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Social Media for Sales

Stop Spending So Much Money and Wasted Time on Social Media Management

By | Social Media for Sales, Social Media Management, Social Media Marketing | No Comments

social media management It’s true. Social media management has become a big waste of time, particularly for small business owners.

Your expertise is your product or service, whether you are an massage therapist, an online retail store, an attorney, a consultant or whatever. You probably don’t have the time to keep up weekly with the ever-changing social media trends and strategies. Therefore, you are probably wasting your time and money “trying” to do it yourself.

Think about the time you spend on Facebook, Twitter, LinkedIn, Instagram, etc. and ask yourself the question, “What is my return on my social media investment and time?

“But Joe, I’m using an outside agency to help me manage my social media.”

I’d be willing to bet that if you are using an outside agency for social media management, you are probably wondering if they are ever going produce any real ROI as well.

I’m consistently amazed how many small businesses have the wrong people managing their social media. Whether it’s someone who is wearing several hats in your business, or an outside consultant or firm who isn’t helping you much at all. What’s it doing for you? How’s it really working out?

Here’s a big statement – you are probably paying them too much money. If you are spending more than $500 /month for your social media marketing management services, you are probably spending too much.

Just because someone knows social media, doesn’t mean they understand social media marketing. 

How do I know this? I’ve owned a social media agency for several years, and it took me and my teams years to REALLY start understanding this difference so we could produce real results for clients.

You must expect results, and by results, I mean an increase in revenues that you can directly correlate to your social media efforts.

Anyone can post on social media. But few understand how to use social media to drive new leads and sales into your business.  Few can look at your business and strategically outline a marketing funnel to bring you more engagement, more traffic, and more customers.

Click here to request a complimentary audit of your website, social media and online marketing and you’ll be taking the first step so you’ll never waste your time and money again. 


8 Instagram Strategies for Sales Professionals

By | Content Marketing, Instagram, Personal Branding, Social Media for Sales, Social Media Marketing | No Comments

Men on street photographing with smart-phoneThere’s a good chance you are one of the 150 Million people who are actively using Instagram each month.  If you aren’t, you might want to reconsider.

More importantly, there is a good chance your customers and prospects are also using Instagram. It’s yet another opportunity to get in front of them, connect with them and engage with them online.

It’s become so easy for your customer to Google you, or find you on Facebook, LinkedIn, Pinterest, Twitter and Instagram.

The only thing worse than not being active on these sites, is being on them badly.

Here are 8 simple Instagram strategies for sales professionals:

1. Repurpose your marketing and advertising content.

It’s cost-effective and provides another outlet for sharing campaigns around your products/services, your events, and your customer experiences. Remember to add your links in the descriptions and tag your location.

2.  Answer your customer’s questions.

Let your audience know you’re available for engagement by sending the right signals. Use photos and video captions to ask questions that encourage comments and feedback. Answer your customer’s most pressing questions by posting 15-second videos to your Instagram account.

3. It’s ok to mix personal with professional content.

In the past there has been a line drawn between being personal or professional online. That line is now blurred because of social media sites like Instagram. And because of this, more than ever you have the opportunity to be and express your own brand. Adding personal photos allows your customers and prospects a chance to get to know you more intimately, more genuinely. Just use common sense and post sensibly.

4.  Use Hashtags that lead people to you.

If you want others to find you, become familiar with some of the popular hashtags and use those that can naturally work with the content you are sharing. There are a lot of hashtags that are popular by city, so be sure to find the one’s that make the most sense to you. For content creation, create a specific hashtag unique to you and your business.  Once you have your hashtag identified, encourage your customers to caption their photos featuring your business with it, using your hashtag. Remember to talk about it so that your customers know they can use it.

5. Run a photo contest.

Contests are big on Social Media, and photo contests are becoming increasingly popular on Instagram. Steps include 1) determine the theme and hashtag it, 2) set the rules (legal and otherwise), 3) spread the word using your other social media accounts, 4) choose how you’ll determine a winner (user votes, jury, etc.), and 5) give away a prize worth participating for.

6. Link your Instagram feed to Twitter and Facebook

Sharing posts to these networks can help drive traffic to your Instagram page by letting your audience know you are now active on this channel.

7. Leverage Call-To-Actions on your blog posts, articles, and newsletters.

Use specific CTAs in email marketing campaigns that drive to your Instagram. When you publish blog posts, eBooks or other marketing content, reference Instagram posts (where relevant) to expose your page as much as possible.

8. Measure.

Instagram analytics reports are available for free or a small fee.  Then you can understand the performance of your Instagram account, compare your efforts on Instagram against those on other social networks and measure the reach and volume of any hashtag campaign. Check out Statigr.amSumallSimply Measured, and Nitrogr.am.

While I’ve written before about great tools for marketing on Instagram, I hope you’ll use one ore more of these strategies to connect and engage with your potential customers from today forward.

What else has worked for you? Please share your comments below.

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7 Online Tools to Deliver Value First on Social Media

By | Content Marketing, Social Media for Sales, Social Media Marketing | No Comments

Gitomer Quote 1My favorite chapter in Jeffrey Gitomer’s latest groundbreaking book, 21.5 Unbreakable Laws of Selling, is the one titled “Deliver Value First.” Gitomer challenges you to “leave “added value” and “value add” out of your sales lexicon forever.” Brilliantly, he helps you understand the difference between value and incentives, and explains how value must be delivered first.

I want to give you the tools to help you deliver value differently than your competitors.

Always remember, tools are great but identifying your customer’s problem is where delivering value starts. And listening when they talk (on LinkedIn, Facebook, Twitter) is your opportunity to fill the value gaps. Delivering value first means helping people to make informed decisions, finding out their needs first and showing an interest to solve their problems not yours.

Here are 7 online tools to deliver value first on social media:

Issuuhttp://issuu.com | Create any number of digital publications, including ebooks and whitepapers.

Visual.lyhttp://visual.ly |Create your own infographics and data visualizations with a great selection of templates.

preziPrezihttp://prezi.com | Cloud-based presentation software that helps users create more dynamic (and more interesting) visual presentations.

Content BLVDhttps://contentblvd.com | Submit sponsored posts or guest posts, target blogs according to reach and relevance and accept offers to publish your content on blogs you approve.

Outbrainhttp://www.outbrain.com | A content discovery platform, Outbrain boasts innovative technology to offer recommendations and help your audience discover more content on your site that is interesting to them.

List.lyhttp://list.ly | a way to create and share lists, as well as integrate collaborative lists into your own blog posts, acting as a catalyst for others to build upon the lists you share.

YouTubehttp://www.youtube.com | What are you waiting for? YouTube has proven itself to be a massively relevant marketing tool for salespeople across the globe and you probably aren’t taking advantage of it yet. Get started, chances are your competitor still isn’t using it or using it well yet either.

How do I use the tools?

Create meaningful content and stay engaged. Your customers, fans and followers will be more likely to engage with you and meet with you because you or your company is a go-to resource for information that can solve their most pressing problems. Your content is like your virtual salesperson who’s ready to answer every question a prospective customer poses, 24/7 via your website and blog.

Provide information to benefit your followers, not just your prospective customers. Even if they don’t lead to your product or service, you’ll be remembered because you are genuinely thinking and delivering value in their best interest, not yours. Just because someone may not be a prospect for your product/service doesn’t mean that person isn’t a valuable contact who should be nurtured. They are on the social networks, they hear opportunities you don’t hear, and may recommend you to people you don’t know.

One last thing. It’s not just about delivering value first. You can and should toot your own horn, promote your product and service and run real campaigns that revolve around your offer(s). But deliver value first a few times, and then promote is the formula to follow. Gary Vaynerchuck refers to delivering value first as “Jab, Jab, Jab” and then creating the right campaign or angle to memorably promote your product/service as a “Right Hook” in his new book Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World.”  His book is jam packed with case studies to learn from as well – a great way to deliver value first.

The lesson: It is only by delivering value first that you will be remembered, reciprocated and passed on (via word-of-mouth).  The tools are creative ways to differentiate how you deliver value first.



The 21.5 Unbreakable Laws of Selling (and Inbound Marketing?)

By | Social Media for Sales | No Comments
gitomer new book

Jeffrey Gitomer’s 21.5 Unbreakable Laws of Selling

Every once in a while a book is written that can completely change the game on how business is done.

Jeffrey Gitomer’s new book is that game changer. It’s called The 21.5 Unbreakable Laws of Selling. 

He’s been a mentor, a client and a friend of mine now for the past few years. I’ve been a student of his work. This is his best yet.

While I think this will be one of the best selling sales books of all time, it’s more than a book on selling. It’s a book every business person should read. It’s a book that is relevant to anyone who communicates in today’s digital age.

It’s also a road map for social media and inbound marketers. Every chapter can be applied to your online business strategy. Some of the Unbreakable Laws (chapters) include:

Attract Willing Buyers

Deliver Value First

Ask Before You Tell

Exchange Loyalty

Earn Trust

Be Perceived as Different

Utilize Voice of Customers

Earn Without Asking

These Laws are reflective of the new shift of how business is done today – particularly with the emergence of the social media. This book is jam packed with sales strategy that should be a part of everyone’s digital strategy. It’s easy to read, it’s inspiring, and it’s full of Gitomer’s contagious attitude. Most importantly, he practices what he preaches in the book and delivers value. Your business will grow because of it.

I’m thankful he wrote this book. I believe you’ll be thankful too.

Note: If you grab your copy today on amazon (affiliate link) and send a copy of your receipt to laws@gitomer.com, you’ll get hundreds of dollars in bonuses from 40 of today’s top business educators, authors and motivators. You’ll even get my online course “How to Make Your LinkedIn Profile Stand Out From the Crowd (and Competitors).” To see all the bonuses visit: http://bit.ly/21unbreakable.



The 3 Biggest Social Media Mistakes Salespeople Make

By | Social Media for Sales, Social Media Marketing | No Comments

social media mistakesIf you are making one or more of these social media mistakes, you aren’t alone. With so many changes and social media sites coming at you, it’s no wonder salespeople get confused about social media and how they should spend their time on it.

I’ve always had a passion for selling. So I want to help. I want to go over the top 3 mistakes salespeople make when it comes to using social media for sales.

1. Ignoring It

Ignoring it will leave you in the dust of your competitors who embrace it and are connecting with their prospects creatively online.

Solution: Jeffrey Gitomer has said it best, “Social Media is the new cold call.” I believe that’s a true statement. Which social media platforms are your potential customers spending time on? Where do those who may refer you to your customers hang out online? Is it LinkedIn? Facebook? Quora? How can you add value? What can you share that can make their business (or life) better?  Sharing is the new marketing. Get busy.

2. Too much tech, not enough touch

It’s called “social” media. Not high tech media. I’ve met some salespeople who are great online, terrific in social media but have no real social skills in person or over the phone. That is sad.

Solution: It’s true we live in a high tech world now, but high touch is as important as ever in sustaining long-term relationships with people. Social Media can’t do all the work for you. Hone your people skills. You’ll need them.

3. Lack of consistency

Social media takes time. Because of this, you must discipline yourself to be consistent.

Solution: Don’t just post on Facebook, add connections on LinkedIn or Blog once in a while when you “feel like it.” Add value each day in a way that connects with your core audience and keeps you in front of them. Over time, you’ll experience the true power of social media – relationship capital.

There are other mistakes you’re probably making as well, such as over-promoting you or your business, not personal branding yourself, not having a plan and not measuring your success.  We’ll save that for another day.

For now, focus on a value-first philosophy; avoid these mistakes, and your social media efforts will pay off for you over time.

How are you using social media for sales? What are your favorite tools? Please leave your comments below and be sure to download our guide as well.

Social Media for Salespeople