Social Selling: 3 Must-Haves and 6 Right-Now Actions for Success

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"Social Selling expands on the age-old basics of getting to know your customers and meeting their needs." ~Jon Ferrara, CEO, Nimble Today, customers not only have a choice, they have a voice. Only 33% of buyers trust what the seller tells them. However, 92% trust what another buyer tells them. What kinds of stories are your customers telling other buyers? It's crucial to make sure your true customer experience story is being told and to do … [Read more...]

Social Media and Personal Branding: Think Before You Post

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Social Media and personal branding are like peanut butter and jelly. Sure, you can have one without the other, but why would you...ever? Whether you're a CEO of a large company, an employee at a small local company or somewhere in between, you are representing yourself when you're online. Everything you say and do speaks to your personal brand. How do you want to be perceived? What do you want to be known for? What is your unique … [Read more...]

Sales and Social Selling: Are They The Same?

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Being successful in sales will take you anywhere you want to go, right? Umm, not so fast. In today's online environment where 95% of buyers start their purchase process online, tried-and-true sales techniques are valuable but not foolproof. I meet sales professionals everyday who excel at their sales process but they're lost when it comes to taking those skills online. Over my 25+ years in car dealerships, I can count on one hand those … [Read more...]

You’re Not Relevant: 6 Content Marketing Tips to Avoid Blending In

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"The tiny cost of failure is dwarfed by the huge cost of not trying." ~Seth Godin Being relevant means to be closely connected. When customers align with your brand and feel connected, they start to develop trust in you and your products and services. Revenue grows as trust is strengthened. When it comes to marketing, there is nothing worse than blending in. Being considered "not relevant" either through your marketing messages or by … [Read more...]

Do I Need a Separate Facebook Account for Business?

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I'm not trying to be Captain Obvious here but unless you've been on a deserted island somewhere, you should know by now that Facebook is a valuable tool for marketing yourself and your business. Salespeople leverage it to stay in touch with customers and network with new ones. Businesses make it part of their marketing to generate leads and sales. Almost anyone can benefit from Facebook's reach and it's crazy to ignore it. I get asked a lot, "Do … [Read more...]

8 Ways to Rev Up Online Referrals, Guarantee a Steady Flow of New Customers

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"The best referral engine there is... is a happy customer."  ~John Jantsch In a transaction-based business, sales are driven by good customer experience. When shopping and researching their purchase, your customers look for evidence of a good customer experience. They look at your blog content, your Social Media profiles and your online reviews. Online reviews are actually digital referrals. Even though users may not know each other, online … [Read more...]

Two Frightening Examples of Failure in Social Networking

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What we say and do speaks volumes about us. Our words and actions tell the story of what it's like to do business with us. Social channels are ideal for leveraging our network to "promote" good intentions and tell the story of our personal brand. But here's the thing about social media: everything you say and do creates a perception in your customers' minds. If you don't want to be a failure in social networking, shouldn't your image be a … [Read more...]

Social Selling: It Starts With Why

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Social Selling should be an integral part of any salesperson's daily regimen. To master the art of social selling and networking is to live and breathe the idea that relationships drive business. You have to be visible in the community. You have to get out there and connect with people. It's not called net-sitting or net-eating. It's called networking. You have to work at it. Social Media has expanded the marketplace. As a salesperson, Social … [Read more...]

7 Right-Now Actions to Improve Your Online Reputation

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Online ratings are what brought me to Social Media marketing. It was 2008 and I foresaw the direct correlation between online ratings, social networking and business operations. I discovered customers were talking to one another instead of listening to advertisements. Social Media fueled their conversation and now online ratings are one of the first places people go when they're looking for solid, trustworthy advice. After my years as a … [Read more...]

What's That You Say? Car Salesman Fired for Facebook Comments

File this under: Only in the car business. You know I talk a lot about automotive Social Media marketing but there's another side to Social Media that comes into play involving employees. A lot of owners block Social sites from the dealership's server in an effort to control what's being said. However, with smart phones and other personal devices, employees bypass the store's server and communicate with their network, including your … [Read more...]