How To Use Social Media To Sell
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Marty Martinez and Harrison Blum are the founders and leaders of Social Revolt, a marketing agency. The document discusses how social media can be used for social selling by understanding the customer journey, using paid, owned, and earned media, empowering thought leaders to teach customers, and sending the right messages through receptive channels. It emphasizes that social media is part of a larger trend moving from price selling to value selling.
How To Use Social Media To Sell
- 1. HOW TO USE SOCIAL MEDIA TO SELL GETTING CUSTOMERS TO KNOW, LIKE AND TRUST YOUR BUSINESS
- 2. MEET SOCIAL REVOLT Johnny Marty Martinez is a seasoned marketer who is passionate about developing and implementing innovative marketing strategies to help his clients meet business objectives. Marty’s forward-thinking and extensive experience implementing large national campaigns for 7 Eleven and Slurpee gives him unique insight on how to remain competitive in an ever-changing digital space. He has presented and taught workshops at numerous industry events, including the National City and Regional Magazine Association's 40th Annual Conference, where client, D Magazine, won Best Publisher of the Year for innovative marketing strategy. Marty Martinez | Founder | CEO Harrison Blum is an accomplished marketing professional showcasing broad agency and entrepreneurial experience with a long history of building remarkable brands. Blum has extensive knowledge of the entertainment industry where he began his career working with concert promotion giants, AEG Live and Live Nation. He has lead campaigns for a long list notable brands including SAP, Margaritaville Caribbean, Bowers & Wilkins, and On The Border. Harrison Blum| Managing Partner |VP
- 3. THE BIGGEST QUESTION FOR MARKETERS REGARDING SOCIAL MEDIA?
- 4. HOW CAN I USE SOCIAL MEDIA TO SELL?
- 5. YOU CAN. IT’S CALLED SOCIAL SELLING
- 6. BUT YOU CAN’T SELL UNTIL YOU UNDERSTAND HOW SOCIAL PLAYS A ROLE IN THE CUSTOMER JOURNEY (PATH TO PURCHASE).
- 7. PAID, EARNED & OWNED MEDIA
- 8. DIGITAL MARKETING ISN’T ABOUT CHOOSING ONE OR THE OTHER. YOU NEED ALL THREE.
- 9. SOCIAL SELLING: EMPOWERING YOUR THOUGHT LEADERS TO TEACH WHERE CUSTOMERS LEARN.
- 10. “Marketing is no longer about the stuff that you make, but about the stories you tell.” Seth Godin
- 11. Train and empower employees (sales reps and thought leaders) to leverage social networks to NETWORK and SHARE KNOWLEDGE.
- 12. Know HOW to adopt THE EARLY SALES FUNNEL and shape buyers’ demand long before they buy.
- 13. Offer solutions to BUILD TRUST IN YOUR BRAND when it’s most opportunistic. LEARN from your customer and begin anticipating when potential customers experience anxiety.
- 15. THE JOURNEY HAS CHANGED TREMENDOUSLY IN RECENT YEARS.
- 16. TODAY , BUYERS SPEND UP TO 70% RESEARCHING ONLINE BEFORE FACED WITH A BUYING DECISION.
- 17. IN MANY CASE CONSUMERS MAKE PURCHASING DECISIONS BEFORE THEY EVEN SPEAK WITH A SALES REP OR SUPPLIER.
- 18. SOCIAL MEDIA PLAYS A PART IN A BIGGER TREND: FROM PRICE SELLING TO VALUE SELLING.
- 19. LIKE THIS!
- 20. LIKE THIS!
- 25. SMART MARKETING MEANS SENDING THE RIGHT MESSAGES THROUGH THE CHANNELS YOUR AUDIENCE IS RECEPTIVE TO.
- 26. IT IS A PRIVILEGE TO REACH THOSE WHO ARE “TRULY” QUALIFIED.
- 30. • DDW Customer List March 2016 • Lookalike (US, 1%) - DDW Customer List March 2016 • Designer Doors MarketSharp Prospects March 2016 • Designer Doors General Interests • CONVERSION PIXEL - DDW Homepage • CONVERSION PIXEL - Contact Us Page • CONVERSION PIXEL - Thank You
- 33. IF YOU WANT TO SELL ON SOCIAL MEDIA YOU NEED TO: 1.) Know how to enter the early buying stage. 2.) Understand your audience much better. 3.) Create content so valuable people would pay for it. 4.) Select and empower your ambassadors (employees, clients, partners) who can help carry your message. 5.) Be creative. Be polarizing. Be YOU!
- 34. IF YOU WANT TO SELL ON SOCIAL MEDIA YOU NEED TO: 6.) Make it personal :) 7.) Take responsibility. Obey the SOCIAL task-at-hand. 8.) Understand how to use data intelligently to influence decisions and refine strategies. 9.) Willingness and ability to fail occasionally.
- 36. PRODUCTS NOT YOU
- 37. WHAT SOCIAL MEDIA CAN DO FOR YOU: Brand Perception Service Insights Cultural Change Efficiency Gains Indirect Sales
- 38. WHAT SOCIAL MEDIA CANNOT DO FOR YOU: Direct Sales New Customers Credibility
- 39. John classified as potential loyal customer, targeted for loyalty program, signs up with email. John retargeted by Instagram for “Who’s Your 5?” Promo campaign. John targeted by FB Ad via demographic, behavioral segmentation. CUSTOMER PATHWAY + Day 1 + Day 2 + Day 3
- 40. CUSTOMER PATHWAY John goes to Twin Peaks for Game Day with 5 friends, 2 friends sign up for loyalty program as well, each 10 man points. John sees billboard in town about promo. John receives reminders about Game Day and promo to bring 5 friends on email, social. CUSTOMER PATHWAY + Day 4 – 5 + Day 6 + Day 7
- 41. Customer Acquired Customer Lifetime Value Increased Continuous Branding as “The Place for a Man” Average Party Spend Increased Loyalty Sign-up Customer Data Attained GAME DAY RESULTS
- 42. By leveraging omnichannel engagement, robust loyalty programs, killer branding, all bound by a seamless strategy, Twin Peaks can turn its customers into champions. TWIN PEAKS ENDLESS POSSIBILITIES Omnichannel Loyalty Program Branding STRATEGY EXECUTE BRAND CHAMPIONS
- 43. Social belongs to the company, not a department. Reach out to other departments and communicate to management it’s cross-functional value. Make sure the efforts support the overall business goals and priorities (not just sales goals). A HOLISTIC, CROSS-FUNCTIONAL APPROACH IS HOW YOU SELL.
- 44. “Patience is key for anything in business, but especially in this ADD-fueled business world. You can’t build a huge email list in a day, you can't make things go viral, and five tweets do not build you an empire.” -Scott Stratten President of Un-Marketing, one of top influencers, expert, author.