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040			_aUOWD
082	0	4	_a658.872 BE AR
100	1		_aBelew, Shannon _913920
245	1	4	_aThe art of social selling : _bfinding and engaging customers on Twitter, Facebook, LinkedIn, and other social networks _cShannon Belew
260			_aNew York : _bAmerican Management Association, _cc2014.
300			_axvi, 267 p. : _bill. ; _c23 cm.
504			_aIncludes bibliographical references and index.
505			_aCover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Introduction; Chapter 1. Fishing in Social Ponds: Using Social Media as a Prospecting Tool for Online Sales; Tackling the Ever-Changing Sales Process; The Social Selling Mantra; Where to Go Fish; Social Selling is a Team Sport; Chapter 2. The 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. Chapter 3. Speaking A New Language: The Ten most Important Rules for Online Social InteractionsRule #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; Chapter 4. More than Lead Scraping: The Benefits of Un-Selling in Social Media; Boosting your Online Likeability; Lead Scraping or Lead Generation?; Moving Beyond Lead Scraping. The Truth about Un-SellingExpanding Circles, Influence, and Recommendations; Chapter 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; Chapter 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 FunnelMapping Types of Content to the Social Networks to Engage and Build Relationships with Prospects; Chapter 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; Chapter 8. Time is Money: Building Social Selling into your Schedule. Identifying Current Time ConflictsSpending 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; Chapter 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.
520			_aCiting enlightening research and real-world examples, this title presents readers with a detailed methodology for growing sales and expanding their customer base using social media.
650		0	_aInternet marketing _91603
650		0	_aMarketing _xSocial aspects _912312
650		0	_aSelling _96093
650		0	_aOnline social networks _95603
650		0	_aSocial media _9877
942			_cREGULAR