Categories
#S4LSocial social content marketing social media selling Social Selling Social Selling Toolkit Social Selling Training Twitter

How To Post Social Media Content Every Day Without Losing Your Mind, Passion, Or Unique Branding

Do you feel like you need to post every day on your social networks to keep up with the Joneses? And if so, do you think that could be a detriment to your business? Not necessarily. You can post every day and maintain quality, variety, and value. It isn’t always easy to conceive ideas for new content every day, but there are ways to make it easier.

The 3 (Not-So) Secret Ingredients to Daily Social Media Content

To build a solid online presence and gain followers, post quality content regularly, with variety in your posts and value for your readers.

Quality. Variety. Value. These three variables, when combined, create top-notch blog posts. Don’t worry about keyword density or backlinks. Instead, focus on creating fascinating blog posts that people will link to naturally. Google’s Panda update rewards this sort of content because Google knows that your readers will naturally want to share or link to great content.

Quality Comes First.

Quality Comes First.

It’s a common misconception that you have to post more content to gain more followers. But the truth is that posting high-quality content will bring people back for more.

No matter how often your material gets shared on social media, people will stop viewing it and go elsewhere if it lacks quality. Quality is the key to creating solid relationships with your audience, and it’s what makes them want to keep coming back for more.

If you want to be seen as an expert, or just a credible source of information, you need to make sure that everything you post is high-quality. Your content needs to be researched, well-written and accurate. If it isn’t, no one will take you seriously, and they certainly won’t trust your opinions or advice!

Variety Comes Next.

Variety Comes Next.

We know you’re busy, so we don’t want to tell you this every day: posting the same thing every day is a bad idea.

There are a few reasons why. First, it gets boring—your followers will get bored and stop following you if they see the same thing repeatedly. Second, it’s not suitable for your brand—you want people to be excited about what you post, and if they can’t even remember what you posted yesterday because it was the same as today, how excited can they get?

So how do you make sure that doesn’t happen? We recommend posting 3-4 different kinds of posts throughout the week. How many depends on your industry—if your followers are in the tech industry, then maybe only one post per week is enough; but if they’re in retail or fashion, then perhaps two or three times per day might be necessary!

Your audience is looking for a variety of content that will help them with their daily lives. If all you do is post about how excellent your product is and why they should buy it, they’re going to get bored with what you offer.

People want more than just sales pitches from brands—they want something that helps them understand their problems and gives them advice on how to solve them.

You need to mix things up a bit! Some days, you can post a link to an article relevant to your business and industry. Other days, you can post a picture of something funny or cute. Sometimes, it’s even okay to post something that makes you happy! If all else fails, think about what would make other people like the posts they see in their feed—and then go with that.

Finally, Provide Value.

Finally, Provide Value.

Here’s the thing: If you’re not providing value to your followers, then what are you doing?

Your followers follow you because they want to learn something new and be inspired. They want to see what you’re up to in your business, but they also wish for tips and tricks to help them in their careers and personal lives.

So what do they get when they see a bunch of selfies and the same old sales pitches? Not much.

You need to give your followers something that will improve something for them. That’s where the real magic happens—when you give people something that makes their lives better, no matter how small or insignificant it seems.

The most important thing you can do as a brand is to give your followers something to make them feel valued.

It’s easy to fall into the trap of posting just to post—but if you’re not providing any kind of value in the posts you share, what are you even doing? What’s the point?

If you don’t have anything valuable to say or give to your followers, then why are they following you in the first place?

The answer: They want to be inspired, informed, and entertained by your content. And if they’re not getting that from you, well—they’re going somewhere else.

Conclusion

You’ve probably heard this before: you have to put in the time to see results.

It’s true—and especially true when it comes to content creation. When you’re trying to build a brand and gain followers, you’re building up trust. And you do that by showing your audience that you know what you’re talking about and that they can trust what you say.

That means creating quality content that tells your story, educates your audience, and gives them something they want or need.  It also means editing each piece of content, so it’s as accurate and polished as possible before publishing.

Categories
Sales Inspiration sales performance sales pipeline Sales Play Sales Process sales skills sales strategy social content marketing social media selling Social Selling Social Selling Tools Social Selling Training Technology video video selling

Prospecting Videos: 5 Proven Strategies To Increase Turnover

If your job was to prospect for potential clients looking to buy from your company, what strategies can you use to help close more deals? 

Ten years ago, just about any business owner that possessed a camcorder, a tripod, and the ability to turn on the recorder could film a commercial. These days, video marketing needs a little more creativity and professionalism. Video offers a personal touch when communicating with prospects and lets them know that you care enough to put in extra effort for them.

How To Prospect Using Video: Our Top Tips

How To Prospect Using Video: Keep ‘Em Short, Simple, Sweet.

#1: Keep ‘Em Short, Simple, Sweet.

A sales prospecting video is the first impression, so it must be top-notch.

If you’re looking to create a video that will truly stand out, then it’s essential to follow these guidelines:

Keep it short and sweet. Keep your sales prospecting videos under two minutes. This ensures you can get your point across without overwhelming your customer.

Make sure your script is on point and tight. A poorly written script for a sales prospecting video can lead to even worse results than no video. You want to make sure you’re saying what you need to say to get those prospects on board with your brand message and sales pitch.

Keep it simple and easy to understand. Don’t overcomplicate things by being fancy or clever — it won’t work in this situation! Everything about this video makes sense for your audience, from start to finish.

How To Prospect Using Video: Always Leave a CTA.

#2: Always Leave a CTA.

A call to action (CTA) is simply an instruction that encourages people to take some kind of action. This could be signing up for something, buying a product, or even sharing the video with their friends.

It can be anything from signing up for a newsletter, downloading an ebook, sharing, subscribing, or following you on social media.

There are many ways of including a call to action in your video. Here are some ideas:

  • At the beginning of your video – If you want people to take action at the end of your video (for example, subscribe or share), then it’s best to include the CTA in the beginning. This way, viewers will remember what they’re supposed to do when they reach the end of your video.
  • In the end – This is probably how most people include CTAs in their videos. You can either ask directly for viewers to take action (for example, “please subscribe”) or use a subtle hint – for instance, by saying something like “make sure you don’t miss out on our next video.” You can also leave it up to the viewer’s imagination by asking, “what should we talk about next?”
How To Prospect Using Video: Be Prepared. Have a Script Ready.

#3: Be Prepared. Have a Script Ready.

We’ve all been there. You’re recording a video, and you realize that you don’t know what you’re going to say.

It’s not a good feeling, and it can make the difference between a successful video and one that flops.

To avoid this scenario in your videos, write down your talking points before recording. When it comes time to record, you’ll be prepared with ideas for what to say next.

This can be as simple as writing down bullet points on paper or in a word processor — whatever works best for you.

It’s common for people to get nervous about being on camera and forget what they want to say, so you must have everything written down ahead of time.

You can use bullet points or complete sentences, but it’s best if the notes are short and concise. Don’t worry about the length of the talking points — just get the main points out there.

Once you’ve written down your talking points, you’ll need to memorize them. Practice saying them out loud until they feel natural. If you’re not sure how to practice, try reciting them while driving or doing chores around your house.

Finally, don’t be afraid to ask someone else for help if they notice something that needs fixing or improving in your presentation style. You’ll be surprised at how better people will react when they see that you’re trying hard — not just winging it!

How To Prospect Using Video: Connect with Your Audience.

#4: Connect with Your Audience.

When speaking to someone on camera, your eyes are the most essential part of your body. When you talk to your audience on camera, make sure that you look at them as they watch what’s happening in front of them with interest and focus.

When we speak to someone, there’s an unconscious connection between our eyes and theirs. To make it work in a video, simply turn the camera toward yourself to capture your face from the side while you’re talking. Then, turn the camera back toward whoever is listening to you so they can see what you see onscreen.

The viewer will be able to see that connection between their eyes and yours through this process — making it easier for them to feel like they know who you are and what you’re experiencing together in real-time. 

Because video is an emotional medium, it’s important that your viewers feel connected to you through their feelings about what’s happening onscreen — rather than just watching passively from an outsider’s perspective.

How To Prospect Using Video: Add Some Personality To Your Videos!

#5: Add Some Personality To Your Videos!

A sales prospecting video is one of the best ways to get your message to your target audience in a way that they can relate to. It’s a great way to show off your personality, and it offers you an opportunity to be yourself.

For example, if you’re a consultant, you might want to show how easy it is for people to reach out and ask you questions. Maybe you want to explain why you do what you do, or perhaps you just want to give some tips on how they can get started on their businesses.

If you’re a freelancer or contractor, your prospecting videos should focus on why clients should hire you instead of everyone else offering similar services. Show them why they should choose you over all the other options!

When producing a sales prospecting video, it’s tempting to use stock images and generic music. You may think that having a generic look will help as many people hear your message as possible.

That might be true, but it also means that your prospects will be less likely to pay attention. If they’ve seen a million videos just like yours, they’ll tune out before you get started.

The best way to promote yourself is to show off who you are through the videos you create. Don’t hide behind the camera or pretend that you’re someone else — let your personality shine through so that prospects can see who they’re dealing with.

Here are some tips to achieve this:

Show off your office space. 

This is a great way to give prospects a chance to see what working at your company would look like, but it also gives them a chance to see where the work they do every day happens. If you have any cool features like slide shows or other office amenities, definitely include those!

Have fun with it! 

This is an opportunity for you and your team members to be themselves—show off their personalities and let people get to know them better. This can help build trust with viewers since they’ll be able to see that they’re dealing with real people who care about what they do.

Use humor whenever possible!

It goes without saying: people love humor, especially when it’s used effectively—and the best part is that there’s no wrong way to do it! Just make sure that whatever jokes or puns you use are appropriate for the audience you’re reaching out to

Related Blogs:
Categories
Sales Advice sales fundamentals Sales Inspiration Sales Play Sales Process sales skills sales strategy sales training Social Selling Social Selling Tools Social Selling Training

4 Storytelling Techniques That Will Rock Your Sales

Sales professionals have always used storytelling to persuade and inspire. Abraham Lincoln used advertising stories to speak out against slavery with the help of the newspaper. Mary Kay Ash took part in personal development classes through storytelling. 

Today, salespeople and other professionals rely on marketing stories for different purposes such as sharing tips, inspiring, or even persuading customers. Mark Zuckerberg has admitted that Facebook was initially built because he wanted people to share their stories. 

Have you ever had a salesperson tell you how good a product or service was, and it just left you cold? You’ve heard the story before from another seller — the same features, the same benefits, the same story — and decided to buy from someone else. 

I’m not interested in telling you that my product will save your business $10,000 per month. I’d rather show you. This is the mindset you should always have when making your pitch.

How To Craft Stories That Sell

#1: Create a connection powered by relevance

Create a connection powered by relevance

Stories have the ability to create a connection between your audience and what you are trying to sell. It should be based on real-life experiences and not be theoretical or too much in the future.

For example, if you’re selling advertising space for a website, don’t talk about how great it would be to have an unlimited supply of targeted traffic. Tell them what happened when your client ran out of targeted traffic and couldn’t afford to pay their bills.

If you sell medical insurance, tell them about a client who lost her job due to an illness and had no way to pay her medical bills.

If you sell financial services, tell them how you were able to help someone get out of debt or plan for retirement by using those products.

#2: Compel through concrete storytelling

Compel through concrete storytelling

When we tell stories, we’re not just recounting events — we’re building connections. A story is a way of showing the kind of person you are and the values you hold.

When you tell a story, you’re doing more than just sharing an experience — you’re creating an emotional connection with the other person. And when they connect with you, they see themselves in your story and realize that they can relate to it as well.

To make your stories memorable, use concrete details.

In order to make your stories more powerful and compelling, you need to be able to tell them from different angles. That’s why most people have a hard time telling good stories. They can only think about one angle at a time.

But when you understand how stories work on multiple levels, you can change your perspective on any given story and see it from many different angles. This will help you make your stories better and more engaging for your audience.

#3: Honesty is still the best policy

Honesty is still the best policy

Storytelling is an art form that can be used to connect with your audience, create a sense of community, and prompt them to take action.

The best sales stories are simple, authentic, and memorable. They’re told in a way that feels natural and relatable to the listener.

Stories help you connect with your customers on a deeper level by getting inside their heads and making them feel something genuine — empathy, excitement, or even fear.

But too many salespeople fall into the trap of using canned or trite phrases when they try to tell a story. This makes it harder for listeners to relate to what you’re saying because it doesn’t sound like something they would actually say.

A great way to illustrate concepts or processes is by using examples from your own life or from other people’s lives. For example, if you’re selling software that helps businesses track their inventory, talk about how this software has helped other businesses reduce costs because they didn’t have to ship out extra inventory when they sold out of a particular item. Or if you’re selling an online course on personal finance management, share stories about how people have been able to pay down debt by setting up savings accounts for emergencies and sticking to their budgets.

#4: Tell your story with flair

Tell your story with flair

Storytelling is about more than just telling a tale; it’s about sharing an experience that connects with the audience. And this is how you get customers to buy from you: by making them feel something.

So if you want to be an effective salesman, be an effective storyteller first!

Here are some storytelling techniques that will help you sell like a pro:

  • Use vivid details
  • Tell stories that reflect your audience’s concerns (and not yours)
  • Create characters with whom people can empathize
  • Focus on what matters most to your audience

Storytelling is an art form that engages people at an emotional level — it’s not just about facts and figures. It’s about connecting with people as human beings who have problems they want to be solved or desires they want to be fulfilled. When you tell stories in your presentations, you make yourself approachable as a person instead of just another vendor trying to sell something.

Alternatively, use analogies and metaphors to explain complex concepts more clearly.

Conclusion

Storytelling is an ancient art form.

It’s been around for thousands of years and has been used to tell all kinds of stories. The Bible, for example, is full of stories about people’s lives, struggles, and triumphs. Ancient Greek mythology is full of tales about gods and goddesses. And today, we are still telling stories through books, movies, television shows, and more.

But storytelling isn’t just for entertainment purposes — it can be a powerful tool in business as well. If you haven’t already realized this, then you need to start incorporating storytelling into your sales process immediately!

Categories
b2b sales leads pipeline development Sales Sales Advice Sales Management Sales Metrics sales pipeline Sales Process

4 Tips on How to Get Past The Gatekeepers

If you’re in B2B sales, you’ve probably battled a gatekeeper. They can make or break your sale. This is especially true of B2B mid-market sales. Gatekeepers hold the keys to the kingdom. If they don’t see an opportunity, they can ensure no one else sees it either. That’s why we call them gatekeepers.

Without a doubt, B2Bs hate gatekeepers. They frustrate salespeople and hurt business relationships. The real trick is finding ways to overcome these obstacles. If you’re interested in selling to B2B companies in the future, it’s essential to know how to get around gatekeepers.

4 Ways to Get Past the Gatekeeper

You can’t just pick up the phone and call to accomplish this. Gatekeepers live to prevent salespeople from getting through. Here are four ways to bounce over, under, and around gatekeepers to reach prospects you otherwise couldn’t.

Whether a receptionist or an account manager, a gatekeeper is designed to keep you out. They’re tasked with filtering visitors, calls, and emails from prospects and determining if the person you want to reach will be willing to listen to what you have to say.

Respect the Gatekeeper

#1: R.E.S.P.E.C.T.

A gatekeeper has control over whether or not you can speak with your prospect, but they don’t have to be the end-all-be-all of decision-makers. Most gatekeepers are just doing their job—managing their boss’s schedule and ensuring they don’t get interrupted by unnecessary people.

You can win over gatekeepers by showing them that you value them as an essential part of the process and that you’re not just trying to get past them so you can sell something. You need to have a sense of empathy for their role in the company and understand how much they must be juggling on any given day. That way, when they say no, it won’t feel like a rejection from someone who doesn’t want to hear from you at all—it’ll feel like a rejection from someone who does want to help but just doesn’t have time right now!

#2: Make It Personal.

1. Handwrite a note.

If your prospect is someone who cares about personal touches, this can be an excellent way to break through their defenses.

2. Make an appointment in person.

If you’re able to arrange an in-person meeting, do so! It’ll help show that you’re serious about wanting to have a conversation with them, which can go a long way toward getting past their defenses (and gatekeepers).

3. Send swag!

If your prospect is the type who responds well to gifts or small tokens of appreciation, send them some marketing swag as soon as possible after making contact with their gatekeeper—it’ll help show that you’re serious about wanting them as an account

Changing Your Perspective.

#3: Changing Your Perspective.

Every gatekeeper is a resource. Each of them has access to valuable information. They know where your prospect is, their schedule, phone number, and much more.

You must view each gatekeeper as a resource rather than an obstacle. Viewing each gatekeeper as an obstacle can lead to some frustration if you’re not careful. Asking for the name of someone’s assistant can be an excellent way to get around this problem and make sure you have the right person on the line when you call back.

You should also try to be polite and respectful when dealing with gatekeepers. Remember that they are people too and may be working in an uncomfortable situation themselves (for example, fielding calls from angry customers). Don’t take it out on them just because they’re not letting you through!

If you’re having trouble getting through to someone by phone, try sending them an email instead or following up later in the day when their schedule might be less busy.

 Bypass the Gatekeeper.

#4: Bypass the Gatekeeper.

If you have a sales team, they probably spend most of their time on the phone and emailing leads. They may be spending more time doing this than they are selling.

You should be if you’re not using a CRM (customer relationship management) system to track your contacts. But even with a CRM, there are still plenty of people who aren’t using it as effectively as they could be.

Gatekeepers will always exist in some form or another — whether it’s a secretary or someone else who answers the phone or screens your emails — so it’s vital for you to find ways around them if you want to get through to decision-makers

The most effective way to bypass gatekeepers is to invest in sales data. Partner with a B2B data provider, such as Pipeline Signals, to secure your most important prospects’ direct dials and email addresses.

Once you have these contacts, send them an introductory email explaining who you are and why you’re reaching out. If they respond, it’s time to start building rapport and working on establishing a relationship over time.

Another approach is to research your prospective company and find out what their employees are talking about online. Look for groups or communities where they participate and join those groups yourself. This will allow you to engage with them online in a more organic way than sending an email cold call — which could see it as spammy or intrusive (and therefore not read).