Social media network broadcasting: No sales pitch please!

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One of the advantages of using social media networks for creating new business opportunities is the ability to share great information without having to rely solely on the traditional sales pitch approach. Absent the hard sell, “social media network broadcasting” allows for the opportunity to engage with people on a number of levels, from personal interaction to thought leadership. Broadcasting includes sharing your own original content/information, re-sharing other information and content (via your colleagues, friends or media sources), or having a conversation about a specific topic.

So, rather than looking at using your posts in social media networks as just another overt sales pitch method, try deploying a personal “broadcasting” campaign to encourage the people in your networks (LinkedIn, Twitter, Google+ and so forth) to look forward to hearing from you. That will only add to your new business development process. The more frequently the people in your networks (or your “audiences”) read about you and all the interesting things you have to say or share in their various social media network newsfeeds, the more “buzz” you can create for yourself and/or your law firm.

With the right strategy and a consistent tactical plan, your social and other online media (blogs, groups/forums) network audiences will eventually start to share, like and even comment on your broadcasted content (original articles, shared content, or back-and-forth conversations, etc.). During this process, audiences will also share your content with their audiences, who may also then share with their audiences and so on. It’s a viral process (and it doesn’t happen overnight – it takes time to build up) that will eventually add to your online public reputation and increase your online publicity, which in turn will support your traditional sales and business development processes.

That’s a win-win situation, no matter how you look at it. Rather than simply telling your public what you offer and how valuable it is, social media broadcasting allows you to demonstrate – over time and in a very direct way – why you and your product or service is of benefit and why people should believe the person (you) or the company behind it. Reading what is being shared by others in your social media network newsfeeds can also give you insight into what’s on the minds of your clients or potential clients: what they like, what they don’t like, and what they’re saying about you and your competitors.

Good information is the lifeblood of social media networking. While it’s important to create a robust profile in a variety of networks, these no longer can remain static. The more you broadcast (on any level), the better your reach-out to your audience will be. This generates publicity and enhances your public reputation, and develops web- or blogsite traffic, direct email inquiries or calls. Social media broadcasting success also benefits from the sharing of non-competitor information through your various channels, from featuring guest bloggers to recommending the products and/or services of others to your audiences.

You can easily measure the effectiveness of social media broadcast efforts to gauge the level of impact it’s having on your business. Here are some typical social media measures I look at:

-Number of new followers and connections, such as “new likes” on Facebook, followers on Twitter, connections on LinkedIn, etc.

-Traffic to your website or blog measurement from social media sources such as Twitter, LinkedIn, Facebook, etc.

-Number of new email (newsletter) list or blog subscriptions compared to your old rates before ramping up your social media efforts.

-The “reach” of your social media broadcasting efforts (how many people beyond your own network channels read/see your posts).

-Level of audience engagement (number of comments, questions, etc.).

-Number of people buying your product or service as a result of a social media network referral.

-Physical sales numbers before and after starting your social media campaign.

What else?

Know your audience: Your audience cares much less about you than about themselves, so stop making your content about you. Understand what motivates your audience, and cater to that.

Entertain: If you’re asking people to invest time into your content, the least you can do is make it worthwhile. Don’t be afraid to use humor or drama to make your message that much more interesting to read. Bonus: Being entertaining helps make you memorable.

Inform: The worst reaction you can get from your audience is a collective “So what?” Write about current events, give your opinion on trending issues or add insight to popular topics. Anything you can do to educate your audience will help show your value.

Inspire: Getting people to read a piece of content is one thing, but provoking your audience to take action is something else altogether. Great content can turn your efforts into real-world results. For example, charities often find ways to tell emotionally powerful stories of their constituents as a way to inspire viewers to donate.

Engage: What’s more interesting, a lecture or a group discussion? Most people would probably agree that the latter keeps their attention longer. Think about ways you can interweave the comments and feedback of your audience into your content. Hosting guest blogs and curating third-party and social media content can be a great way to turn your one-way channel into a two-way street.

The bottom line: If you want to get results (or ROI) out of your social media participation (investment) effort, you must you engage in social media network broadcasting. Just as traditional advertising and sales approaches remain critical components of your marketing and branding toolbox, social media network broadcasting is also becoming more and more necessary. Surprisingly, even with numerous social media networking success stories and case studies there are to learn from, many attorneys and law firms are quick to brush these off as “fluff” or gratuitous. If done well, strategically and tactically – with the right mix of solid information, social media channels, audience engagement and tangible measurements – social media network broadcasting is a proven publicity and lead-generation strategy that can get and keep you in front of your target markets and set you apart from the competition. Interestingly enough, everyone who is part of this pay-it-forward process will also benefit!

Originally published for the Jaffe Blog.


The Staying Power and Flexibility of Social Media

How do you track results from your traditional direct mail or advertising campaigns? If you’re like most small business owners and entrepreneurs, you probably compare the number of phone or email inquiries you get before and after a particular PR or marketing activity, or you monitor traffic on your Web site or at your bricks-and-mortar establishment, or you track product orders online or in-person. You also know that while such measures are not exact science, unlike full-blown market surveys, they will at least give you a pretty good sense of whether your efforts are having an impact or not.

Of course, most of us have no idea what kind of increased activity we might see due to marketing, if any. We’re just hoping for some sort of spike in activity, some sense that our efforts are worthwhile.

Read the rest of my post contribution on Barrel Of Monkeyz Forum!


Social Media/Online PR for Business Promotion–Don’t Try This at Home…

…if you don’t have the time or experience to produce and manage it (best to leave it to the traditional promoters and publicists of the world).

Online/Social Media is the reality of our world these days–it truly is “new media channel” for personal and business PR, promotion, marketing and advertising. It has also become one of the best new tools for job search and recruiting.

There is absolutely no shortage of social media coaches, seminars and books on this new hot topic. However, these particular platforms can usually only provide a short-term solution or even simply overwhelm those who are new to social and online media production and management. Unfortunately the real work comes into play after the meetings and workshops are over! Social media strategy is one thing, but the implementation and management of it all is a whole other job in itself.

While many companies are slowly embracing this fact (hiring social media managers to work alongside marketing management), most business people may not think of outsourcing this new and very constant personal professional business task!  If you think about it, this type of service may not be so much of a luxury these days, but really MORE of a necessity especially for busy professionals who know they need to be more in tune with their personal online PR and reputation management and who do not have the ability or time to concentrate on it all–above and beyond their core business tasks.

I recently commented on a very good blog post by a “social media expert” who wrote about the five key success points of social media management (or something along those lines). While I agreed with most of what she wrote about, I did not agree with her in regards to the fact that since social media should be handled personally by the person or business that chooses to participate in this new media channel. I commented to her (on the blog) that this “rule” of social media production and management should not always be the case—and for the majority of people who are using online or new media to promote their personal professional brand, service or products.

Social media is no different from traditional media and if you want it to work and provide the best results (ROI), you better have a background in PR or marketing, the experience and ability to produce creative and engaging collateral, the ability to handle crisis management issues (that happens more and more now with new media being so wide open) and the time to manage it all on a consistent basis—or it will absolutely do NOTHING for your personal brand or business.

It’s a shame that there people out there getting other people to believe that a quick seminar or coaching session will help them learn how to be more in synch, and in tune with social media (for their own professional or business brand) and that just because “social media” is based in such an open type of forum (over traditional media), that they MUST produce and manage it all on their own. Even Reality T.V. programs are produced and directed by other people (kidding, but true). Just because social media is online it should not give people the license to think that they can or even should try to handle their online Personal PR initiative—and whether it’s for their own personal or business brand. If also takes a lot of time and effort and it really is a whole other job that should not be taken lightly.

With close to 25 years of PR/marketing experience, I’ve evolved my own professional/business brand into the production and management of social (new) media as it started to surge in the early 2000’s, but I also didn’t dive right into it as an expert! I slowly submerged into it. Believe it or not traditional publicists and marketers are still catching up and trying to infuse new media in with traditional practices. Then there are all the new “social media experts” who usually have limited traditional and basic PR or marketing experience—no one is an expert. Social Media or Online PR as I like to call it is NEW and things change every day–its growth is unprecedented. If anything, the expertise is really more about the ability to stay on course and change and adapt as new techniques, tools and platforms change or come into place and then continue to develop, build and manage it to ensure it creates a return on investment. The expertise falls into place from there.

Staying on top of all the learning and tasking can be overwhelming for most business people–which is why personal web/social media managers can provide a very necessary service to support business professionals in a similar manner to how most celebrity, government official and company brand personas are handled and represented on the web. I actually think that most businesses and professionals need web and social media managers even more so. Many celebrities have the down time to manage their own social media and online PR, but most do not. Being online in a professional manner is also about maintaining reputation and image—which is what a publicist or third-party should always handle as it is.


How to get Blood from a Stone: How to Sell More in a Tough Economy – From my Blog Talk Radio Program!

Whether you want better personal publicity or more sales, you need to know about John Chapin (www.completeselling.com) and his (co-authored) book The Sales Encyclopedia. I know I took away a ton of great tips and ideas from my interview with John yesterday 8/19/09!  Be sure to listen to the pod cast from myExecutive Profiles Program on Blog Talk Radio:

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Social Networking = 1 part of a Personal PR/Networking and Marketing Effort!

I am VERY into social networking AND naturally, part of my business is to get clients into and produced on social networking (as well as manage and educate them on the process) or in some cases, build up clients who are already into it  — if they are just beginning or just don’t have the time to do it (read on).  As a publicist, I have to say the social networking is one of the best and cheapest ways to “get PR” – BUT it does not happen overnight or that quickly (even if you have the biggest network known to man).  People are into their own thing and most (while they will not admit to this!) are just not into “helping friends get connected” so that their friend can find a job or business etc. in hopes that that friend will then help them get connections and connected to do the same. Do you know what I mean? 

I just got invited to join a social networking site called: SALESCONX (www.salesconx.com). This is a social networking site that actually will PAY!  INGENIOUS! This is a way to actually get people to refer more often – because hard cold cash is involved).  I am not sure how it will work out – sounds very good – (pretty new deal), but Salesconx offers members three primary ways of earning referral fees:

  • List a Connection for Sale. Know of a colleague, customer, partner or investor looking for a particular product or service that you don’t offer? Do you have a relationship with a sought after decision maker? Determine your own referral fee for this connection and add it to the Salesconx listings. Salesconx buyers request to purchase an introduction to this person from you – for the fee that you have already determined.
  • Browse their Database for Connection Requests. Every day, Salesconx members are posting Requests for a Connection, or a request for a lead.  They have members offering superior referral fees for sellers who are willing to put them in touch with that right person.
  • Refer another experienced, qualified professional. Salesconx members earn $20 for each approved, experienced professional that they refer to our community.  

Okay that is all really great to know and well; I can’t say how long it will take for every person known to man looking for leads and referrals to jump into Salesconx.  I wish them well and I think (I know) I will try it out.  Now I can say this:

  1. Social networking takes a ton of time (I, for one, spend at least a few hours a day on my own stuff – and well, I COULD spend the whole DAY and days on end if I could, but I have clients that need this more than I do so there you go) – and so who has that much time in a day (extra that is) -to work a network unless they make social networking a full time job in the beginning (after a year or so you are pretty free and sailing along, but even then you still have to “work it” and maintain everything and keep it your information fresh and updated. 
  2. Social Networking it is a now very a useful tool for personal publicity, branding and marketing and will soon to be an overly necessary tool when it comes to doing and making business (happen) and getting publicity. NOTE THE PHRASE:  “soon to be”?   Yep – “soon to be” is a key point here. 
  3. NOT EVERYONE is a writer or even wants to write (about their own greatness – it’s bad enough to have to write a resume for most people) and if you want your social networking to be viable (and buzz worthy in the social networking communities: YOU BETTER HAVE SOMETHING TO SAY AND YOU BETTER BE ABLE TO SAY IT WELL – or you will go unnoticed – no matter how many “friends” you have in “your networks!”
  4. Again – social networking (and media) is TIME CONSUMING, but most of all
  5. NOT EVERYONE IS INTO OR EVEN THINKS ABOUT SOCIAL NETWORKING AND NETWORKS (AT LEAST JUST YET) and not everyone thinks social networking is necessary or an end all when it comes to finding talent, opportunities, new business deals etc.  So working your publicity and marketing in more than just one (social networking channel) is still SO NECESSARY.  I am thinking social networking will probably be the mainstay when my kids are in the business world (they are 2 and 8 right now – LOL).

Those of us working (or playing around) in the social networking bubble have a hard time REALIZING that MOST of the business world and society in general is still really far behind in this area (this social networking as well as social media era that is). Heck I am currently trying to educate my brother (43 yrs old, high school teacher and coach and MBA) on the whole thing – he is on Facebook and still thinks it’s a place to post pictures. 

All kidding aside, Social Networking = 1 PART of Personal PR.  I am just saying that when you want visibility (PR, marketing, whatever) – to create opportunity, sales (whatever), you need to work a plan that is involved in more than just ONE channel – right?  Companies selling products and services, after all, still rely on a blend of stuff like print ads, television advertising (and the like to include: www.spotrunner.com or www.rippletv.com), event marketing, press/media covered news stories and events, traditional email and mail marketing pieces, tradeshows, etc. etc.  So all I am saying is that Social Networkers should not rely on JUST social networking and traditionalists should not rely on what they have always known to work in days gone by! 

A modern Personal PR plan of action (especially for those looking for new opportunity – as in JOBS and new business!) should equate to: 1/4 Social Networking +  about 1/4 Social Media = 1/4  (blogs, online video/audio/etc.) + 1/2 DIRECT PUBLICITY and INTRODUCTION CAMPAIGNS (to include some PRESS/MEDIA PLACEMENT (IF applicable) and some good old fashioned “door knocking” to and belly-to-belly talking (even if it’s over the phone or email).   REMEMBER: NOT EVERYONE IS AS INVOLVED IN SOCIAL NETWORKING OR MEDIA AS WE WOULD ALL LIKE TO THINK!  Those who are ONLY in the traditionalist mode will miss out on a lot if they do not social network or try to get some social media built up and those who are ONLY into doing every bit of networking, self publicizing, branding and the like ONLINE via social networks and media could also be missing out on a ton of opportunity by refusing to work in a more traditional channel as well.