Social Media Marketing

Social media is a staple of modern life. It is so enmeshed in the way that we communicate that companies have little choice but to engage social media as part of their marketing strategy. Before implementing any social media strategies, you should take the time to understand the benefits as well as the risks of using different social media platforms to reach current and potential customers.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Understand different social media platforms
  • Identify audience
  • Monitor and measure performance
  • Consider pros and cons before making decisions

Facebook

  • Pros / Cons
  • Likes / Comments
  • Posts / Links
  • Tracking and Measurement
  • Case Study
  • Assessment

YouTube

  • Pros / Cons
  • Channel
  • Content and Voice
  • Tags and Measurement
  • Case Study
  • Assessment

Twitter

  • Pros/ Cons
  • Voice
  • Tags and Links
  • Case Study
  • Assessment

LinkedIn

  • Pros / Cons
  • Optimize Search in Profile
  • Groups and Links
  • Tracking and Measurement
  • Case Study
  • Assessment

Google

  • Pros / Cons
  • Natural Search Links
  • Strategy
  • Tracking and Measurement
  • Case Study
  • Assessment

Pinterest

  • Pros/ Cons
  • Pins and Boards
  • Traffic and Links
  • Tracking and Measurement
  • Case Study
  • Assessment

Tumblr

  • Pros / Cons
  • Posting and Conversation
  • Links
  • Tracking and Measurement
  • Case Study
  • Assessment

Flickr

  • Pros / Cons
  • Expand Sharing
  • Discussion
  • Tracking and Measurement
  • Case Study
  • Assessment

Snapchat

  • Pros / Cons
  • Audience
  • Ads
  • Tracking and Measurement
  • Case Study
  • Assessment

Top 10 Sales Secrets

“Sales” is much more than providing the customer with the goods, in exchange for money. Sales involve a relationship not only between the sales representative and the customer, but the company and the customer. There are many traits that customers look for in not only products, but in sales people also. Being the only link between the product and the customer, it is important to develop these important traits.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Learn how to develop effective traits
  • Learn how to “know” your clients better
  • Better represent the product/service
  • Cultivate effective leads
  • Sell with authority
  • Learn how to build trusting, long term relationships with customers

Effective Traits

  • Assertiveness
  • Emotional Intelligence
  • Solve Problems
  • Close
  • Case Study
  • Assessment

Know Clients

  • Research
  • Customer Values
  • Customer Needs
  • Anticipate Needs
  • Case Study
  • Assessment

Product

  • Know Your Product
  • Believe in the Company and Product
  • Be Enthusiastic
  • Link Product to Customer’s Values
  • Case Study
  • Assessment

Leads

  • Sift Leads
  • Time vs. Cost of Pursuing Leads
  • Let Go of Leads Going Nowhere
  • Focus on Positive Leads
  • Case Study
  • Assessment

Authority

  • Develop Expertise
  • Know Your Competition
  • Continue Education
  • Customer Problems Using Authority
  • Case Study
  • Assessment

Build Trust

  • Testimonials
  • Transparent
  • Be Genuine
  • Take on Customers’ Point of View
  • Case Study
  • Assessment

Relationships

  • Listen Actively
  • Communicate Often
  • Rewards
  • Build New Relationships
  • Case Study
  • Assessment

Communication

  • Be Prepared, Not Scripted
  • Use Humor
  • Be Yourself
  • Thank and Reward
  • Case Study
  • Assessment

Self-Motivation

  • Value Your Work
  • Reward Achievements
  • Focus on Success
  • Do Not Procrastinate
  • Case Study
  • Assessment

Overcoming Sales Objections Best Practices

Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections. With the right training, it is possible to turn objections into opportunities. Investing in sales objection training will help improve sales and the company’s bottom line.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Understand the factors that contribute to customer objections.
  • Define different objections.
  • Recognize different strategies to overcome objections.
  • Identify the real objections.
  • Find points of interest.
  • Learn how to deflate objections and close the sale.

Three Main Factors

  • Skepticism
  • Misunderstanding
  • Stalling
  • Case Study
  • Assessment

Seeing Objections as Opportunities

  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
  • Assessment

Getting to the Bottom

  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
  • Assessment

Finding a Point of Agreement

  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • Case Study
  • Assessment

Have the Client Answer Their Own Objection

  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
  • Assessment

Deflating Objections

  • Bring up Common Objections First
  • The Inner Workings of Objections
  • Case Study
  • Assessment

Unvoiced Objections

  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
  • Assessment

The Five Steps

  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Case Study
  • Assessment

Dos and Don’ts

  • Dos
  • Don’ts
  • Case Study
  • Assessment

Mastering Prospecting and Lead Generation

Prospecting and lead generation are essential to the success of any sales organization. Unfortunately, many people view the process as tedious and only engage in the bare minimum. By changing your personal perspective of prospecting and engaging in fun, new activities, your company will benefit from new enthusiasm and increase sales leads.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Identify prospects
  • Implement both traditional and new marketing methods
  • Use the pipeline effectively
  • Educate customers
  • Track activity and make adjustments as needed

Prospecting

  • Make It a Priority
  • Identify Your Ideal Prospect
  • Choose Prospecting Methods
  • Make It a Habit
  • Case Study
  • Assessment

Traditional Marketing Methods

  • Cold Calling
  • Direct Mail
  • Trade Shows
  • Networking
  • Case Study
  • Assessment

Social Networking

  • Search Engine Marketing
  • Email Marketing
  • Display Advertising
  • Case Study
  • Assessment

Generating New Leads

  • Become a Brand
  • Webinars
  • Blogs
  • Engaging Video
  • Case Study
  • Assessment

Avoid Common Lead Generation Mistakes

  • Limiting Channels
  • Failure to Provide Value
  • Failure to Connect
  • Failure to Try
  • Case Study
  • Assessment

Educate Prospects

  • Content Creation
  • Stand Out from the Competition
  • Fill Customer Needs
  • Always Deliver on Promises
  • Case Study
  • Assessment

The Pipeline

  • Contact
  • Meet
  • Propose
  • Close
  • Case Study
  • Assessment

Follow up Communication

  • Know Your Leads
  • Move Quickly
  • Know How to Respond
  • Set Future Meetings
  • Case Study
  • Assessment

Track Activity

  • Use the Appropriate Tools
  • Assess Your Advertising Sources
  • Record Information about Leads
  • Assess ROI
  • Case Study
  • Assessment

Sales Fundamentals

Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money. This course will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Understand the language of sales
  • Prepare for a sales opportunity
  • Make an effective pitch
  • Handle objections
  • Seal the deal
  • Follow up on sales
  • Set sales goals
  • Manage sales data
  • Use a prospect board

Understanding the Talk

  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms
  • Case Study
  • Assessment

Getting Prepared to Make the Call

  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
  • Case Study
  • Assessment

Creative Openings

  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening
  • Case Study
  • Assessment

Making Your Pitch

  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered
  • Case Study
  • Assessment

Handling Objections

  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies
  • Case Study
  • Assessment

Sealing the Deal

  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember
  • Case Study
  • Assessment

Following Up

  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch
  • Case Study
  • Assessment

Setting Goals

  • The Importance of Sales Goals
  • Setting SMART Goals
  • Case Study
  • Assessment

Managing Your Data

  • Choosing a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems
  • Case Study
  • Assessment

Multi-Level Marketing

For many business people, the thought of multi-level marketing can seem kind of scary. It is often misrepresented as a ‘pyramid scheme’, which can make some business owners weary. Others may simply not have any information about it. But with a little education and training, many people find multi-level marketing a great tool for their company.

Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. By the end of this course, you will be able to:

  • Know how multi-level marketing works
  • Build contacts
  • Recruit new agents
  • Be familiar with social media and marketing
  • Provide training for recruits

How Does Multi-Level Marketing Work

  • Networking Marketing
  • Independent Agents
  • Commission-Based
  • Agents Recruit New Agents
  • Case Study
  • Assessment

Building a Contact List

  • Leverage Personal Networks
  • Warm Lists
  • Internet Lead Generation
  • Purchasing Lead Lists
  • Case Study
  • Assessment

Recruiting New Agents I

  • Draw on Personal and Professional Network
  • Recruit Satisfied Customers
  • Recruit Those Who Seek Work Flexibility
  • Stress Benefits of Being Agent
  • Case Study
  • Assessment

Recruiting New Agents II

  • Invitation to Marketing Presentation
  • Focus Presentation on Benefits
  • Showcase Success Stories
  • Provide Several Presentation Media
  • Case Study
  • Assessment

Training MLM Agents

  • Sponsorship/Mentorship
  • Provide Training in Marketing
  • Provide Training in Recruitment
  • Provide Ethics Training
  • Case Study
  • Assessment

Sponsorship/Mentorship

  • Pair New Agents with Mentors
  • Benefits of Sponsorship/Mentorship to Mentee
  • Benefits of Sponsorship/Mentorship to Mentor
  • Best Mentorship Practices
  • Case Study
  • Assessment

Provide Marketing Presentation Training

  • Provide Training in Presentations
  • Provide Copies of Marketing Presentation
  • New Recruits Practice Presentation
  • Offer Marketing Resources
  • Case Study
  • Assessment

Provide Social Media Training

  • Social Media is Key to Networking!
  • Websites and Blogs
  • Facebook and Twitter
  • LinkedIn
  • Case Study
  • Assessment

Provide Training in Recruitment

  • Building a Contact List
  • Leveraging Personal and Professional Networks
  • Provide Presentation/ “Elevator speech” Training
  • Discuss Follow-up
  • Case Study
  • Assessment

Internet Marketing Fundamentals

The Internet has forever changed the way the people shop and conduct business. Even experienced marketing professionals need help navigating the pitfalls of Internet marketing. Integrating the marketing techniques with modern technology is essential for every business. With the appropriate skills, both companies and individuals will be able to create successful Internet marketing techniques.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Know how to conduct market research
  • Develop a workable Internet marketing campaign
  • Recognize your target market
  • Understand your brand
  • Grasp SEO and website characteristics
  • Find and capture leads

SWOT Analysis in Marketing

  • Strength
  • Weaknesses
  • Opportunities
  • Improve Image
  • Case Study
  • Assessment

Marketing Research

  • Consume All Media
  • Find the Right Price
  • Product Development and Improvement
  • Identify Your Target Audience
  • Case Study
  • Assessment

Real Time Marketing

  • Dynamic Content
  • Engagement Builds Followers
  • Constant Readiness
  • The Time, the Place, the Media
  • Case Study
  • Assessment

Brand Management

  • Every Interaction Counts
  • Consistent Through all Media
  • Unique Qualities
  • Needs to be Actively Managed
  • Case Study
  • Assessment

Social Media (I)

  • You Are Building a Community
  • A Personal Touch
  • Brand Champions
  • Make it Easy to Share
  • Case Study
  • Assessment

Social Media (II)

  • Content is King
  • Blog and Interact
  • Webinars
  • Constant Monitoring
  • Case Study
  • Assessment

SEO Basics

  • Relevant and Original Content
  • Keywords
  • Value Proposition
  • Linking
  • Case Study
  • Assessment

Website Characteristics

  • SEO Optimization
  • Landing Page
  • Analytics
  • Mobile and Tablet Friendly
  • Case Study
  • Assessment

Capturing Leads

  • Lead Management and Generation
  • Give Something Away
  • Quality vs. Quantity
  • Capture Repeat Customers
  • Case Study
  • Assessment

The Principles of Effective Marketing

Thanks to the rise of technology and social media, the world of marketing and advertising has become bigger than ever. Marketing has gone beyond the classic printed ads, billboards or even television commercials. Unfortunately, this can cause any company to become confused or even intimidated about getting their product or service out into the market. But if we can learn the right strategies with the right tools, we can break into the marketing world without fear or hesitation.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Define your market.
  • Know the different types of marketing and ways to use them.
  • Learn effective ways of communicating with the customer.
  • Know how to set marketing goals and strategies.
  • Recognize common marketing mistakes and know how to avoid them.

What is Marketing?

  • What is a Market?
  • Marketing is Not Selling
  • Understanding Customer Needs
  • Defining Your Product or Service
  • Case Study
  • Assessment

Common Marketing Types (I)

  • Direct Marketing
  • Active Marketing
  • Incoming Marketing
  • Outgoing Marketing
  • Case Study
  • Assessment

Common Marketing Types (II)

  • Guerrilla Marketing
  • B2B Marketing
  • B2C Marketing
  • Promotional Marketing
  • Case Study
  • Assessment

The Marketing Mix

  • Product
  • Price
  • Promotion
  • Place
  • Case Study
  • Assessment

Communicating the Right Way

  • The Marketing Pitch
  • Sell Value, Not the Price
  • Fun and Entertaining is Powerful
  • Choosing the Right Media
  • Case Study
  • Assessment

Customer Communications

  • Give Your Customers a Voice
  • It’s Not About You, It’s About Them
  • Every Interaction Counts
  • Answer Questions Honestly
  • Case Study
  • Assessment

Marketing Goals

  • Brand Switching
  • Repeat Purchases
  • Brand Loyalty
  • Inform and Educate
  • Case Study
  • Assessment

The Marketing Funnel

  • Awareness
  • Interest
  • Desire
  • Action
  • Case Study
  • Assessment

Marketing Mistakes (I)

  • Not Taking Social Media Seriously
  • Not Having a USP
  • Cross Cultural and International Translations
  • Not Building a Relationship
  • Case Study
  • Assessment

Media and Public Relations

In this course, you will get knowledge you need to manage effectively your image and value by forming solid networks through strategic communication planning. Effective networking is essential for day-to-day business or for those times when you are actively pursuing job opportunities.

Networking and public relations is the most successful method of communicating your value to those around you. Furthermore, good networking skills enable you to tap into those relationships you already have and increase the scope of your network. This course is designed to give you practical teaching and hands-on tools that will get you networking once you complete this course.

Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today.
By the end of this course, you will be able to:

  • Network for success
  • Manage “Meet and Great” opportunities
  • Dress for success
  • Write effectively
  • Set goals
  • Manage media relations
  • Plan issue and crisis communication
  • Use social media
  • Deliver effective employee communication

Networking for Success (I)

  • Creating an Effective Introduction
  • Making a Great First Impression
  • Case Study
  • Assessment

Networking For Success (II)

  • Minimizing Nervousness
  • Using Business Cards Effectively
  • Remembering Names
  • Case Study
  • Assessment

The Meet and Greet

  • The Three-Step Process
  • The Four Levels of Conversation
  • Case Study
  • Assessment

Dressing for Success

  • The Meaning of Colors
  • Interpreting Common Dress Codes
  • Deciding What to Wear
  • Case Study
  • Assessment

Writing

  • Business Letters
  • Writing Proposals
  • Reports
  • Executive Summaries
  • Case Study
  • Assessment

Setting Goals

  • Understanding Goals
  • SMART Goals
  • Helping Others with Goal Setting
  • Case Study
  • Assessment

Media Relations

  • Television
  • Print
  • Web Presence, Blogs & the Internet
  • Case Study
  • Assessment

Issues and Crisis Communication Planning

  • Gauging the Impending Crisis Level
  • Providing Feedback and Insights
  • How Information Will be Distributed
  • Tracking the Overall Effect
  • Case Study
  • Assessment

Social Media (The PR Toolkit)

  • Blogs
  • Wikis
  • Podcasts
  • Social Bookmarks
  • RSS Feeds
  • Case Study
  • Assessment

Motivating Your Sales Team

Sales can be a tough job, and it can be hard to keep your sales team motivated to pursue leads and close deals day after day. Rejection is sometimes part of the job in sales, and that can make some days more difficult than others. Developing a solid set of strategies for motivating your sales team will not only increase your bottom line, but will increase team member satisfaction and retention. Taking the time to figure out how best to prepare and motivate your sales team is one of the best investments you can make in your organization.

Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. By the end of this course, you will be able to:

  • Discuss how to create a motivational environment
  • Understand the importance of communication and training in motivating sales teams
  • Determine steps your organization can take to motivate sales team members
  • Understand the benefits of tailoring motivation to individual employees
  • Apply the principles of fostering a motivational environment to your own organization

Create a Motivational Environment

  • Conduct Frequent Team Check-Ins
  • Train Your Team
  • Emulate Best Practices
  • One Size Does Not Fit All!
  • Case Study
  • Assessment

Communicate to Motivate

  • Regular Group Meetings
  • Regular One on One Meetings
  • Focus on Strengths and Development Areas
  • Ask for Feedback
  • Case Study
  • Assessment

Train Your Team

  • Focus on Training and Development
  • Peer Training
  • Mentoring
  • Keep the Focus Positive!
  • Case Study
  • Assessment

Emulate Best Practices

  • Look to Industry Leaders
  • Solicit Team Member Suggestions
  • Take a Field Trip!
  • Leverage Outside Expertise
  • Case Study
  • Assessment

Provide Tools

  • The Right Tools
  • Ask Team Members What Tools They Need
  • Provide High Quality Tools
  • Allow for Training
  • Case Study
  • Assessment

Find Out What Motivates Employees

  • One Size Does Not Fit All!
  • Find Out What Motivates Individuals
  • Discover What Motivates the Team
  • Tailor Rewards to Employees
  • Case Study
  • Assessment

Tailor Rewards to the Employee

  • Motivation is Personal!
  • Choose 1-3 Motivators
  • Employee’s Personal Goals
  • Reward Achievements
  • Case Study
  • Assessment

Create Team Incentives

  • Incentives Foster Teamwork
  • Team Goals
  • Choose 1-3 Motivators
  • Reward Achievements
  • Case Study
  • Assessment

Implement Incentives

  • Regular Incentives
  • Mark Milestones
  • Encourage Friendly Competition
  • Keep the Value Reasonable
  • Case Study
  • Assessment