Building a Connect-gine. How local businesses can build a self-sustaining base of future business.

1. Building Your Sales With Social Media Marketing June 11, 2008 Tim Tracey You Gotta Call.com [email_address] YouGottacall.com, LLC © 2008 www.yougottacall.com

2. Change. YouGottacall.com, LLC © 2008 www.yougottacall.com

3. Change. In business nothing stays the same. YouGottacall.com, LLC © 2008 www.yougottacall.com

4. Change. In business nothing stays the same. Does your marketing strategy? YouGottacall.com, LLC © 2008 www.yougottacall.com

5. What’s your biggest advertising expense? YouGottacall.com, LLC © 2008 www.yougottacall.com

6. What’s your biggest advertising expense? Yellow Pages YouGottacall.com, LLC © 2008 www.yougottacall.com

7. What’s your biggest advertising expense? Yellow Pages Newspaper YouGottacall.com, LLC © 2008 www.yougottacall.com

8. What’s your biggest advertising expense? Yellow Pages Newspaper Direct Mail YouGottacall.com, LLC © 2008 www.yougottacall.com

9. What’s your biggest advertising expense? Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio) YouGottacall.com, LLC © 2008 www.yougottacall.com

10. Characteristics: 1. High cost per lead Advertising options to drive sales Yellow Pages Newspaper Direct Mail Broadcast (TV, Radio) YouGottacall.com, LLC © 2008 www.yougottacall.com

20. So … You’re using expensive media that is considered to be the least effective? YouGottacall.com, LLC © 2008 www.yougottacall.com

21. This is a major disconnect. So … You’re using expensive media that is considered to be the least effective? YouGottacall.com, LLC © 2008 www.yougottacall.com

22. This is a major disconnect. So … You’re using expensive media that is considered to be the least effective? YouGottacall.com, LLC © 2008 www.yougottacall.com

23. Not a good way to spend your time. YouGottacall.com, LLC © 2008 www.yougottacall.com

24. Not a good way to spend your time or your money. YouGottacall.com, LLC © 2008 www.yougottacall.com

25. Not a good way to spend your time or your money or to grow your business. YouGottacall.com, LLC © 2008 www.yougottacall.com

26. Tapping into your “Word-of-mouth”: YouGottacall.com, LLC © 2008 www.yougottacall.com

27. Tapping into your “Word-of-mouth”: “ Word of mouth is - even in this age of mass communications and multimillion-dollar advertising campaigns - still the most important form of human communication.” Malcolm Gladwell, “The Tipping Point “ (2000) YouGottacall.com, LLC © 2008 www.yougottacall.com

28. Tapping into your “Word-of-mouth”: “ There are plenty of advertising executives who think that word-of-mouth appeals have become the only kind of persuasion that most of us respond to any more.” Malcolm Gladwell, “The Tipping Point “ (2000) YouGottacall.com, LLC © 2008 www.yougottacall.com

29. “ Word-of-mouth” is happening – they’re talking about you right now… YouGottacall.com, LLC © 2008 www.yougottacall.com

30. “ Word-of-mouth” is happening – they’re talking about you right now… … and want you to join in. YouGottacall.com, LLC © 2008 www.yougottacall.com

31. “ Word-of-mouth” is happening – they’re talking about you right now… “ We have a new social force that rewards companies with free marketing, sales, and profits when they treat people well and produce good products.” Seth Godin (2006) YouGottacall.com, LLC © 2008 www.yougottacall.com

32. “ Word-of-mouth” is happening – they’re talking about you right now… “ We have a new social force that rewards companies with free marketing, sales, and profits when they treat people well and produce good products .” Seth Godin (2006) YouGottacall.com, LLC © 2008 www.yougottacall.com

33. “ Word-of-mouth” is happening – they’re talking about you right now… “ We have a new social force that rewards companies with free marketing, sales, and profits when they treat people well and produce good products .” Seth Godin (2006) Cannot be faked. YouGottacall.com, LLC © 2008 www.yougottacall.com

34. How word-of-mouth works … Consumer Local Business/ Professional Service Trust YouGottacall.com, LLC © 2008 www.yougottacall.com

35. How word-of-mouth works … Consumer Local Business/ Professional Service Trust Consumer Relationship YouGottacall.com, LLC © 2008 www.yougottacall.com

36. How word-of-mouth works … Consumer Local Business/ Professional Consumer Recommendation YouGottacall.com, LLC © 2008 www.yougottacall.com

37. How word-of-mouth works … Consumer Local Business/ Professional Consumer Implied trust YouGottacall.com, LLC © 2008 www.yougottacall.com

38. How word-of-mouth works … Consumer Local Business/ Professional Consumer Implied trust YouGottacall.com, LLC © 2008 www.yougottacall.com

39. Tapping into “Word-of-mouth”: What can you do? YouGottacall.com, LLC © 2008 www.yougottacall.com

40. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. YouGottacall.com, LLC © 2008 www.yougottacall.com

41. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Pareto (80/20) Principle – YouGottacall.com, LLC © 2008 www.yougottacall.com

42. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Pareto (80/20) Principle – 80% of your referral sales come from 20% of your referring customers, friends and neighbors. YouGottacall.com, LLC © 2008 www.yougottacall.com

43. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Pareto (80/20) Principle – 80% of your referral sales come from 20% of your referring customers, friends and neighbors. Find these people – they are 16 times more valuable than your non-referring customers. YouGottacall.com, LLC © 2008 www.yougottacall.com

44. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Pareto (80/20) Principle – 80% of your referral sales come from 20% of your referring customers and friends. Find these people – they are 16 times more valuable than your non-referring customers. 16X YouGottacall.com, LLC © 2008 www.yougottacall.com

45. YouGottacall.com, LLC © 2008 www.yougottacall.com

46. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. YouGottacall.com, LLC © 2008 www.yougottacall.com

47. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. YouGottacall.com, LLC © 2008 www.yougottacall.com

48. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. YouGottacall.com, LLC © 2008 www.yougottacall.com

49. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Thank them. Recognize them. Ask for their advice. Include them. YouGottacall.com, LLC © 2008 www.yougottacall.com

50. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Go to creative places to engage them. YouGottacall.com, LLC © 2008 www.yougottacall.com

51. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Go to creative places to engage them. Internet – newsletters, blogs, forums, local directories YouGottacall.com, LLC © 2008 www.yougottacall.com

52. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Go to creative places to engage them. Internet – newsletters, blogs, forums, local directories Internet – social networks Example: Facebook YouGottacall.com, LLC © 2008 www.yougottacall.com

53. Facebook stats YouGottacall.com, LLC © 2008 www.yougottacall.com

54. Facebook stats Independent research College graduates of a private northeastern university: Aged 25 – 30 – 80+% membership Aged 33 – 60 – 30+% growth per MONTH over 10 months. YouGottacall.com, LLC © 2008 www.yougottacall.com

55. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Go to creative places to engage them. Internet – newsletters, blogs, forums, local directories Internet – social networks Example: Facebook Connect with friends, customers Build a page Share links and content with blog Advertise YouGottacall.com, LLC © 2008 www.yougottacall.com

56. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Have creative reasons to engage them. Go to creative places to engage them. YouGottacall.com, LLC © 2008 www.yougottacall.com

57. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Use creative ways to engage them. Have creative reasons to engage them. Ask them for referrals. YouGottacall.com, LLC © 2008 www.yougottacall.com

58. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Creative ways to engage them. Creative reasons to engage them. Ask them for referrals. Nicely. Politely. Creatively. Often. YouGottacall.com, LLC © 2008 www.yougottacall.com

59. Tapping into “Word-of-mouth”: What can you do? Find the people talking about you. Get their email addresses. Creative ways to engage them. Creative reasons to engage them. Ask them for referrals. Nicely. Politely. Creatively. Often. Just ask them! YouGottacall.com, LLC © 2008 www.yougottacall.com

60. Benefits of social media marketing: 1. Connect with your network of satisfied clients YouGottacall.com, LLC © 2008 www.yougottacall.com

65. Build a self-sustaining base of future business … for a change. Building Your Sales With Social Media Marketing YouGottacall.com, LLC © 2008 www.yougottacall.com

66. Build a self-sustaining base of future business … for a change. Building Your Sales With Social Media Marketing YouGottacall.com, LLC © 2008 www.yougottacall.com