mindset to paying customer

Make a low entry offer to prospects

Website, Facebook, Google

Where?


Now is the time to sell your client your main offer; now that they know, like and trust you.

Now that they KNOW you - pitch

Website, Facebook, Email

Where?


They have taken your offer; all on board. Now maximize it appropriately with add ons and done for your services

Upsell, Cross sell and Done for you

Website, Facebook, Email

Where?



#9 … Social Media is Not Enough

Retargeting is key to low add cost and reaching all the right customers at the right time

10,000+ visitors All pixeled

Money on Direct AdvertisingBuilding Network

Travels with them no matter what company they work for

+ Can be sold

You Need a Website to Pixel People


Great for SEO, post material, ad space, specific retargeting, …

Building NetworkCan be soldTurning into Book Deal

Travels with them no matter what company they work for

Ranks hire than any individual architect, builder or designer on Google Search

You Need a blog with content


Build a Tribe

See what is working

Automated email sequences when people join list or add tags

I like ActiveCampaign for price and capability; can later convert to CRM with full SMS

You Need Email Management



#10 … Have fun!


Where can you go for help?Facebook Group: Brand Dot Blog EG

?
