Inbound Sales is ALL About Outbound Social Media? Or is it?

As the world changes, so does the way(s) we all continue to communicate with one another. According to the Merriam Webster Dictionary, “communication” originated in the 14^th century (WOW) and is defined as “the act or process of using words, sounds, signs, or behaviors to express or exchange information or to express your ideas, thoughts, feelings, etc., to someone else.” So then why do most people NOT consider SOCIAL MEDIA and SALES communicative tasks? What I mean by that is why do marketers, as well as other professionals think that social media isn’t the best tool available to communicate with others, thus increasing sales (i.e. in this case increase inbound sales). In fact, I believe that customers take joy in being social over the web and would rather buy online at their own pace versus someone else’s or in-person. Am I being naive or do you agree or disagree? Whether you agree or disagree, one thing is certain and that is if you understand the role(s) of communicating and social media in general that these two combined can be paramount and vital to your personal or long-term business success(es).

How buying is changing online

With the advent of online sites such as Google, Ebay, Yelp, Facebook, Twitter, FourSqaure, EmpireAvenue, Pinterest, Tumblr, StumbleUpon, LinkedIn, Quora, etc people have more say “dictating the buying/selling processes” and can voice their opinions as little and/or as often as they want, thus dictating what customers/businesses ultimately buy and sell. In fact, (I believe you already may know this) but it is no longer about what a salesperson/company says or presents but instead about what a buyer says online or in person that dictates what they truly want in a (B2C business-to-consumer or B2B business-to-business) competitive sales environment.

Forrester, which is a leading research company recently reported that over 90% of the time B2B (in this case B2B IT buyers) are involved in some form of social media, not so much as actual purchasers but as purchase spectators. What this actually means and maybe the case more times than not in any industry is that 90% of the people or businesses that are looking for IT services or ‘YOUR services/products” are on some form of social media site. Regardless of the industry, you and/or your company cannot afford to ignore these statistics if you want to continue increasing sales over the long run. Yes, this also means that even though these people are online (i.e. social media) they maybe just there to see how you and/or your company is perceived, so they also can adjust their business strategy around what people want (i.e. again inbound selling adjustments) throughout an industry not just your company. Yes?

Not just for the Traditionalists

While not too long ago and perhaps even to this day (you have more than likely experienced this) many people have/did enter(ed) into the online social sphere of things with the whole “get rich quick scheme or multi-level marketing” but as time passed we all have voiced our opinions thus we are seeing a dramatic decline in this category. That is a big relief huh? Personally, over the years I have grown to hate all these multi-level marketing schemes and am very pleased to see them fading into the night just as the typewriter of several years past. Since these multi-level schemes were and never will be credible ways of making money or advancing sales online (instead only making a few people rich) while making other people more skeptical of online buying/selling. Having a tremendous amount of prior B2B and B2C sales experience, I came into social media marketing (social media selling) with a determination to grow a community and eliminate the hard sell, since generating awareness and need for a purchase are at the forefront of sales and have always been my way of producing sales not the other way around. Let’s face it who likes that nagging sales person that calls 10 times a day or week trying to sell you something you don’t necessarily need but instead trying to sell you something they think you need in order to increase their own sales numbers, while making their boss(es) happy. Social media selling gives the customer what they need and that is relevant information that they can use to create their own wants; thus, calling you (INBOUND) when they are actually ready to buy on their own terms and not yours. So, let’s say bye bye to all those bait and switch techniques of the past and hello to transparency of the present “gifts” that help you and your prospects make good buying decisions. An honest conversation online through social media and other like platforms that make your phone ring not you ringing others, thus increasing sales and creating more long-term partnerships.   

Social Sales

If what I have mentioned so far here and in my previous posts hasn’t convinced you that social media is/has changed the way everyone communicates, then I ask you to think about all the people you and/or your company reach daily, weekly, or yearly to create awareness, while maintaining one-on-one contact. Do you see how or perhaps you could create some of the most important relationships that you or your company has/can develop online? Have you or your company closed any accounts or sales online without actually even talking to another person? If you are like most others the answer to this question should be YES (even in the lowest form you surely have purchased from EBay or Amazon haven’t you) and if not then you really need to get or build your online presence immediately. If you are in sales and also answered NO to this question, you also need to start building your own online presence as well as your companies since you cannot or will not be able to rely on in person or personality alone to seal more deals moving into the future.

As social media helps to continue shaping sales by changing the old mantra of “who you know” to “what you actually know,” especially what you know about others (i.e. communicative spectators) you must continue to drive forward. The new age of selling should demand online communication of every one of its employees regardless of position in order to enhance other purchasing decisions by adding value to any online competitive conversation. Needless to say and long story short is that I ask you to stop convincing yourself or business that social media cannot help you and instead embrace how communication combined with social media can help you leverage your personal or business long-term goals. Those people and companies that understand these concepts now and are willing to forge forward into this new business space of sales will be the ones that I will be still writing about 20 years from now. Remember communication + social media = sales and long-term relationships. So if you want to connect comment below or connect with me on any one of my other social networks. Oh ya… Keep SMILING everyone as it looks so good on you!

David Dandaneau is a Consultant at [SevenTimesSeven]. He specializes in helping business owners “manage their business and not their processes!” For more connect with him via Twitter @ddandaneau or any of the other social platforms you may find him on.

Social Media Engagement - Using #HashTags

Social Media Engagement Spheres 

Image via Flickr: Cambodia4kids.org

It is no secret that in today’s world people/companies are investing/relying on social media to keep in touch and up-to-date, while looking to gain new customers and increasing sales. This obsession whatever the case maybe is vital for your personal and/or businesses long-term success (I have a feeling you may already know this), as more and more people turn to the internet to find answers to unanswered questions they or you may have. Whether you are looking for lost friends, starting or sustaining a business, or looking for additional support in a cause you deem important you probably know this and that social media can really make a difference huh? Not only does it help but if done correctly social engagement can pay huge dividends in terms of more supporters, followers, and/or sales? Yes?

Compared to Traditional Advertising

Although I personally started using social media some 10 years ago, I really didn’t write about any dividends derived from this median until my business partner posed a question to me about Traditional Media being on the Verge of Death in late 2011. At that time, we agreed that traditional media was not on the verge of death, instead it was/continuing to evolve like everything in our personal and business lives. Using that same frame of thinking now, I would like to know whether or not you think Traditional Marketing/Advertising is on the verge of death? Well if you know anything about advertising you would know that this is also NOT the case, as more and more companies still are/continuing to use these old medians to relay their messages on a larger scale and aimed at their specific local, regional, and global target markets (i.e. TV, radio, billboards, magazines, newspapers, etc.). However, unlike social media where people and companies can communicate instantly with their friends, followers, clients, potential customers, etc. these older forms of advertising merely provide content and/or images to help sell/educate others about themselves, their products and/or services. Still effective but not nearly as effective as social media has and can be… right? Let’s see how some of the people, companies, and brands I follow, shop at, and work with are using social media (more specifically Twitter accounts Arbys, Target, FedEx, & 97X) to communicate with their customers.

From this brief view of these chosen Twitter profiles you can see these companies and individuals behind the tweets are using a variety of hashtags (#), lists, chats, tagging, and/ @username, @mentions, @replies and @connect to engage their audiences. In fact, by using these medians/tools these companies don’t have to pay much for engagement, plus they can integrate these into their other online platforms (creating more reach) rather easily while providing feedback, supporting sponsors, customers, running contests, etc. How great right? What’s even better is if you do have a genuine problem or complement to provide organizations such as these, you can message, tag, or @them you can expect a reply most if not all the time in 24-48hrs… now that’s advertising that works with real ROI and track ability isn’t it?

Application Need(s) of HashTags (#)

Image via Flickr: Dan Moyle

Even though some traditional forms of advertising can be used to engage customers (i.e. coupons, snail mail, telephone, email, etc.) for many social media is the one that should be used more to create ROI that is almost instantaneously for many different causes. Other big companies like McDonalds, TMobile, Publix, etc. also provide their online social media followers with news, information, coupons, and give-a-ways to spread their message(s) and provide product/service updates. All of the aforementioned Twitter accounts along with those and many others just mentioned are also using #hashtags to imprint their digital footprint, while increasing brand exposure and reach. Yes, #hashtags one of the most important features I have found to be the most relevant in a business or even personal reach viewpoint. Why, well it’s simple more and more people use what is now referred to as Googling to locate data, information, and reviews of products or services, which ultimately these #hashtags help bring to the forefront of most search engines. By creating personal or business #hashtags whether on Twitter, Facebook, Instagram, FourSquare, etc. you can help yourself and/or company grow while helping others locate reasons why they need you, your product, or service. Make since? Good, now with just a simple creation of a unique #hashtag you and or your company is set to engage, receive feedback, and provide a more customized approach to customer service without having to spend big bucks doing so… thus increasing sales, ROI, and your online reputation.

If you haven’t already, I would love to connect with you on any or all of my social networks, so we can all stay connected, while continuing to learn what people, clients, and customers really want #LetsStayConnected while providing #CustomerService that is #OutofThisWorld! Until next time continue your #Marketing, #Advertising, #Sales, #HashTags, and #SocialMedia engagement so you too can create a solid foundation and positive digital footprint.

David Dandaneau is a Consultant at [SevenTimesSeven]. He specializes in helping business owners “manage their business and not their processes!” For more connect with him via Twitter @ddandaneau or any of the other social platforms you may find him on.

Invest Less & Network More in BUSINESS & LIFE (SOCIAL MEDIA MADNESS)

As many of you know people, businesses, and corporations are continually looking for new ways to engage with others online and in person in order to grow personally and professionally. However, if you are like most other people and companies, you may still be wondering what are the most effective ways of creating interaction without spending days, weeks, months, or years on experimentation(s)… whether online or at social networking events? Now if you own a business you definitely should have figured out that creating a mix between your personal and professional online and in-person presence is or might be ideal? Is it or better yet… how? Well, whether you agree or not social media sites such as (Facebook, Twitter, YouTube, Flickr, Instagram, Pinterest, LinkedIn, Empire Avenue, FourSqaure, etc) and networking groups such as Business Networking International (BNI) is/are very cost effective tools to help you manage your personal and professional time while promoting, branding, and providing customer service whether you are interacting online or looking to chat in-person with friends, family, or clients.

In a recent study conducted by the wonderful folks over at VerticalResponse they found that 2/3’s of all small businesses (would wager this is even higher personally) are spending more and more time, energy, and effort on social media then they did a year ago. Nice huh? Agree or disagree? Needless to say, and again whether you agree or not that’s the truth! Although we (or most of us) have all come such a long way from thinking that this “Social Media” thing would become another fad and fade into the past. Just like the typewriter, beepers, or VHS you should not give up on any of these sites and if you do consider yourself warned like swimmers at the beach “swim at your own risk” or in our case “ignore social media at your own risk.”

Now back to the survey. VerticalResponse was able to identify (462 surveyed) that small business are spending a ton of time trying to stay current, while managing these social media sites much like people in general. An astonishing 42% of those surveyed said they spent 6+ hours or even more a week on social media (Facebook, Twitter, YouTube, Flickr, Instagram, Pinterest, LinkedIn, Empire Avenue, FourSqaure, etc) and roughly 25% admitted they spend 10+ hours or more per week on these same sites.  Does this sound like you? Although this may sound excessive to many in reality, I think these numbers are low, since I see people navigating these sites along with attending networking events much more than that! Regardless of the circumstance these numbers illustrate the importance social media is playing in business as well as our personal lives and why businesses and people are spending more time and money increasing their budgets to increase their online presence thus increasing their in-person visibility.  

For all those people and businesses out there that remain skeptical, here are a few more reasons why social media makes/will make more sense to you!

·      RELATIONSHIPS- Social Media sites such as (Facebook, Twitter, YouTube, Flickr, Instagram, Pinterest, LinkedIn, Empire Avenue, FourSqaure, etc) allow you to connect with others personally and professionally, while building strong bonds, which ultimately can/could turn into better customer service, increased sales, and more opportunities whether cross-selling or up-selling. VerticalResponse found that Facebook is still the #1 site for personal of business building (some 90% are on it), while Twitter is close behind where (some 70%) or business/people are now engaging.

·      SERVICE- These social media sites allow you to inquire about other products or services, while providing others with answers to their own questions about your products and services saving you or your business time and money, which you can allocate to other money generating activities, thus quickly adapting before not reacting after a problem may occur.

·      SIZE & COSTs- These social media sites allow you to be found and get found easier “ECONIMIES of SCALE”, while helping you spend less time and money even if you hire an outside agency to help with your campaign.

These numbers are incredible and really show that people and businesses are remaining committed to interacting with others online and in-person.  Let’s face it… who isn’t strapped for time now-a-days and looking for more ways to network, while spending a little less time talking on the phone or in person? The fact is, I run a business, contract work at FedEx, am a full-time parent, Doctoral student, etc so long story short and if I can find the time you can too! Even though Facebook and Twitter remain the top two social media sites, half of the respondents admitted they also engage with others on LinkedIn while others mentioned that they were also on Pinterest (some 29%) and Google+ (some 32%), so click on the (MY) links and let’s CONNECT to grow and learn from each other even more! If you are anything like me or if I can help you or your business please don’t hesitate to connect with me here, personally, or through any of our business networking sites; otherwise I hope you enjoyed my analysis, review, and suggestions in regards to this Infographic and until next time… KEEP SMILING as it really does look good on YOU!

David Dandaneau is a Consultant at [SevenTimesSeven] and a Contractor at [FedEx]. He specializes in helping business owners “manage their business and not their processes!” For more connect with him via his About.Me Page or any of his other social platforms.

The New Era of Media brought to us Courtesy of Social Media!

In this new era of “Social Media” a question that is often proposed amongst friends, business professionals, and entrepreneurs is what if anything social networks such as Facebook, YouTube, Twitter, LinkedIn, EmpireAvenue, FourSquare, etc do to enhance their lives and/or brand?

Well if telling you Facebook has now taken over as the third largest country and the other social media platforms are continuing to redefine communication isn’t enough… then just take a look at who in your past (personal and professionally) you have reconnected with, some of the revolutions and events (Middle East and Occupy WallStreet movements), and other things in this landscape are continuing to change the world we now live in. Let’s face it, some if not all of these events should clue anyone in on the power and impact that these platforms can have on you, your friends, and/or the brand you (they) represent. Now the question becomes should you wait until everyone else joins suit or embrace these new advancements now?

We concur on the latter and encourage all of our friends, followers, and readers to also embrace the new online Web environment in order to take opportunity of the things that you or your company might not once had the chance to. By using these new social media sites, you cannot only leave footprints of your legacy but you can also create a legacy for your company that once was only provided to privileged individuals and businesses. Granted we can all see that there are many footprints already created and there is a fierce amount of competition. However, the truth is social media is in its infant stages as media was when it started in the silent film era and if harnessed correctly now can produce phenomenal results for you and/or your business later (planting seeds). Needless to say, if you want to leave a footprint (again either personally or professionally) then you have to be able to stand out and choose the most important medians.

Now the question is… how do you choose the right social media to relay your message(s)? One thing is certain and that is just because the Facebook nation is a country of its own you need to do more than have a personal Facebook page, build a Fan Page, or post comments on sites that often do not help you promote yourself or leave appropriate footprints behind online. Okay, we agree you need a Facebook presence and post comments but those in their self is not the answer to all you personal or business legacies. What sites are important to your personal and company legacy are also sites such as Twitter, YouTube, FourSqaure, and Empire Avenue. Why? Well, it’s simple with the algorithms that search engines such as Google and Bing use to help you get found by friends and businesses online, social media sites such as these use similar algorithms to help you and/or your business leave the footprints necessary to also be found or in other words… increase your search results. However, it is also important to remember that since social media is still in its infant stages, you should expect or anticipate interpreting the data more qualitatively versus quantitatively. There are a couple of reasons for this such as your willingness to invest in financial resources to help or your ability to use other software to find and connect with others you know or have known in the past. The one thing that is certain with almost all social media sites is that the more you communicate with others in these settings the more you can expect to have your message/messages relayed throughout other individual or business networks, hence increasing you or your businesses exposure. Despite the shortcomings or vagueness of social media one thing is certain with Facebook, YouTube, Twitter, LinkedIn, Empire Avenue, FourSqaure, etc and that is likes, friends, views, followers, connections, and investments in you or your company through these sites should provide you and/or your company with true quantitative results. That is if you or your business fan base increases you should benefit in some way financially, in increased exposure, or increased search ranking or even better… all of the above. Remember that in order to be found you have to provide information that in itself is easily found on multiple platforms, which social media sites can provide for you and/or your business.

In the end for those people and companies that choose to further monetize their social media networking, keep in mind that your keys to success will ultimately depend on your ability to analyze, interpret, and make decisions based off your qualitative data (posts) that your online network can provide you access to… not just what social media sites you belong to. We like to consider or look at this as a way that people regardless of their geography can work together to achieve more in this new era of social media communications or in the academic sense a mixed methods research analysis both quantitative and qualitative. Of course, we are a consulting company and work with our clients on all the social media sites mentioned in this paper and many more social media medians not mentioned (i.e. others will be discussed soon). Therefore, if you would like to have a personal conversation about how we can help you and/or your business understand this complex and dynamic operating environment, so you or your company can start leaving footprints, please feel free to send us an email or give us a call, as we would like to hear from you. Additionally, other opinions and posts are welcomed here, since understanding issues and finding solutions is a team effort. Until next time remember to keep smiling, networking, and creating connections that we all can benefit from in the days, weeks, months, and years ahead.

David Dandaneau is a Consultant at [SevenTimesSeven]. He specializes in helping business owners “manage their business and not their processes!” For more connect with him via Twitter @ddandaneau or any of the other social platforms you may find him on.

Is Traditional Media on the Verge of Death?

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Is Traditional Media on the verge of death or will it simply change? Are blogs and social media taking over the news? Well one thing is certain and that is CNN seems to be doing things right with their integration of iReporting. It’s the best of both worlds. It keeps the content fresh from users, so that CNN has a slight bit of YouTube quality as well and just as well there is user participation. And there is something to actually being on television or in print that changes things for people. The pillars of society are still there. Even Chris Brogan of Trust Agents mentions that he wrote the book instead of doing an e-book, because there is a certain amount of fame and establishment from traditional print publishing that you cannot get otherwise. Perhaps is it then that people who upload these videos to CNN, rather than to some place like YouTube, feel important and that makes them come back? Any Tom, Dick, and Harry can be found on YouTube’s mess (and that’s how we see it – as an unorganized mess that will go away unless they adapt)…. But alas: not everyone can be seen on CNN.

The best bloggers don’t seem to be ordinary. They have special skills of motivation, innovation, skilled wordsmithing, and even sometimes a Journalism Degree. (The book Putting the Public Back in Public Relations notes the TechCrunch site, which was joined by a major journalist). For every great blog which seems to stir, there are thousands if not millions which are mostly ignored. To say that basic bloggers will take over is absurd. However, we do think that the bloggers which are influential and superior would have been just as good or innovative with any available technology, with a few “lucky” exceptions.

In a recent analysis we read a newspaper from the 1800s about journalism and it was surprising how laid back the articles were. Some were even written by regular citizens. Some were half-Ad, half news. In the end, the Professionals took over. Though everyone having a newsprint in their hands were experiencing “New Technology” and regular people would put their words in there, it eventually came to be Modern Journalism as we know it.

Then the radio changed things. Early radio was very weird and weak and sometimes they would interview the dairy farmer down the road. We hear clips from the “great programs” from back in the day, thinking that they were all polished, but this is not true. A great many stations had just regular Joes at first. It eventually became NPR and the “drive home” radio and such. And now it’s becoming Satellite Radio.

We saw the same thing with television as well. Just as Radio was supposed to kill Print, television was supposed to kill radio. None of these things happened. And now… the web was supposed to kill them all (as spoken in some circles). We think that print and traditional journalism will survive as long as mankind. It gets rocky every time there is a new medium, but it’s in our nature to watch and pay attention to the “professionals” in all walks of life. People seem to think that we are moving so fast, but we still have parts of the planet that are unexplored, we visit the moon as often as we visit great uncles, we have yet to feed the planet and there are some parts of the population that live in the same way that humans lived 2,000 years ago and with no technology, no bottled (or even clean) water, no rubber comfort shoes (or any at all) and yes… believe it or not…no Blogs. When people claim the death of print they aren’t taking in the real world and perhaps all it is, is that we are getting a little ahead of ourselves. Let's face it, with the way things move we will all be talking our Blogs to each other soon enough, which technically will replace the web, YES?

This is our first blog post but one of importance since we are looking for answers that our readers may have on the lively hood of media; therefore, if you could take a minute or two and provide us with agreements or disagreements, we would love to continue this conversation. Otherwise, we will look forward to reporting our views and conversing with others in person and in the new virtual world we all live in. Until then, KEEP SMILING!

David Dandaneau is a Consultant at [SevenTimesSeven]. He specializes in helping business owners “manage their business and not their processes!” For more connect with him via Twitter @ddandaneau or any of the other social platforms you may find him on.