Social Media for Sales

Accredited by the Chartered Institute of Marketing (CIM)

Social Media for Sales is a new and unique one-day course where you’ll learn exactly how to leverage social media to generate real sales. This isn’t merely a theoretical course, where you’ll be shown slides and lectured on how to develop your online sales presence. Instead, everyone on the course will learn through hands-on practice, and everyone will leave at the end of the day confident in their ability to use what they have learned.

Social Media – Social Sales
• The current social media landscape from a sales perspective
• The social sales cycle – from sales funnel to customer journey
• Customer intelligence – from customer info to customer insights
• Sales collateral – From customer brochure to user generated content
• Developing your social sales strategy – guidelines, tips and case studies
Where do your customers and prospects hang out?
• Social Media for business – why do companies use social media
• An overview of how companies present themselves on social networks
• How do companies use forums, blogs, social media networks, mainstream media, comment sections, message boards and consumer review sites to engage with their customers
• How to find your clients, prospects, competitors and other stakeholders on Linkedin, Twitter, Facebook and other social networks – tools and tips
• How to find the top influential bloggers, communities and forum groups in your market
Making yourself “like”-able
• Personal branding – online expert or online superstar?
• How to create and manage your professional profile on Linkedin, Twitter, Facebook and other relevant social network sites
• Giving yourself an online identity. From your personal elevator pitch to your avatar
• The power of recommendations. How to get them and how to leverage them
• How to make your personal profile go viral through video and other online tools – Tools and tips
• How to position yourself as an expert in relevant discussion groups and forums
Turning customers and prospects into followers and friends
• Understanding the importance of listening as part of the sales process
• Building a network: Guidance on how to connect with current contacts and reach out to targeted industry professionals
• The power of connections – Twitter following and followers, Linkedin connections, facebook friends, Google Circles
• How to listen on Twitter, Linkedin, facebook, blogs, forums, comment sections, message boards and consumer review sites
• How to listen online to your clients, prospects, competitors and other stakeholders
• How and where to listen online to stay on top of the trends within your industry
• Setting up your personal social media listening station as your online listening hub – Tools and tips
Turning followers and friends into leads
• Social Media engagement with customers/prospects on Linkedin (Groups, Answers, Polls), Twitter (Chat, Tweetups), Facebook (Groups, Apps)
• Other types of social media engagement with customers/prospects – online chat, discussion forums, commenting, recommendations
• Twitter, Linkedin and Facebook as tools for lead generation
• Lead generation through online events on Linkedin, Twitter, Facebook, Meet Up
• Blogging as a lead generation tool
From desk to online sales research
• Using Linkedin as a research tool to find contact information about clients, prospects, influencers, show connections and how to get introduced via people you know
• How to use Linkedin Search to quickly search for people, companies and groups.
• How to use LinkedIn’s “Advance Search” feature to filter for keywords; location; plus 1st and 2nd degree connections and groups only.
• Linkedin premium services for CRM and customer/prospect information
• Using Twitter as sales research research tool about customers/prospects. How to identify the Twitter profiles of your customers and prospects. Find out about behavioural patterns of key contacts
• Facebook Timeline for Pages as a new research tool for customer/prospect research
• How to use Social Bookmarking as online sales research catalogue tool
• Examples of successful applications using Facebook Credits
Collaborate and share
• Overview of tools for internal collaboration (Salesforce Chatter, SocialGo)
• How to get answers fast by creating sharing product information, posting documents like pitch decks, customer success stories, objection handling presentations
• Gather competitive intelligence by creating #hashtags for competitor information and make it searchable.
• Set up private groups to function as virtual deal rooms. Team members can collaborate, share files, create meeting agendas, and strategize to win the account

Each participant of this course should have their own laptop that is able to connect with WiFi. To gain the most from this class, students should be familiar with the web and its terminology.