The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking / Edition 1

by Kevin Knebl, Landy Chase

Overview

Cold-calling is history—your future is in social media!

The growth of LinkedIn, Twitter, and Facebook have revolutionized how business is done. Professionals of every type-including your prospective buyers-are migrating in droves to social media to find solutions. If you want their business, you have to be there, too.

Traditional sales methods like cold calling are no longer effective. Social media platforms are now your best tools. The Social Media Sales Revolution reveals the enormous opportunities now available for developing relationships and gaining new customers by leveraging the power of social media marketing. It provides a groundbreaking method for dominating markets by using the Internet to reverse the client acquisition process: instead of outbound marketing to generate leads, the entire process will “flip” to one of inbound attraction. You'll Learn how to:

• Present yourself to the business community online
• Build a significant online footprint
• Approach “e-prospects”
• Generate qualified leads through e-referrals
• Close more sales in the new world of social networking

Providing you with an early edge on the competition The Social Media Sales Revolution offers the techniques you need today to dominate the marketplace tomorrow.

Product Details

ISBN-13:	9780071768504
Publisher:	McGraw Hill LLC
Publication date:	06/23/2011
Pages:	256
Product dimensions:	6.20(w) x 9.10(h) x 1.00(d)

About the Author

Landy Chase founded his own sales training and consulting firm in 1993 and has clients in more than sixty industries on five different continents. He has delivered more than 2,000 paid presentations as a professional speaker and holds the Certified Speaking Professional (CSP) designation from the National Speakers Association, the highest earned level of excellence in the industry. He is the author of Competitive Selling.

Kevin Knebl is the owner of Knebl Communications, Inc., which specializes in online and offline networking skills and social-media training. He is a professional speaker, trainer, and coach whose clients include small, medium, and Fortune 500 companies.

Table of Contents

Preface ix

Acknowledgments xv

Chapter 1 Game Changers

The Six Rules of the Social Media Sales Revolution 1

Chapter 2 Lock in Sales with Linkedin

The Gold Standard of Business Social Networking Sites 23

Chapter 3 How to Get Results with Twitter

Tapping into Global Conversations 53

Chapter 4 The role of Facebook in Business Development

This Time, It's Personal 77

Chapter 5 Blogging is Easier Than You Think

It's Also Worth the Effort 97

Chapter 6 Attracting Attention to Your Online Presence

How to Be a Magnet 123

Chapter 7 How to Communicate with Prospects Online and Offline

Netiquette for Salespeople 143

Chapter 8 Effective Time Management

Integrating Social Media Habits into Your Day 171

Chapter 9 Adjusting Your Schedule

A Blueprint for Your Daily Routine 193

Chapter 10 The Future of Selling

Join the Revolution 215

Conclusion 229

Index 235