The art of social selling : finding and engaging customers on Twitter, Facebook, LinkedIn, and other social networks /
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| Main Author: | |
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| Corporate Author: | |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York :
American Management Association,
[2014]
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| Subjects: | |
| Online Access: | Connect to this title online (unlimited simultaneous users allowed; 325 uses per year) |
Table of Contents:
- Machine generated contents note: ch. 1 Fishing In Social Ponds
- Using Social Media as a Prospecting Tool for Online Sales
- Tackling the Ever-Changing Sales Process
- Social Selling Mantra
- Where to Go Fish
- Social Selling Is a Team Sport
- ch. 2 Social Triangle Of Online Sales Success
- Bringing Together Social Marketing, Social Commerce, and Social Support
- Meeting the Demands of the Social Customer
- Capturing the Customer Experience
- Taking Shape and Connecting All the Dots
- ch. 3 Speaking A New Language
- Ten Most Important Rules for Online Social Interactions
- Rule #1 Be Genuine
- Rule #2 Listen, Listen, Listen
- Rule #3 Be Responsive
- Rule #4 Follow the Leader
- Rule #5 Tailor the Conversation
- Rule #6 Be Helpful
- Rule #7 Identify the Enter and Exit Signs
- Rule #8 Maintain the Separation of Professional and Personal
- Rule #9 Be Consistent
- Rule #10 Admit When You're Wrong
- ch. 4 More Than Lead Scraping
- Benefits of Un-Selling in Social Media
- Boosting Your Online Likeability
- Lead Scraping or Lead Generation?
- Moving Beyond Lead Scraping
- Truth About Un-Selling
- Expanding Circles, Influence, and Recommendations
- ch. 5 Tweets, Likes, Comments, And Recommendations
- Understanding the Value of Peer-to-Peer Influence in Social Sales
- Online Reviews: Word-of-Mouth Marketing on Steroids
- Likes, Favorites, Followers, and Other Positive Social Indicators
- Blogs, Forums (Groups), and Communities Matter, Too
- ch. 6 Content, Engagement, And Building A Relationship
- Pulling the Social Customer Through the Online Sales Funnel
- Understanding the Changing Sales Funnel
- Developing Buyer Personas for Your Social Customers
- Creating Content to Feed the Online Sales Funnel
- Mapping Types of Content to the Social Networks to Engage and Build Relationships with Prospects
- ch. 7 Tools Of The Trade
- Using Online Services and Applications to Help You Find, Track, and Engage Social Customers
- Social Information That Matters
- Finding Purpose with Social Tools
- Monitoring Tools
- Influence Trackers
- Social Sharing Tools
- Content Curator Tools
- Applications for Creating Content
- Social Influence Measurement Tools
- Mobile Apps
- ch. 8 Time Is Money
- Building Social Selling into Your Schedule
- Identifying Current Time Conflicts
- Spending Your Time in Fishing Holes, Not Rabbit Holes
- Conquering the Social Selling Conflict
- Setting Clear Objectives
- Designating Blocks of Time
- Prescheduling Posts
- Limiting Your Exposure
- Using Your Extended Resources
- Going Mobile
- ch. 9 Free And Not Quite Free
- Determining Your Budget
- Recognizing the Cost of "Free" and Investing in Your Success
- Deciding How Much to Spend to Ramp Up Your Selling Game
- Support Costs
- Program Costs
- Tools and Technology
- Resources
- ch. 10 Developing Your Social Selling Strategy
- Components for a Realistic Social Media Sales Plan
- Strategy for You and Your Company
- Establishing Your Goals and Objectives
- Setting the Rules of Engagement
- Conducting Your Research
- Knowing Your Assets and Getting Organized
- Developing an Outreach Schedule
- Integrate Online and Offline Sales Efforts, then Repeat
- ch. 11 Linkedin
- Turning Connections into Sales
- Expanding Beyond a Digital Resume
- Social Media First Impressions Start with Your Profile
- Expanding Your Connections
- Paid Versus "Organic" Opportunities for Social Selling
- ch. 12 Twitter
- Social Selling in 140 Characters or Less
- Influential Tweets
- Twitter Basics for Business
- Advantages of Using Twitter for Your Business
- Equal Opportunities for B2C and B2B Prospecting
- Best Practices and Tips
- ch. 13 Facebook, Google+, And Online Communities
- Targeting Your Social Customer Base
- Using Your Personal Facebook Account
- Using a Company Facebook Page to Turn Fans into Customers
- Google +: Turning Circles into Opportunities
- Spreading Your Message on Blogs and Online Communities
- ch. 14 Rise Of Visual Content And Its Influence On Sales
- YouTube, Pinterest, Infographics, and More
- Visual Content That Helps Convey Your Message
- Incorporating Visual Content into Your Sales Process
- Sharing Visual Content Using Apps
- Social Sharing Platforms Made for Promoting Visual Content
- Putting Your Videos on YouTube
- Pinning Your Visual Content to Pinterest
- Sharing Top-Performing Presentations on SlideShare
- ch. 15 Social Selling Trends
- Harnessing the Growth of Mobile Sales
- Influence of Mobile Devices by the Numbers
- Mobile Commerce in Action
- Social Selling and Preparing for Mobile Sales
- ch. 16 Case Studies
- Social Success Stories for B2C and B2B
- Caron's Beach House, a Specialty Online Retailer (B2C)
- Bizo, a Marketing Services Firm (B2B)
- Shopify, an e-Commerce Platform for Online Retailers (B2B).