How can blogging help you sell?

business case social selling
Do you want to know how blogging can help you sell?

Are you sceptical if it will work in your business niche/sector/industry?

Are you trying to figure out if you should start a blog?

Then read on…..

While on holiday in Thailand I saw this article pop up in my Flipboard.

7 Dynamic Ways Businesses can Blog for SEO, Brand-Building, and Thought Leadership

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How to create a business case for a social selling

business case for social selling
Do you work in sales?

Are you passionate about how social can help your organisation sell more?

Do you want to know what role content marketing and content creation will play in the future way you will  communicate with your potential customers?

This post explains how you can build a business case to help change the way your business sells it products and how your sales process works.

In my previous post on how to sell in a social era I explained some of the differences between a traditional sales person and person selling in the social era. I mentioned that up to two thirds of buying process is done before you speak with a salesperson. With this post I want to go into a bit more depth and help you demonstrate the return on investment to get buy in, so you can focus in this area. This post will give you some ideas how you can demonstrate the concept to the following people:

  • CEO
  • CMO
  • Managing directors
  • Sales directors
  • Sales managers

It will allow you to spend more time in your current role or create a new role so you can help your company do it better.

For the purpose of this post

I define social selling as using the social web to help you sell your products or services

I define content as information which conveys a message, such as a blog, video, podcast, ebook etc

Teaching vs selling

abc writing

There is a phrase which I learnt from a thesaleslion.com post called assignment selling. The higher the value item you sell –  the more relevant this is.

The concept works like this. When a salesperson goes to a sales appointment they spend a great deal of their time trying to inform the prospect what their product does and why they must have it. If the prospect doesn’t know this information before you visit then you risk wasting time your time with a prospect, who is never going to be a customer.

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How do you sell in the social era?

how to social selling
Are you looking to improve or modernise the way you sell?

Do you want to learn how you can use the social web to help you sell more?

In this post I will discuss both the traditional and the new ways salespeople can work.

After reading this post you will have an insight into what the future of selling will look like. Hopefully you will start to see that there are alternative ways of working that will help you to help your customers more, which in turn will help you hit your sales targets.

A salesperson is often one of the highest paid people in the business. I believe unless salespeople change the way they work, they will lose their influence over the sales process, which warrants their high compensation packages.

£20 note fanned out

What does a salesperson actually do?

Wikipedia explains the verb describing what a salesperson does:

Selling is offering to exchange an item of value for a different item. The original item of value being offered may be either tangible or intangible. The second item, usually money, is most often seen by the seller as being of equal or greater value than that being offered for sale

Basically a salesperson attempts to convince a potential customer that there is more value in what his company is trying to sell than what they are charging for it.

Imagine a world without salespeople? The world of business would stop. Right? [Read more...]

How radical transparency can help you sell

great ideaOne of the values you need to adopt to be successful at social selling is transparency.

I watched this video a few years ago and it is still as valuable today if not more so than it was back then.

In this video Jeffrey Hollender discusses “Radical transparency” as appose to transparency. Transparency is deciding what to be transparent about where as “Radical transparency” is being transparent by default and without question.

It is uncomfortable for almost everyone but in this example he shows how it can quickly prove to be the ultimate leveller of the playing field. If you are a good company who cares about its customers and genuinely puts them first, you will become more successful. If you only care about making money, hitting your targets and keeping your boss/shareholders happy you should be very afraid.

If you are a good company radical transparency will make you more successful

Listen to this example of how in Jeffrey’s business radical transparency helped him make more sales.

Trouble viewing? Watch on YouTube

Social Media Profile Image Sizes

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I found this resource whilst browsing the interweb and thought it was a great resource to share. It is important to have a consistent personal brand across all your social media profiles. This guide provides all the sizes you need to make the most of your Facebook, Twitter, Google+, LinkedIn, Pinterest, Instagram and YouTube.

Social media profile image sizes: Quick reference

Facebook image dimensions

  • Facebook cover photo: 851 x 315
  • Facebook profile photo: 180 x 180

Twitter image dimensions

  • Twitter header image: 520 x 260
  • Twitter profile image: 81 x 81

Google+ image dimensions

  • Google+ cover photo: 2120 x 1192
  • Google+ profile photo: 270 x 270

LinkedIn image dimensions

  • LinkedIn cover photo: 646 x 220
  • LinkedIn profile photo: 100 x 60

Pinterest image dimensions

  • Pinterest profile photo: 160 x 165

Instagram image dimensions

  • Instagram profile photo: 110 x 110

YouTube image dimensions

  • YouTube cover art: 2560 x 1440
  • YouTube cover art safe area: 1546 x 423

 

Thanks to Tent Social for producing this guide

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21st Century Business and Leadership by @LeeBryant from @MeaningConf

presentation
In the same way that I was inspired by a vision for the future of business pitched at the Social Business Summit 2012, Lee Bryant delivered a thought provoking and insightful presentation at Meaning Conference last month.

The key ideas which resonated with me were:

  • To be a successful company you need to have a purpose and try to achieve something more than just make money
  • Traditional organisational structures are broken
  • Startups are chasing high valuations, big payouts and IPOs rather than trying to do something they care about. (Company like Snapchat and Pinterest have multi billion valuations with little revenue and no proven business model)
  • Startups work well with a task based organisational structures until they get about 30 people when they try and emulate the broken corporate organisation structure

Video playback of the presentation

Watch on YouTube

Slides from presentation

View on Slideshare

Headshift 2.0

Lee is one of two founders of Headshift which was acquired by Dachis Group.  I lucky enough to spend some time working with them in the London office.  I have a lot of respect for what they have both achieved to date and look forward to seeing their new venture called Post*Shift unfold in 2014. Lee Bryant and Livio Hughes hired me to work at Dachis Group. The thing that inspired me to want to join Dachis was the vision they created at the Social Business Summit 2012 in London and more specifically Dave Gray’s Connected Company presentation and Nilofer Merchant‘s Social Era presentation.

I wish them every success in their new venture.

Best business video since @SimonSinek

great idea
For a long time I have appreciated Marcus Sheridan and his approach to marketing and business. I read every one of his blog posts, I listen to his podcast and have read his free ebook on inbound marketing.

His honest approach gave me the purpose and inspiration to quit a well paid, well-respected job to launch my company ItIsWhatIt.Is.

Not content with being on the front page of the New York Times business section this amazing guy has joined the elite thinkers in the world and given us a TED talk.

Simon Sinek changed my world when I saw his TED talk. Marcus has also changed the way I think and sums up all that good stuff in these 12 minutes.

If you do one thing I ever ask you, watch this video. Don’t do it for me, do it for yourself. It might just be the start of a new chapter of business success in your life.

Trouble viewing? - Go direct to view on YouTube

Read Marcus’ own blog post about the Talk

[Video] Chris Heffer speaking about Social Data and CRM for Social Media Week 2012

presentation
This is the video for the presentation I did as part of Social Media Week 2012. I presented on how social data could be used in CRM. The presentation was part of the Social Data and Privacy Event held at Nebarro as part of Social Media Week London 2012.

Topics covered in presentation

  • What is CRM
  • How could social data be used with a CRM
  • What is the future of business in with these ideas
  • What CRM systems are good at and where they are not not so good
  • Use case for social data for consumer packaged good industry (FMCG)
  • Use case for social data for television production companies industry
  • Use case for social data in retail – one
  • Use case for social data in retail – two

Would love your feedback if you get a chance to watch any of the video.

Slides from event

Chris Heffer speaking at Facebook HQ for Social Media Week

presentation
This is the video for the presentation I did as part of Social Media Week 2012. I presented on “why you don’t need a social media strategy”.

Would love your feedback if you get a chance to watch any of the video.

Full write up without the video - Why you don’t need a social media strategy from #smwldn

View video on YouTube

 

Slides from event

View slides on Slideshare

How to get more REAL followers on Twitter

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Do you want to find followers on Twitter?

Do you want to find real followers who actually want to hear what you have to say, engage with you and re-tweet what you say?

Read on if you want to learn how you can add more followers to your total on Twitter.

This blog is the result of me trying out something I have heard Gary Vaynerchuk talk about in a lot of his keynotes. Gary talks about how he built up his following on Twitter by answering people’s questions. That’s it. I have always advocated answering people’s questions in your blog and this applies equally to Twitter.

The big mistake a lot of people make is that they think social media is just another way for them to sell their stuff. I think the opposite, as does Gary.

I do not want followers for the sake of having followers. It is not a vanity thing. I do not think having lots of followers is any use to people if they do not follow you for the right reasons. If you have a million followers who don’t care what you say it isn’t as good as 100 who do care what you say.

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