How to Leverage Social Media for Traffic, Leads and Sales

1. 10 Killer Tips to Master
Social Selling
How to Leverage
Social Media for
Traffic, Leads & Sales
Kathi Kruse
krusecontrolinc.com
@kathikruse

2. What is Social Selling?
Kathi Kruse
krusecontrolinc.com
@kathikruse

3. •Laser-Targeted Marketing
•Digital Relationship Building
•Self-Published Content
Kathi Kruse
krusecontrolinc.com
@kathikruse

4. Kathi Kruse
krusecontrolinc.com
@kathikruse

5. Social Selling
Goes
Mainstream
Study: 78.6% of salespeople who
use Social Media as a selling tool
outperform those who don’t.
Kathi Kruse
krusecontrolinc.com
@kathikruse

6. Study: Why Aren’t You Using Social Media?
Root Cause: Lack of Formalized Training
Kathi Kruse
krusecontrolinc.com
@kathikruse

7. Consideration
Stage
See
Think
Do
Audience
People who buy and service cars.
People who
buy/service cars &
are thinking they
need to.
People who
buy/service
cars, think
they need to
& are ready to
buy right
now.
Kathi Kruse
krusecontrolinc.com
@kathikruse

8. 10 Killer Tips to Master
Social Selling
Kathi Kruse
krusecontrolinc.com
@kathikruse

9. 1. Cultivate a Presence
Starring YOU!
Kathi Kruse
krusecontrolinc.com
@kathikruse

10. 2. Design Reflects Who You Are
Kathi Kruse
krusecontrolinc.com
@kathikruse

11. Complete Profile
Kathi Kruse
krusecontrolinc.com
@kathikruse

12. 3. Customer-Centric Marketing
Don’t Sell Something, Solve Something!
Kathi Kruse
krusecontrolinc.com
@kathikruse

13. “Giver’s Gain”
Kathi Kruse
krusecontrolinc.com
@kathikruse

14. 4. Solid Content Strategy
(What you’re going to post, tweet, write about)
Kathi Kruse
krusecontrolinc.com
@kathikruse

15. What is
Content Strategy?
Your mindset, culture & approach to
delivering your customer’s information
needs in all the places they’re searching
for it, across each stage of the buying
process.
Kathi Kruse
krusecontrolinc.com
@kathikruse

16. “See” Customer
“Think”
Customer
“Do”
Customer
Kathi Kruse
krusecontrolinc.com
@kathikruse

17. The Right Mix
• 70% Personality
• 20% Brand
• 10% Products/Services
Kathi Kruse
krusecontrolinc.com
@kathikruse

18. Key: Staff Participation
Kathi Kruse
krusecontrolinc.com
@kathikruse

19. Awesome Tools to Save Time & Money
PostPlanner Promo Code: KRUSECONTROL
Kathi Kruse
krusecontrolinc.com
@kathikruse

20. 5. Develop Your Personal Brand
Who are YOU?
(Why Buy from YOU)
Kathi Kruse
krusecontrolinc.com
@kathikruse

21. Who is My Customer?
Kathi Kruse
krusecontrolinc.com
@kathikruse

22. What are My Goals?
Kathi Kruse
krusecontrolinc.com
@kathikruse

23. 6. Promotion Strategy
(How you’re going to continually increase your fan base)
Kathi Kruse
krusecontrolinc.com
@kathikruse

24. 5 Tips to Grow
Your Network:
1.
2.
3.
4.
5.
Create posts that inspire people to share.
Advertise on Facebook
Add Social Plugins to Blog/Website
Email signature
Business card QR Code
Kathi Kruse
krusecontrolinc.com
@kathikruse

25. Get Followers
•
•
•
•
Follow strategy
Unfollow strategy
TweetAdder
ManageFlitter
Kathi Kruse
krusecontrolinc.com
@kathikruse

26. Keep Followers
•
•
•
•
Tweet Relevant Content Often
Converse
Share
Klout & Kred
Kathi Kruse
krusecontrolinc.com
@kathikruse

27. Know the #Fail
•
•
•
•
•
•
Only Tweeting a URL
Only # of followers matters
Broadcasting
Facebook ->Twitter & vice versa
Lack of conversation
Auto Responders
Kathi Kruse
krusecontrolinc.com
@kathikruse

28. Kathi Kruse
krusecontrolinc.com
@kathikruse

29. 7. Engagement Strategy
(How you’ll respond to fans & build community)
Kathi Kruse
krusecontrolinc.com
@kathikruse

30. Every Sale Starts with a Conversation
Listen  Ask Questions  Support
Build Relationship  Foster Leads & Sales
Kathi Kruse
krusecontrolinc.com
@kathikruse

31. LinkedIn Groups
*Consider LinkedIn Paid Version
Kathi Kruse
krusecontrolinc.com
@kathikruse

32. Spend 20+ Minutes/Day
Interacting (Prospecting)
Kathi Kruse
krusecontrolinc.com
@kathikruse

33. 8. Conversion Strategy
(How you’ll turn your fans into customers)
Kathi Kruse
krusecontrolinc.com
@kathikruse

34. Facebook Organic Leads
Kathi Kruse
krusecontrolinc.com
@kathikruse

35. Paid Leads using Custom Tabs
Kathi Kruse
krusecontrolinc.com
@kathikruse

36. Capture Leads:
Lead
Generation
Landing Page
Kathi Kruse
krusecontrolinc.com
@kathikruse

37. Twitter
Prospecting
Kathi Kruse
krusecontrolinc.com
@kathikruse

38. 9. Blog for Business
•Likable Expert
•Engagement
•Influence
•SEO (Visibility)
•Staff Participation
•Generate Leads
Kathi Kruse
krusecontrolinc.com
@kathikruse

39. Google Knowledge
Graph &
Hummingbird Update
•
•
•
•
Next Generation of Search
Knowledge (not just information)
Contextual Meaning (User Intent)
Word Relationship “Semantic Search”
Kathi Kruse
krusecontrolinc.com
@kathikruse

40. Local Search & Online Ratings
Google Yourself!
Kathi Kruse
krusecontrolinc.com
@kathikruse

41. Best Blogging Platform:
Wordpress
Kathi Kruse
krusecontrolinc.com
@kathikruse

42. Characteristics of
Successful Blog
• Catchy Headlines
• 250 to 500+ Words
• High-Quality Optimized Content
• Frequent Updates
• Relevant Image/Videos
• Staff Participation (Crowdsource)
• Comments
• Contact Form
Kathi Kruse
krusecontrolinc.com
@kathikruse

43. What Do We
Write About?
(Content Strategy)
•
•
•
•
•
•
•
•
Customer FAQs
Spotlight Local Happenings
Employee Milestones
Legacy Stories
Dealership Causes
Video Blog
Customer Reviews
Inventory
Kathi Kruse
krusecontrolinc.com
@kathikruse

44. Once Your Post
is Published
•
•
•
•
•
•
Syndicate on Social Media
Social Bookmarking
Seek out & Comment on Other Blogs
Share Your Post with Target Customers
Email RSS Feed & Newsletters
Convert Posts to eBook
Kathi Kruse
krusecontrolinc.com
@kathikruse

45. Convert “See” & “Think”
Customer with Content
“See”
“Think”
“If a potential customer has read 30+ pieces
of your OWN content, you have an 80%
better chance of closing the sale.”
Marcus Sheridan
TheSalesLion.com
Kathi Kruse
krusecontrolinc.com
@kathikruse

46. Convert “Do”
Customer
“DO”
• Facebook Ads
• Custom Tabs & Landing Pages
• Conversations: Facilitate the Buy
Kathi Kruse
krusecontrolinc.com
@kathikruse

47. 10. Measure & Analyze
(How you’ll establish ROI)
Kathi Kruse
krusecontrolinc.com
@kathikruse

48. Did You Meet Your Goals?
Measurement is about more than just results.
It must tie back to your objectives.
Kathi Kruse
krusecontrolinc.com
@kathikruse

49. “See”
“Think”
“Do”
10 Best Practices to Drive
Leads & Sales
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Cultivate a Presence Starring YOU!
Design Reflects Who You Are
Customer-Centric Marketing
Solid Content Strategy
Define Your Personal Brand
Promotion Strategy
Engagement Strategy
Conversion Strategy
Blog for Business
Measure & Analyze
Kathi Kruse
krusecontrolinc.com
@kathikruse

50. Be the 79%
Kathi Kruse
krusecontrolinc.com
@kathikruse

51. Check how your Facebook
Page measures up!
Facebook Page
Self-Assessment
Worksheet
Kathi Kruse
krusecontrolinc.com
@kathikruse

52. Thank You!
Q&A
Kathi Kruse
Social Media Marketing,
Coaching & Training
krusecontrolinc.com
kathi@krusecontrolinc.com
714.251.6440
Facebook: kathikruse
Twitter: @kathikruse
LinkedIn: krusecontrol
Kathi Kruse
krusecontrolinc.com
@kathikruse

53. Kathi Kruse
krusecontrolinc.com
@kathikruse