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    To: From: Date:: Business Review Article, "Tweet Me, Friend Me, Make Me Buy", Barbara Giamanco and Kent Gregoire

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    The document discusses how businesses are using social media for sales. It notes that as social media platforms have grown, businesses have launched profiles and pages on sites like Facebook, Twitter, and LinkedIn to connect with consumers. The document outlines strategies from a Harvard Business Review article for businesses to utilize social media's potential at the early stages of the sales cycle through prospecting, qualifying leads, and maintaining relationships with customers. The summary provides an overview of the key points covered in the document about how social media has become an important arena for business-to-consumer sales and relationships.

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    To: From: Date:: Business Review Article, "Tweet Me, Friend Me, Make Me Buy", Barbara Giamanco and Kent Gregoire

    Uploaded by

    luvscripts
    50 views2 pages
    The document discusses how businesses are using social media for sales. It notes that as social media platforms have grown, businesses have launched profiles and pages on sites like Facebook, Twitter, and LinkedIn to connect with consumers. The document outlines strategies from a Harvard Business Review article for businesses to utilize social media's potential at the early stages of the sales cycle through prospecting, qualifying leads, and maintaining relationships with customers. The summary provides an overview of the key points covered in the document about how social media has become an important arena for business-to-consumer sales and relationships.

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    The document discusses how businesses are using social media for sales. It notes that as social media platforms have grown, businesses have launched profiles and pages on sites like Facebook, Twitter, and LinkedIn to connect with consumers. The document outlines strategies from a Harvard Business Review article for businesses to utilize social media's potential at the early stages of the sales cycle through prospecting, qualifying leads, and maintaining relationships with customers. The summary provides an overview of the key points covered in the document about how social media has become an important arena for business-to-consumer sales and relationships.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    50 views2 pages

    To: From: Date:: Business Review Article, "Tweet Me, Friend Me, Make Me Buy", Barbara Giamanco and Kent Gregoire

    Uploaded by

    luvscripts
    The document discusses how businesses are using social media for sales. It notes that as social media platforms have grown, businesses have launched profiles and pages on sites like Facebook, Twitter, and LinkedIn to connect with consumers. The document outlines strategies from a Harvard Business Review article for businesses to utilize social media's potential at the early stages of the sales cycle through prospecting, qualifying leads, and maintaining relationships with customers. The summary provides an overview of the key points covered in the document about how social media has become an important arena for business-to-consumer sales and relationships.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 2

    To:

    Patrick McNiff

    From:

    David Kook

    Date:

    20 January 2015
    Winter, 2015

    Subject:

    Sales in Social Media

    As the world continues to evolve technologically, the business to consumer relationship must also adapt. As
    a result, businesses have commercialized their products into the social media environment. Facebook,
    Twitter, LinkedIn, and other social networking utilities are progressing in their number of active members,
    and businesses see this growing empire as an incredible opportunity to connect with consumers. Many
    companies understand the potential in these online communities and are launching their own profiles or
    pages in order to gain a profit. Consequently, social networking platforms such as Facebook, Twitter, or
    LinkedIn, have become an arena for business to consumer sales. In the past, social media was a peculiar
    tool for businesses to utilize; however, now, high-performing companies have developed an intelligible
    method to effectively promote their organizations in the social networking environment.
    In this new era where countless information is easily accessible, consumers are now able to thoroughly
    research a companys products and become fully informed about the business. The writers of the Harvard
    Business Review article, Tweet Me, Friend Me, Make Me Buy, Barbara Giamanco and Kent Gregoire,
    note that the process of researching a company involves social media. Furthermore, they mention that
    buyers start the sales process without you; research has shown that today they typically complete most of
    the purchase journey before having any contact with sales. Because consumers now rely on social media
    for more than just chatting with old friends, businesses have become expertly attuned to social networking.
    According to the article, social medias greatest potential is at the front end of the sales cycle during the
    prospecting, opportunity qualification, and pre-sales-call research that leads up to a face-to-face meeting.
    The article outlines the best method to which a business may utilize social media.
    First, the article details the method of prospecting in social media. When using any social networking
    platform, sales reps are not required to initiate a conversation with a prospecting customer. If intrigued, the
    customer will show an interest in the product that the business sells.
    Moreover, with programs like HootSuite, a company will be notified when there are signals of interest for
    the companys services. This not only removes the need for constant monitoring, but it may also help
    identify which social media platform most of the businesses consumers use. By finding and isolating the
    platform consumers use most, the article believes, repscould spend as little as 1% of their time
    researching [prospects] freeing up virtually all their time for actual selling.
    Once prospects have been located, reps will spend some of their time qualifying their leads. The article
    suggests reps use IBMs simple guide, BANT: a customer has the necessary budget, an authority to buy, a
    need for the service, and the time for delivery meets with the customers expectations. This method can be
    simply executed by using the easy messaging function in most social networking platforms to ask the
    prospecting consumer questions.
    Lastly, and most obviously, social media is a valuable tool to maintain a business to consumer relationship
    after or during a sale. This means following them on Twitter, friending them on Facebook, or engaging
    with their business on LinkedIn. With the growing number of social media platforms such as, Instagram,
    Reddit, and more, there are numerous ways to maintain a relationship with a customer. Social media is
    changing the way businesses connect with customers, partners, and the world, but some companies are
    afraid of potential mistakes. To this, the article advises, Choosing not to be present in social networks puts
    your company and your salespeople at a competitive disadvantage.
    The HBR article is extremely thorough with its information. The article utilizes numerous trusted articles
    for its resources. Furthermore, many top-name websites such as Forbes use HBR as a credible source.

    Sources:
    1. Gregoire, B. G. (n.d.). Tweet Me, Friend Me, Make Me Buy. Retrieved January 20, 2015, from
    https://hbr.org/2012/07/tweet-me-friend-me-make-me-buy

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