Never Cold Pitch on Social Media Platforms

It comes off as desperate and will be ignored. If there is a conversation trending within your industry and potential customers, join in to offer meaningful commentary and interact with these potential buyers. Listening for these opportunities and finding out the pain points your potential customers are having will give sales people a feel for the conversation and allow them to add value.

Social media is “networking” more than it is “advertising”. The goal is to get them to call you (or vice versa), have an open mind about your product or service, and then make your sales pitch.

Social Media Sales in 2021

image

Forward-thinking salespeople are embracing a more “social” approach to break down old communication barriers such as Cold Calls, and Email = Social Media. Social selling allows salespeople to laser-target prospects, establish rapport and with their networks, and possibly even ditch the dreaded practice of cold calling.

While determining the best way to connect with prospects and help coax a consumer down your sales funnel, buyers are consistently going to social networks and the Internet to research products they have an interest in purchasing. Whether you are a B2B or B2C brand, potential buyers are looking on these social media platforms for product information. As smartphones are getting bigger form factors and faster processors, consumers are apt to looking, researching with these larger handheld mobile screens.

Here is a brief breakdown of Social Media as related to the Enterprise:

Business to Consumer = Facebook

Business-to-Business products (or services) = LinkedIn (if you have a first-level connection in common with the executive or buyer who will sign off on a PO)

All types of sales = Twitter

*Twitter is the best for “all kinds of sales” as it’s a very popular network (across all demographics) that doesn’t have privacy settings that keep you from high volume searches and actions.

Social Media Sales strategies

Twitter. Make sure you “add” to the conversation a little before directly engaging in customers:

  1.     Like (heart) a few Tweets
  2.     ReTweet one or two Tweets
  3.     Follow them

Friend, Follow, Follow Back or Connect with individuals with profiles that match you or your clients. Its VERY Important to build relationships on any Social Media platform. Not only can it help to generate leads, it can also help foster relationships with current customers.

Be in expert in your space. Provide solutions or tips and feedback to your customers or potential customers if they post a question or gripe on Twitter/Facebook. Prioritize the social channels and tools your audience is already using and that you’re familiar with, then organize those by their primary function.

Listening on social media is one of the most powerful tactics in a social selling strategy. Monitor for popular hashtags and keywords that are relevant to your industry or brand to find useful insights but also see what is being said about your competitors.

Never cold pitch on Social Media platforms. It comes off as desperate and will be ignored. If there is a conversation trending within your industry and potential customers, join in to offer meaningful commentary and interact with these potential buyers. Listening for these opportunities and finding out the pain points your potential customers are having will give sales people a feel for the conversation and allow them to add value.

Social media is “networking” more than it is “advertising”. The goal is to get them to call you (or vice versa), have an open mind about your product or service, and then make your sales pitch.

When its time to engage or pitch, follow these steps:

  • Ask for their email so that you can send them some info on your services.
  • Find them on LinkedIn and add “connect” with them.
  • Send a polite email and mention a conversation you had with them on Twitter or Facebook. You can also mention a tweet or Post that you “favorite” or “liked” from them.

Good Social Sales tools in this space that keeps track of conversations and engagement include:

Hootsuite. More for individuals and small business.

Salesforce Marketing Cloud. Enterprise grade and scalable.

Its apparent that Social Media like Facebook, Twitter, and LinkedIn are not fads anymore. These platforms are now mature options to generate leads and sales online. By experimenting with different Social Media sales strategies, you can find the best way to convert them into real quantifiable results on all levels. There are no participation medals in social selling: if you’re going to do it, you have to do it right. That means providing valuable insight to the right prospects at the right time.

How To Set Up Your Small Business on Pinterest in 2021

Pinterest offers businesses a fairly unique proposition. Like other social media networks, it’s a place to connect with friends and influencers. If you sell physical products, one of the most obvious ways to use Pinterest is to share images of those products. Your photos can feature different variations of colors and styles and even photos of your customers using your products.

When you’re ready to get started with Pinterest, start with a business account. First, create a business account. Start with an eye-catching profile. Start here – pinterest.com/business/create

1. Verify your website (business website).
> Go to your profile and click on the pencil in the bottom-right corner of the name box. Don’t see the pencil? Go to the menu in the upper right corner, select Settings, and go to Step 2.
> Enter your web address in the Website field, then click Verify Website.
> Follow the instructions on the next page. You can verify with an HTML file or a META tag.
> Once your website’s been verified, you’ll see a checkmark next to it and will have access to your web analytics when you’re logged in

Add the Pin It button to your site. Make it easy to Pin from your website or blog. Go here for directions.

2. Get creative. Make your Pinterest board stand out in the crowd. Use high quality .png images. Example, If your a clothing boutique, take digital pics of all your new inventory (clothes) hanging in your store. Images sell. Your selling your store, your style, your products, your design. High quality digital pics drive customers to your store. Think about it being an online mall your walking through. Create a range of boards that showcase your store’s personality and taste, and make sure each board has enough pins to make it feel substantial. Remember that people can choose which boards they want to follow, so not every board has to appeal to everyone. Pinterest users have been more heavily female (about 65%), so keep that in mind as well.  If your customer base is mainly men, Pinterest might not be right for you just yet.

3. Publish high resolution photos of your product. The ideal image dimension is 736 pixels wide. Pinterest will display your image at it’s maximum size up to 736 pixels wide. As long as its 736 pixels wide, Pinterest will adjust the dimensions. Also, highlight customers using your product. Ask them to submit pictures. Acknowledge them and give them a discount coupon for this content.
> Make sure you have your Pin logo up on your website that will allow online traffic to click over to your Pinterest page.
> Use rich pins to automatically include information like prices, availability, ingredients and reviews with your pins. All you need to do is add some meta tags, keywords, and #hashtags.
> Learn and keep checking your Pinterest Analytics dashboard! Pinterest Analytics dashboard shows you which pins are most popular with pinners and which ones are driving the most traffic to your site. You can also see what boards your stuff appears on, how the pins are described and what people pin along with your stuff. All of these insights will help you make smarter choices about your merchandising, product development and pinning strategy.

4. Motivate people to pin. The more people pin your content, the more discoverable it becomes. To encourage more pinning, make it easy to pin from your website and email marketing, and promote pinning in your social channels Like Twitter & Facebook, packaging and advertising. Push people to your Pinterest website and in turn they will visit your actual business website and store in real life. Be sure to add links to your company website and Twitter page on your Pinterest profile. You can also bring users to specific web pages by adding the URL in the pin description.

5. Pin at least once a day so your followers get fresh content in their home feeds. Just like with boards, thoughtful descriptions will make your pins more inspiring and searchable. Never Pin inappropriate material. Keep your personal Pinterest account separate from your business account. What makes a good pin description? Check out these tips:

  • Recipes: Describe the main ingredients of the dish and how to cook it
  • Fashion: Include what kind of clothing, the designer or season to wear it
  • Travel: Tell people the local on and the kinds of things you can do there
  • DIY: Describe what it is, how you make it and what materials people need
  • Photography: Name the photographer, year, subject or publication
  • Design: Mention the designer, medium, publication, etc

Last Pinterest tip: Once you are on Pinterest, add the Pinterest follow button to your social media pages and even your printed materials. This is a good way to jump start your Pinterest presence. A great Pinterest marketing article for small business (SMB) in 2021 is here.

Quick List of The Best Digital Marketing Weapons (Tools) in 2021

Digital Marketing tools are constantly evolving and changing. They deliver benefits to any organization willing to build up a digital marketing team. Benefits include enhanced credibility, fast and easy access, increases customer relationships, feedback and reviews are easily tracked, cost effective, and can reach an enormous mass of people in a short amount of time. The below is a short list of digital tools in a ever changing digital marketing environment.

Google Analytics. Enough said on this one. Google Analytics is a free web analytics tool offered by Google to help you analyze your website traffic. Fundamentals of working with report data to advanced segmentation and analytics intelligence. Key for measuring and tweaking your marketing campaigns. Google keeps adding more and more functionality each year.

Google Keyword Planner. Once known as the Google Keyword Tool, Keyword Planner is a tool that every search marketer needs to familiarize themselves with and get to know inside out. It is a great way to discover new keywords to target in your campaigns, understand how searches across keywords have changed over time, see suggested bid estimates to help plan your Google Ads budget and more. You can extract valuable data about the demand and competition level of keywords you wish to target organically. The tool will also suggest similar keywords to the one in your query to give you alternative, relevant options for your keyword targeting. The Google Keyword Planner can come in handy whether you’re building your very first keyword list or looking to expand and/or switch directions in your keyword and content strategies.

SEOquake. This is a great Firefox extension. SEOquake is a free SEO extension by Semrush which helps you accelerate your SEO efforts on the fly. SEOquake provides you with key SEO metrics for a specific page, along with other useful tools such as the SEO Audit tool, the Keyword Density report, Internal/External link analysis, and even social metrics.

Salesforce Marketing Cloud. A powerful tool that lets you monitor specific keywords and phrases that are dominating conversations across the social media sphere. Marketing Cloud is also a platform for delivering relevant, personalized journeys across channels and devices — enabling marketers to deliver the right message at the right time throughout all phases of the relationship. Marketing Cloud includes integrated solutions for customer journey management, email, mobile, social, web personalization, advertising, content creation and management, and data analysis.

Traackr. Traackr is the system of record for data-driven influencer marketing that marketers use to invest in the right strategies, streamline campaigns, and scale programs. Traackr includes dynamic influencer lists, automates metrics-driven influencer mapping so you can instantly identify the right people for your projects, real-time listening, sentiment analysis, geo-targeted searches, and shows you all of your influencers’ relevant content in one place so you never miss an opportunity to reach out to them and be part of the social conversation.

TweetDeck or HootSuite. Free tool lets you simultaneously manage all your social media accounts from a single interface. Although it excels with Twitter, you can also effectively manage your Facebook, LinkedIn, or Foursquare profiles.

MailChimp. A really easy, dynamic email marketing platform. Your opt-in subscribers will be able to easily connect to social networking pages in order to share your email marketing campaigns. You’ll also be able to use social networking in conjunction with your email marketing. In one click, you’ll be able to send out an email campaign and update your social networks, such as Facebook, Twitter, Tumblr and Delicious, with your latest information. You can also see who has tweeted about or liked your business.

SurveyMonkey.  I use this one a lot in my own projects. If you have questions about your products or services and you need immediate feedback, SurveyMonkey is THE best web-based survey solution.

SEOmoz. Anything SEO oriented, use this site. Analytics for all your in-bound marketing. There are a lot of free tools and paid ones as well. I use this site and tools daily for years. This site is an incredible value-add to your digital marketing efforts! Moz builds tools that make SEO, inbound marketing, link building, and content marketing easy.

Wistia. Is video marketing part of your digital marketing strategy? If so, you may want to think about professional video hosting from a company like Wistia. Video is a great way to communicate with your subscribers, prospects and customers. Wistia provides your business with a ton of great tools that you can use to measure your video’s engagement as well as make your videos more interactive. Wistia is designed exclusively to serve companies using video on their websites for marketing, support, and sales. Essentially, Wistia is ideal for “on-site” videos.

Pardot (Salesforce). Pardot is a marketing automation solution that helps companies create meaningful connections, generate more pipeline, and empower sales to close more deals. Pardot is Salesforce’s B2B marketing automation solution. If you’re a business who sells to other businesses (or B2B), Pardot can automate your marketing activities and unite your marketing and sales departments so that they can work better together.

The Importance of Basic Content Marketing in 2021

Besides driving traffic to your company’s website, good sticky content reinforces your brand – The brand becomes a more noticeable name online as people share your content and start commenting on it, retweeting it, and helping it to build trust. These effects “gel” over time and you will see the website traffic increase, SEO benefits (rank higher on Google) and hopefully a conversion (website funnel strategy) in the end. Strong pieces of content can help you become more visible online, both on search engines and in social media. Your social media platforms are one of the best ways to connect and share content with your target audience.

Content creation success is measured many ways including:

– Spike in visitor traffic and page views on a specific content post.
– The number of Shares, Likes, Pins, ReTweets on Social Media.
– Media mentions and stories covering your business or firm.
– Website ranking (SERPs) increase.
– Conversions. Actual product sales or new clients (example: Financial Services).

If you lack the resources for generating content, outsource to an agency or freelancer for help. The basic purpose is to create content and try to post at least 2-3 times per week. Content is scalable and you can add as needed or when more resources become available. Content Marketing is important! Without it, you’re going to struggle to attract the attention you need to collect leads and convert them into sales or clients!

Social Media Analytics for Financial Advisors in 2021

Data analytics have always been a Financial Advisor’s best friend. Social Media analytics tracks your online campaign’s progress, helps you better allocate your time, and you get to see a bigger part of the whole picture. The core of social media analytics is the actual gathering and analyzing of marketing and audience (persona) data upon which you’ll base business decisions.

Social Media analytics are a treasure trove of “potential” client acquisition insights you can’t find anywhere else. Analytic tools such as Google Analytics, Hootsuite, Hubspot, Sprout Social, TapInfluence, Keyhole measure exactly the Social Media marketing campaign’s ROI. The takeaway from all of these tools? It’s the difference between running data-driven campaigns that result in a positive ROI versus just winging it. If your not measuring your Social Media efforts, your wasting valuable marketing time.

Data-driven Social Media insights lead to Financial Advisor prospecting ideas that lead to more efficient prospecting activities.

How to Measure (ROI) Social Media Campaigns in 2021

Picture of Analysts

Before starting any Social Media effort you must DEFINE your goals and targets (KPIs). A lot of these KPIs you can track from a CRM like HootSuite, HubSpot, Salesforce, or Sprout Social.

Basic Social Media Campaign KPI’s (Tangible) measurements:

  1. Product sales or qualified leads. New customers acquired. Not included: “converted leads” which are the responsibility of the sales organization or account manager.
  2. Increased revenue, and/or market share.
  3. Content Post CTR (Click-through rate) through Social Media platform.
  4. Site traffic (clicks back to website from a Social platform) or “sessions” by Social Media source

These are just a few basic metrics that you can use to measure your Social Media campaigns. So how do you measure the ever important “non-tangible” Social Media ROI?

  1. The quality of “buzz” or change in sentiment. Think Twitter buzz or the quality/quantity of blog feedback/comments. Develop an in-house engagement metric.
  2. Amount of relevant people handling digital content.
  3. Amount of “followers” or new members after a social media campaign. Not everyone’s social media goals is to sell product. Could be a branding goal or a service type goal.
  4. ReTweets
  5. Impressions
  6. Likes
  7. Connections

In the end, Social Media campaign goals must lead to increased revenue, SEO rankings (Google, and Bing are using “social signals” to help them rank), leads, branding/loyalty, or better service. It’s easy to present the tangible information to your boss or client. Make sure the non-tangible information is measured as well.

Social Media Sales

image

Forward-thinking salespeople are embracing a new approach to break down old communication barriers such as Cold Calls, and Email = Social Media.

While determining the best way to connect with prospects and help coax a consumer down your sales funnel, buyers are consistently going to social networks and the Internet to research products they have an interest in purchasing. Whether you are a B2B or B2C brand, potential buyers are looking on these social media platforms for product information. As the rise of smartphones are getting bigger form factors, consumers are apt to looking, researching with these larger handheld mobile screens.

Here is a brief breakdown of Social Media as related to the Enterprise:

Business to Consumer = Facebook

Business-to-Business products (or services) = LinkedIn (if you have a first-level connection in common with the executive or buyer who will sign off on a PO)

All types of sales = Twitter

*Twitter is the best for “all kinds of sales” as it’s a very popular network (across all demographics) that doesn’t have privacy settings that keep you from high volume searches and actions.

Social Media Sales strategies

Twitter. Make sure you “add” to the conversation a little before directly engaging:

  1.     Favorite a few Tweets
  2.     ReTweet one or two Tweets
  3.     Follow them

Friend, Follow or Connect with individuals with profiles that match you or your clients. Its VERY Important to build relationships on any Social Media platform. Not only can it help to generate leads, it can also help foster relationships with current customers.

Be in expert in your space. Provide solutions or tips and feedback to your customers or potential customers if they post a question or gripe on Twitter/Facebook. Prioritize the social channels and tools your audience is already using and that you’re familiar with, then organize those by their primary function.

Listening on social media is one of the most powerful tactics in a social selling strategy. Monitor for popular hashtags and keywords that are relevant to your industry or brand to find useful insights but also see what is being said about your competitors.

Never cold pitch on Social Media platforms. It comes off as desperate and will be ignored. If there is a conversation trending within your industry and potential customers, join in to offer meaningful commentary and interact with these potential buyers. Listening for these opportunities and finding out the pain points your potential customers are having will give sales people a feel for the conversation and allow them to add value.

Social media is “networking” more than it is “advertising”. The goal is to get them to call you (or vice versa), have an open mind about your product or service, and then make your sales pitch.

When its time to engage or pitch, follow these steps:

  • Ask for their email so that you can send them some info on your services.
  • Find them on LinkedIn and add “connect” with them.
  • Send a polite email and mention a conversation you had with them on Twitter or Facebook. You can also mention a tweet or Post that you “favorite” or “liked” from them.

Good Social Sales tools in this space that keeps track of conversations and engagement include:

Hootsuite. More for individuals and small business.

Salesforce Marketing Cloud. Enterprise grade and scalable.

Its apparent that Social Media like Facebook, Twitter, and LinkedIn are not fads anymore. These platforms are now mature options to generate leads and sales online. By experimenting with different Social Media sales strategies, you can find the best way to convert them into real quantifiable results on all levels.

How To Set Up Your Small Business on Instagram

image

  1. Grab and download the Instagram app in the App Store on an iOS device (iPhone, iPod, iPad), or in Google Play for an Android device.
  2. Open the App, fill out and register. Your Username will be visible and is how people will search for you. If it’s a business account you are creating be sure it reflects your organization. For your profile name, choose an account name that’s the same as the Twitter handle of your business.
  3. Your given many options like “search for contacts based on contacts on your Phone” or "invite your Facebook friends to follow”, do what feels natural if your customer are on your Facebook or contact list. 
  4. Once your Instagram account has been setup, along the bottom, you will see 5 different icons. Press the rectangle icon that looks like a newspaper (far right) . This takes you to your profile settings. Click ‘Edit Your Profile’. Here you can add additional details including Go to Account, Edit Profile to finish your profile settings. Enter your First and Last name (if you want them shown), your URL, a short bio, and whatever other information you want to complete for your public and private profile. You can also add a profile picture. Add some of your business personality to your profile. This can include having an image of your office or employees, or your logo, rather than personal profiles which often have a photo of the user. A key to good business is responding to your customers, enable notifications so you can see when people share or comment on your photos. This will let you engage with them more quickly. Be sure to hit “Save” when you are done.


Getting started. Start taking pics! Be innovative. One example might be to brand your photos so they all have your logo attached. A simple way to do this would be to have a small printed out logo to hold up (by hand) in the corner of your shot as you take it.

image

  • Post pictures of your place of business/work.
  • Post images of your products or related services.
  • Post pictures of your team doing innovative work "behind the scenes”.
  • Post pictures of your customers happy faces.
  • If your a restaurant, post pics of your signature dishes.
  • If your a clothing boutique, post pics showcasing your new clothes. Tell your story behind your fashion brand.
  • If your an artist, showcase your latest work, crafts, or inspiration.
  • If your a contractor, showcase your latest project.
  • Add a caption to your photo and upload it. A good tip for business users is to ask questions in your captions to increase the possibilities for engagement. Asking questions increases engagement. 
  • Use Hashtags! Hashtags are a key tool for organizing your photos and helping Instagram users to find photos on topics that interest them (such as your products or service).

A promotional tip: Bring the customers to you. If you make updates based on a geographical location, mention that you’ll be there and to come on down for a free prize giveaway or to check out the new items in the store.

Lastly, Monitoring Your Analytics! You need to know what people are responding to. Analytics can help you with your goals (increased sales or brand awareness).

How To Set Up Your Small Business on Pinterest

image

First, create a business account. Start with an eye-catching profile. Start here pinterest.com/business/create

1. Verify your website (business website). 
> Go to your profile and click on the pencil in the bottom-right corner of the name box. Don’t see the pencil? Go to the menu in the upper right corner, select Settings, and go to Step 2.
2. Enter your web address in the Website field, then click Verify Website.
3. Follow the instructions on the next page. You can verify with an HTML file or a META tag.
4. Once your website’s been verified, you’ll see a checkmark next to it and will have access to your web analytics when you’re logged in

Add the Pin It button to your site. Make it easy to Pin from your website or blog. Go here business.pinterest.com/pin-it-button

Now that your set-up with a business account, below is a quick guide tips, tricks and best practices on using Pinterest. 

1. Get creative. Make your Pinterest board stand out in the crowd. Use high quality .png images. Example, If your a clothing boutique, take digital pics of all your new inventory (clothes) hanging in your store. Images sell. Your selling your store, your style, your products, your design. High quality digital pics drive customers to your store. Think about it being an online mall your walking through. Create a range of boards that showcase your store’s personality and taste, and make sure each board has enough pins to make it feel substantial. Remember that people can choose which boards they want to follow, so not every board has to appeal to everyone. Pinterest users have been more heavily female (about 65%), so keep that in mind as well.  If your customer base is mainly men, Pinterest might not be right for you just yet.
2. Make sure you have your Pin logo up on your website that will allow online traffic to click over to your Pinterest page.
3. Use rich pins to automatically include information like prices, availability, ingredients and reviews with your pins. All you need to do is add some meta tags, keywords, and #hashtags.
4. Learn and keep checking your Pinterest Analytics dashboard! Pinterest Analytics dashboard shows you which pins are most popular with pinners and which ones are driving the most traffic to your site. You can also see what boards your stuff appears on, how the pins are described and what people pin along with your stuff. All of these insights will help you make smarter choices about your merchandising, product development and pinning strategy. 
5. Motivate people to pin. The more people pin your content, the more discoverable it becomes. To encourage more pinning, make it easy to pin from your website and email marketing, and promote pinning in your social channels Like Twitter & Facebook, packaging and advertising. Push people to your Pinterest website and in turn they will visit your actual business website and store in real life. Be sure to add links to your company website and Twitter page on your Pinterest profile. You can also bring users to specific web pages by adding the URL in the pin description.
6. Pin at least once a day so your followers get fresh content in their home feeds. Just like with boards, thoughtful descriptions will make your pins more inspiring and searchable. Never Pin inappropriate material. Keep your personal Pinterest account separate from your business account. What makes a good pin description? Check out these tips: 

  • Recipes: Describe the main ingredients of the dish and how to cook it
  • Fashion: Include what kind of clothing, the designer or season to wear it
  • Travel: Tell people the local on and the kinds of things you can do there
  • DIY: Describe what it is, how you make it and what materials people need
  • Photography: Name the photographer, year, subject or publication 
  • Design: Mention the designer, medium, publication, etc

Last tip: Once you are on Pinterest, add the Pinterest follow button to your social media pages and even your printed materials. This is a good way to jump start your Pinterest presence.