Social Selling – Basic Tools to Gain Influence and Dominate your Territory – Guest Post Timothy Hughes

I’m going to start this blog assuming you know about Social Selling already. That buyers can now cut you the seller out by using Google and other techniques. As a seller you will have already wised up to the fact you need to do something different.

Here is a quick summary of techniques and tools you can use to support your selling efforts.

There are many others tool, if you have any suggestions or “hacks” you want to share, please do in the comments.

LinkedIn: Continue to build your personal brand this has to be buyer centric. That means that if a buyer (usually in salesperson avoidance mode) came across your profile, would they avoid you, or maybe you can convince them to stop by and ask your advice.  But please don’t see Linkedin as some passive “tick box” exercise, your should be using Linkedin to drive “inbound” through your profile.

Sales Navigator: Great tool to allow you to research and monitor your prospects and accounts. LinkedIn quote that for the average Enterprise sale 5.4 people are involved.  The mistake that sales people often make is that it’s easier talking to somebody in your comfort zone.  Often they are part of the problem and not part of the solution.  Sales Navigator allows you to get broader and wider in an account to cover all the bases and lock your competition out.

Twitter: This is a great resource to allow to find and engage with people in your prospects and accounts. While this sounds like Sales Navigator, what you will find is that Changemakers will tend to use Twitter as they see it as a way to grow and connect with influence.

On Twitter you need a clear biography, most corporations will insist that you need a comment that your opinions are my own and a link to your LinkedIn Profile. Don’t link to your corporate website.

Buffer: Buffer is a web browser plugin that allows you to “buffer up” tweets. While automation should be used with care, it is “Social” Media after all, it is a way that you can Tweet and work at the same time.

Tip: Do NOT post to multiple Social Networks at the same time. This is easy to spot and will be seen by followers of yours on multiple platforms to be spammy.

How do you Increase The Visibility of your Tweets?: One tool that will allow you to do this is Crowdfire. It allows you to follow certain hashtags.

Or why not follow all your competitors followers and steal their Influence?

How as a Salesperson can you see what your customers are talking about on Social Media?

Below is the dashboard for my Twitonomy account

 Twitonomy looks very much like the basic Twitter client. You can reply, retweet and favorite individual tweets.

But Twitter analytics is where the tool really shines. Once signed in, you’ll get a Twitonomy profile page that has all kinds of statistics. There is too much really to mention, sign up and have a play.

In terms of your customers it will help find them, you can see who influences them, the hashtags they are using

Want to know your customers better and be alerted in case of important information?

https://www.netvibes.com is a great application, like Google alerts on steroids this allows you to listen to prospects and customers at a micro and macro level.

Want to Create some Funky Content that will Stand Out? 

Picplaypost – This app allows you to create photos and videos collages, great video on Youtube here

https://youtu.be/oHGgz0owzQc via @YouTube

Legend – This app allows you to turn text into stunning animations.
Put your words in motion. Inspire people. Make friends laugh. In just 2 taps! Perfect for Instagram, Twitter, iMessage, WhatsApp. Save video or GIF.

Conclusion: Social Media is your best friends to be visible on the market on what you do well, to be perceived as an expert by your eco system and also to have information about your customers, partners, competitors, etc

But you don’t become best friends in 5 minutes, you need to get to know each other and you can find your prospects and position yourself as being there to help.

In my book Social Selling, there is a whole chapter on technology and a practical way that people can use it to create leads and over achieve your quota quicker. It’s written to help support you both salesperson and sales leader on your Social Selling journey.

Want to know how to sell to the modern, connected buyer?

If you’re interested in a blueprint to help you in your move to digital and social then I recommend my book.  “Social Selling – Techniques to Influence Buyers and Changemakers”.  Written in a workbook style, it’s designed to help you implement a digital and Social strategy across Sales and Marketing.

To order follow this link to Amazon there is also a Kindle, eBook version.

About the Author

Tim Hughes is co-founder of Digital Leadership Associates a company that provides support and guidance in all areas of Social as well as Social Selling.  He has been called “an innovator and pioneer” of Social Selling and in the recent Onalytica list of the most influential Social Sellers globally, Tim was named as number 1.

Tim can be contacted on Twitter @timothy_hughes where he has some 150,000 followers or tim@digitalleadershipassociates.com – You can find him at his blog The Social Selling Network

How the New LinkedIn Inbox Helps You Get More Engagement by Brynne Tillman

As LinkedIn continues to change the UX (user experience) there are some things that have a significant impact on workflow, and this is a good one.

Over the years I have had to put hacks in place to make sure I engage with every new connection, but no longer. With the new feature in place, when someone accepts your connection request, you are notified in your inbox. This makes it is simple to send a welcome message that starts the conversation. You will see “Name has accepted your invitation” and if you have included a custom invitation, your note will appear in the messaging thread.

This feature makes it simple to reply with a welcome message. Here are two examples:

Name, Thank you for connecting with me on LinkedIn. After visiting your profile I noticed (SAY SOMETHING RELEVANT) and thought it might make sense for us to connect. If you are open to an introductory phone call, we could explore ways we may be able to work together now or in the future.  To make scheduling easier, here is a link to my calendar http://ScheduleaCallwithBrynne.com – please pick a time that best works for you.

OR if you don’t want a call, but would like to add value:

Name, Thank you for connecting with me on LinkedIn. I am not sure if you are using LinkedIn for sales, but if you are I want to share with you some of our LinkedIn messaging templates that can have a big impact on your business development effortshttp://sslink.co/PeopleLinxLinkedInTemplates.

Good Networking,
Brynne

BONUS: The “Keep in Touch” opportunities show up here now too!

 

Category: LinkedIn

Three Things Your Web Presence Needs To Have Supporting It

Your web presence is one of the best ways to help your business grow to new heights. It can show you new ways to reach customers. To offer them better services than ever. To learn more about the business that you would without the reach of the internet. But you need to make sure that you’re prioritizing three aspects of it. Below, we’re going to look at the three things that need to back up the online presence of any business.

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Visibility

Perhaps the best thing that the internet has to offer to the business owner is the sheer potential of reach that it can offer. You can have your business suddenly by thousands, even millions of people it you do it right. Of course, you shouldn’t look for a lucky break. You should be working to make it easier to see at every opportunity. You should be finding the right communities and social media channels to spread your message. You should be developing the content that gives people more reasons to come visit your web page. You should be using companies like RelativitySEO.com to make it easier for your site to pop up for people browsing the internet. Always think about new ways you can make your business more visible on the internet.

 

Service

It’s not just about being able to reach more people, either. It’s about how you make your business a more pleasant one to interact with for each individual customer. It’s about toning the design of your site so that it’s simple and intuitive. It’s about finding better ways to offer customer service. Whether it’s live on social media, through organized email or using online chat. You want to make your customer’s experience with your company as simple for them as it can be. This is one of the most effective ways to increase the sales in online business. If you’re not doing the best to offer customer service, they’ll move to those who give them a better experience.

 

Learning

If they are moving to your competitors, why exactly are they doing that? You shouldn’t be content to keep doing things the way you are. You need to learn better methods. One of the ways you can do that is by better watching your competitors. Seeing what they’re doing right and what they’re doing wrong. Adapting your approach so they don’t offer anything you don’t. Similarly, you should be looking at the data behind every online interaction you have. Whether it’s how successful your social media posts are or how many people visit your site. Marketingland.com makes it clear that the data driven approach to social media can be the most successful. Learn from your failures and your successes to continuously reiterate and improve.

 

Having a website and a social media presence isn’t enough. You need to work to make it reach more people than before. You need to use it to make it easier for your customers to choose you. Most importantly, you need to learn. You need to collect data and use it to constantly improve.

 

Category: Marketing

Social Media: The Perfect Testing Ground For New Products?

social media

If you have a new product idea – software or physical – then you should consider using social media as a testing ground. It’s a great way to gauge reaction, and it can help you build an enormous buzz to build up to launch day. In this guide, I’m going to take you through several ways you can use social media to test the water on your new product’s popularity. Read on to find out more.

The basics

First of all, make sure you have a product to talk about. In an ideal world, you will have everything ready to send out or sell straight away. But, prototypes from a plastic injection moulding company or beta software can often be a great pull, too. You also need to concentrate on priming your audience for some big news. People love to be ahead of the game and will take a lot more interest in your product if they believe they are getting insider knowledge or exclusive info.

Teaser shots

Next, use the good old art of photography to share teaser shots with your followers. If you are creating a physical product, it is worth hiring a professional photographer to make your images as striking as possible. They will be able to create moody lighting, and give your photos a lot more impact. For software on online products, a screenshot can work in your favour. Again, just give a little glimpse of what people can expect, without revealing too much. The idea is to build excitement and to keep people coming back for more and sharing your news on their feeds.

Take notes

Make sure you are taking notes of any reactions that your audience is giving you. You might find some interesting ideas that you can apply to your product, or it could even open up a market that you hadn’t considered before.

 

Offer opportunity

Once you have created a little buzz about your product, consider offering your audience the chance to get their hands on it. You can do this via a competition, or a draw where you put the name of everyone that shares your page with others into a hat. It’s a great way to build up even more of an audience and get more eyes on your product.

 

Send out the first batch

Now you have a bunch of people who want to use your product, take down their details and send it to them. As part of the T&Cs, you can ask them to share their thoughts with you on your social media page, or their personal blogs. Again, it’s a great chance for you to spread the word even further. And, given the product is free for the recipient, they are likely to be more positive with their opinions.

 

Use video

You can also create a video about your product – they are popular, and give people a more in-depth look at what you are trying to do. If your video – and product – is good enough, you can almost guarantee it will spread like wildfire.

As you can see, social media is a fantastic tool for testing out the marketability of a new product. Make sure you are using some of these tips – and let me know the results!

Category: Social Media

Office Relocation: Three Main Considerations

It is in the nature of businesses to grow as time goes on. Of course, this is what most business owners are hoping for. There is little use in having a business unless you work towards making it as successful as possible. With increasing success comes a changing business. Often, this means that big changes have to be made to accommodate the business’ newfound size. If your business is at this point, then congratulations are in order. Watching a business you started get to this kind of point of expansion is a real joy. However, there is also a lot that you need to think about. A lot of the time, such a sudden spike in sales will means that big changes will have to be made. One such change is the relocation of the office. This is often necessary to deal with the growing business, especially if you also need to take new people on board. If you are thinking about relocating your office, then there is plenty to consider. Let’s have a look at what you need to think about.

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Equipment & Furnishings

Let’s look at what you will stock your new office with first. It is worth thinking about this first of all, because it is often a major expense during such a transitional period as this. A larger office needs more equipment and more furniture, particularly with new people on board. That’s why it is so much in your interest to save as much money as you can on these essentials. There are many ways you can do this. More info here: www.smarta.com/advice/general/the-ultimate-guide-to-moving-into-a-new-office/

 

The first, and most obvious, is to reuse some of the old equipment from the previous office. The truth is, you will probably find yourself reusing the majority of the computers. However, you might not. Some business owners like to make the most of this time during a business’ growth. Such people might well splash out on new systems. At the very least, it is worth considering – or selling the old machines to pay for the new ones.

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Another large concern for any office is the smaller equipment and stationery. It might not seem like these take up much of the budget – but you’d be surprised. In fact, it soon adds up, so it is worth sourcing cheap supplies. Have a look at www.filmsourceinc.net/pouch-laminator-machines-426-ctg.html for some examples.

Lastly, you need to find a sustainable way to source your furniture. This is deceptively important, as comfort makes for a much happier workforce. Never skimp on ensuring that your employees are as comfortable as possible in the workplace.

 

Space

It can be difficult working out how much space you need in your new office. To remedy this difficulty, I would highly recommend making a plan of the new office long before you need to relocate. This is vital for the successful completion of the transition. With a proper plan in place, you can see at a glance what exactly needs doing. It is much easier, on paper, to work out the space required and make it work for you and everyone involved. When you are working out what space you need, it helps if you have a clear idea of how many new people you will be employing. The ideal office space, for many, is one which has a combination of open and closed areas. Different people work in different ways, so it makes sense to cater to their individual needs. Ensure that you have both areas which foster collaboration and areas which allow individuals to work in peace.

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Beyond that, make sure that there is also a fair amount of ‘dead’ space. The last thing anyone wants is to work in an office which is crammed to the walls with desks and computers. Your employees will work best if they feel that they have a bit of space to move around. It is a great idea, for this reason, to introduce a comfy relaxation area as well. What’s more, it helps to have a little space for the business to ‘grow into’. After all, there is every chance that your business will continue to grow in the future. It is helpful if you don’t have to change offices again straight away. Plan well; think of the future.

 

Location

There is one rule which applies equally as well to business as it does to real estate: location, location, location. This famous adage works very well when it comes to choosing the right office space to move into. The location of your office is paramount, after all. Your employees need to be able to get there easily and without much fuss, for a start. If you relocate to somewhere further away, then people are unlikely to be very happy about it. You should ideally try to stay fairly central. Of course, it depends on where your business is located. But there is a fine balancing act which you need to consider if you want your office to work as smoothly as possible. If you are located in the city, don’t suddenly move your office to the suburbs. Your employees won’t appreciate the commute. However, there are downsides to being placed too centrally as well. For a lot of people, it helps to work somewhere slightly away from the centre of things. More information on the importance of location can be found at www.inc.com/magazine/20091001/.

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The location also plays an important role for you financially. Let’s not forget that you will be paying rent for your new office space. With that in mind, be sure to find somewhere which does not drain the business of its resources. There is little use in spending all of your money on new office space. There is a fine line to draw here – you don’t want to sacrifice on quality either. Finding the right balance can be difficult – but it is worth it and it pays off in the long run.
With a little dedication and some serious time put into it, you can find your new office easily. As long as you remember the importance of keeping your staff happy, and watching the pennies, you should be fine.

Category: Business

How You Can Persuade New People To Visit Your Website

Persuading new people to come to your website could be the difference between success and failure. Your website has to have the ability to appeal to people outside your core group of fans and followers. Here are some tips to help you with that.

Guest Blog

Guest blogging is something that is still very valuable, no matter what other people tell you. If you can secure a guest blogging spot on a good site, your own website will receive a massive boost. As long as you make sure that it’s easy for people to follow a link back to your website, it’s definitely worth it. Creating spam content is not going to go down well though, so make sure that you’re creating good content. It should encourage people to read more of your writing. And you should also be sure to ask other reputable bloggers to write guest blog posts for your own website.

 

Get Advice and Help from the Best

You can’t do it all by yourself when it comes to directing more people towards your website. You really need to get the right support from everyone around you if you can. What you really need is help and advice from the best professionals. So, talk to people who know about improving traffic and conversion rates. If you don’t already know anyone with those kinds of skills, you should hire a company to do the work for you. There are many companies out there that focus on things like conversion rate optimisation. They can be the ones to increase the number of people who visit your website and become customers.

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Post Content to LinkedIn

LinkedIn is one of the very best platforms for businesses these days. It’s a site that you should definitely be taking advantage of. It’s like the social media platform for business leaders and professionals. And these are people with influence. If they like the kind of thing that you post on your website, they could share it on other platforms too. This can massively boost the amount of traffic coming towards your site. Of course, the content will need to be good in the first place if you are going to make this happen. So, the quality should come first. But once that’s covered, share it on LinkedIn and see what happens.

 

Make the Site Fast

People won’t give your site a chance if it’s not fast. They will leave and head to a competitor before the page has even had the chance to load properly. If speed is an issue for you, you should think about what is making your site so slow. It might be the case that your web host is letting you down. If that’s true, then you should find an alternative as quickly as possible. There’s nothing worse than having to put up with a host that doesn’t do what you’re paying for. Third-party plug-ins and things like that can also have an impact on the speed of your website. Whatever it takes, make your website faster.

Category: Blogging, SEO

4 Advanced SEO Techniques That Will Increase Your Traffic

The more you can increase traffic to your site, the more sales you will make. The sales should lead to higher revenue streams, which will lead to more profit. Finally, you should be well on the road to running a successful business. As you can see, traffic is essential for any and every business. But, it isn’t possible with SEO. Sure, you will see some traffic even if you don’t bother with links or keywords. Yet, it will be minimal. To get big amounts of people visiting your site, you need to use advanced techniques. Here are a few that work very nicely.

 

#1:  The Wisdom Of Crowds

The wisdom of crowds is a theory that states the best place to find information is from a large group of people. That is because a large group has a diversified range of thoughts and opinions. In your case, that group of people is your customer base. And, what they say is what should drive your site. They are the people that you want to impress and accommodate as they are the ones that spend money. So, it is vital that you give them what they desire. To do that, mine the information they give you from sources such as social media posts and surveys. Everything they say on these platforms is a piece of constructive criticism that you can use to your advantage.

 

 

#2: White Label SEO

There are many forms of search engine optimization, but white label SEO is one of the most effective. In basic terms, it is where two companies come together for the good of the cause. In more basic terms, it is where two companies piggyback off each other’s success. Both provide a part of SEO, and then both reap the rewards of the partnership. The trick is to find a business that targets the same market, but that isn’t a direct competitor. Or, you can use agencies that specialize in white label services.

 

#3: Optimize Landing Pages

Sure, your homepage is an important part of luring people to your site. But, a landing page is a more effective tool. That is because landing pages are normally the pages that the customer wants to look at first. So, instead of going through your site, you want them to land on the right page at the first time of asking. To do that, you need as many landing pages as possible. For every marketing campaign that you set up, you want a specialized page with a strong value proposition. Why? It is because it makes your site more ‘clickable’ to browsers.

 

 

#4: Target Mobile Users

The internet isn’t about desktop users anymore. Mobile users are taking over, and you need to adapt to the change. Tablet and smartphone users are a huge percentage of your base, and you can’t afford to dismiss them. With that in mind, create mobile sites that are easy to navigate. Your customers will notice the change, and they will thank you with their time. An app is also a great idea if you can create one for a reasonable price.

Category: SEO