1. Critical Selling Skills for Small Businesses Innovative Selling Skills that Pay-off in Increased Sales and Satisfied Customers

2. Session 2 Critical Selling Skills for Small Businesses 1

3. Online Selling Skills How to Sell Your Product or Service to an Online Audience Presented by: Kristine Scheufele

4. TOPICS TO COVER: 1.Changes in Selling Since the Internet 2.Similarities and Differences Between Traditional Selling v. Online Sales 3.How to Use Social Media Effectively 4.Four Main Activities of Social Media 5.Top Social Media Sites and The Best Uses for Each 6.Business Citations – a FREE tool to help jumpstart your business 7.BONUS ROADMAP: A Step-by-Step Guide to Becoming an Online Powerhouse 3

5. Changes in Selling Since The Internet Began Educating Consumers Consumers and businesses read online reviews and research More educated consumers – go online to research and buy at store OR go in store to research and buy online 4

6. Similarities Between Traditional and Online Sales Presence –Traditional: appearance, clothing, posture –Online: articles, posts, friends, likes Conversation –Traditional: In person, per client/customer –Online: Available at all times via the internet, “set in stone”, one message shared among entire audience 5

7. Differences BetweenTraditional Selling vs Selling Online Traditional Sales Direct conversations Face to face interaction Persuade client to ‘buy’ Consumers and businesses call in to the provider to ask about product or service Online Sales Conversations are online, shorter and more interactive Interaction happens mostly online, sometimes via video chat Provide FREE information to earn clients’ trust for eventual sale (Enriched Offerings) 6

8. Enriched Offerings Enriched Offerings are articles or lists that provide valuable information to your audience, and include a subtle selling technique designed to move your customers closer to the actual sale Example: Four ways to eat healthier: 1.Shop at Farmer’s markets 2.Avoid eating out 3.Try exciting new recipes (www.foodtv.com)www.foodtv.com 4.Try different meat replacements 7

9. How to Use Social Media Effectively Understand Your Brand: Us – Them – Communities – Influencers What are Your Desired Outcomes? SPECIFIC, not fuzzy Choose only ONE or TWO platforms –Facebook, Twitter, Instagram, Pinterest Discover Micro-segments and Communities Professionally Stalk Influencers 8

10. Social Media Activity Year 1 9

11. The Top 4 Social Networking Sites FacebookTwitterPinterestInstagram Audience Demographic 30+ with kidsUnder 30 Primarily women Under 30, urban residents Best Uses Customer reviews and feedback Discount codes and coupons Tutorials Branding photos Percent of Internet users 67%16%15%13% 10

12. Social Media in the US as of November 2013 11

13. Business Citations Local Business listings entered into website directories Counted as ‘votes’ for your business by Google, Yahoo, Bing, and other major search engines Require NO maintenance FREE and require minimal time investment 12

14. BONUS ROADMAP Includes details on exactly what to do to generate leads Follow handout step-by-step to have your prospects contact YOU for more information Provides resources to help make each step easier 13

15. Questions and Answers Thank you for your time! Please email me at kscheufele@realestateipg.com with any questions you may have after this session kscheufele@realestateipg.com 14