Four steps to getting started with social media

Agent Reboot Logo

I had the opportunity to be part of a panel discussion on social media at the most recent Agent Reboot event in Washington, DC.  It was great to be back to a place I lived for several years "back in the 90s."  Lots of familiar places and was able to reconnect with some friends while I was in town.

I framed my comments at the event to take a step way, way back from the hype and excitement around social media and explain what it is and that everybody can, and already does, do it.  Learning all the tools, tricks, and tips is another issue but there really is very little mystery surrounding it.

Here's why:

Fundamentally social media is about communicating with people.  Something we all know how to do and do every day in a variety of ways – meetings, phone calls, emails, etc.  The "social" piece of it focuses on participation.

More people from more places can come together and share, interact, and get updated all at one time or, more importantly, on their time complete with links, pictures, and a threaded view among other things. 

I suggested the following four steps to get started and this has been a recurring theme of ours in all of our presentations.

1.  Listen

You don't have to have anxiety about your writing, if you can be witty, or even spell correctly.  Start out by reading what others are sharing.  There is probably already somebody in your neighborhood doing this.  In Kirkland, WA (where I live) there are two local blogs I read that keep me informed about what is going on in my community – Kirkland Weblog and Kirkland Views.  Beyond where you live, find others writing about your interests, skills, or hobbies.  It is really easy to use Google to find these types of bloggers and you can also use Twitter search.

2.  Share

Now that you are reading interesting things by people in your neighborhood or written about your interests, you will no doubt want to share those with others.  Enter email.  Copy a link and paste it into the body of an email or share it directly via email from the post. You'll probably even add a bit of commentary on it as you share with friends or co-workers. Congratulations, you have now shared content. 

3. Comment

Now it is time to come out of the shadows and share some of that commentary you are adding to the emails with the world.  Read a post and comment directly on it.  The comments on a blog, especially a heavily trafficked one, are where the real conversation and insight unfolds.  Remember, do not self-promote.  Add something of value to the discussion…like you would if you were talking to a group of friends at a coffee shop.

4.  Contribute

If you have made it this far and really want to strike out on your own by publishing yourself, you have a variety of choices to make about tools, costs, time commitment, etc.  The tools are cheap, easy to learn, and just put yourself on a schedule to write a blog post a week.  Carry a notebook and write down random thoughts.  If you find yourself answering the same questions over and over for friends or co-workers, write a post and share that link next time (see #2 above).  Simplify your broadcasting by linking your blog to Twitter to Facebook to LinkedIn.  Or don't and control it.  It is your call and you are in control.

Even if you never move past Step 1 you will be better informed in your job or even at your next cookout

 

My presentation on using social media to find and close business

I had a really nice trip to Minneapolis this week (minus the rain) and wanted to share the presentation I jointly gave at the Inside Sales Professionals summit along with Matt Heinz of Heinz Marketing.  Matt is a friend and sales/marketing expert that runs a consulting firm here in Seattle.  Here are the slides and let me know if you have any questions or feedback on them:

Headed to the Inside Sales Leadership Summit in Minneapolis

AA ISP logo

I am on my way to Minneapolis where I will be giving a presentation around the bottom line results that can be derived from using social media in the sales process.  I'll be co-presenting with Matt Heinz of Heinz Marketing and am looking forward to showing off how to use Gist as a sales tool at the event. 

If you are going or are in Minneapolis and want to connect, let me know robertcpease at gmail dot com.

I'll post summary thoughts and key takeaways as well.

Three keys to a successful modern marketing plan

I assembled these notes in advance of a presentation I thought I would be giving.  That didn't come together but I did want to share these three points here as "keys to a successful modern marketing plan."  There are definitely more parts to a plan than what is listed here but I believe these are especially relevant to what you can do and must do given how technology has changed both the approach and pace of marketing.

1.  Launch is a process not an event

Launch is not a one time event for your company.  Launch is a continuous process whether it is the release of new features, a partner announcement, or just a continuous flow of information and events that you are driving. 

I am not a fan of the "one shot" launch events.  Not because I don't think Techcrunch 50 or Demo are good events.  I just believe there are way too many variables that impact a positive outcome…and that the results of the outcome are fleeting.  Isolating everything that could potentially derail a demo or conflicts that could lead to a sparse audience is pretty much impossible so don't set yourself up for disappointment. 

I recommend laying out your time line and finding the events that support it.  Do not spend buckets of money on events although many require some level of sponsorship to get on stage.  Just be frugal about spend and critical of the opportunity.  If it seems to good to be true or it is presented (sold) as the "make or break" event for your company, move on.

2.  Identify on-line influencers in your domain & meet them

Everyone can be a publisher these days and there are no shortage of bloggers, podcasters, and amateur journalists in just about every industry and sub-industry.  A bit of time using a search engine will reveal lots of targets for your given domain that have huge readerships.  Engage with these on-line influencers, share your expertise, and provide content for their audiences.  Traditional newspaper circulation continues to decline so focus on those who focus on what you do and in your space rather than hope for that big article in the Wall Street Journal.  If what you are doing and saying is compelling (and you are really are on expert), those opportunities will find you.

3.  Embrace new technologies but don’t lose sight of fundamentals

Social media is a tactic, not a profession.  It has a role in the marketing mix and is a phenomenal customer support tool.  See it for what it is and understand it is a platform for your brand.  Use channels like Twitter, Facebook, and your blog to share news about you, about your industry, and to show off your expertise as well as that of others (yes, including your competitors).

For a bit of additional perspective, watch this video about how the fundamentals of B2B marketing stay the same:

So, what is Gist?

Arguably, we have been perfectly vague publicly about what Gist is, what it is used for, and how it fits into your daily life.  This is due in large part to being in a limited release where we continue to add features, refine the product, and incorporate feedback from a phenomenal set of beta users. 

So the question remains, what is Gist?  Is it a contact manager, better contact management system, new way to think about CRM software, a new type of sales or business intelligence software?  I guess the answer is that it embraces a bit of all of these things focusing on blending how your contacts, connections, and all the associated content you share and they generate comes together for your use.  Kind of a whole new approach to personal relationship management that combines elements of all of the above.

I use it daily because a) I work there and b) because it fits with what I do – contact people, respond to people, follow up with people, look for a reason to reach out, etc.  Ultimately, Gist takes the broad set of people that you communicate with or desire to communicate with, aggregates information about them, and serves it up to you in rank order with you having to do pretty much nothing. Oh, and it really shines when you use it inside MS Outlook or Salesforce.com (supported in our most recent beta release).

Sound cool?  Watch this video for a more detailed product tour by yours truly and drop a comment or email to me – robertcpease at gmail dot com if you want to try the beta.

Marketing Mayhem

Over the past year plus, I have been working with a whole new set of tools to understand and reach customers/prospects/users.  This includes Twitter, Linkedin, Facebook, blogs, blog comments and the associated technology to access and analyze what is being said and who is saying it.

Unlike mainstream marketing thinking, what I have been doing has cost very little money and utilizes new tools to reach people in the new places they are spending their time.  More importantly, the leverage in selling resides disproportionately with the buyer these days.  They have instant access to information about you, your competitors, and even the ability to connect with your current and former customers all without your help or involvement.  Understand this is reality and embrace it.

So, what should you do if you are trying to sell something, launch something new, or just expand market share within existing target market?  Set up and make use of a Listening & Engagement Framework.  Check out my previous posts on it to understand what the heck I am talking about.

I have been making extensive use of this type of framework at Gist and put together the presentation embedded here to highlight both what we have been doing as well as the thinking and assumptions behind it all.  Check it out and let me know thoughts and feedback.  One thing I have learned is that the rules are still being written and best practices emerge daily on the best way to use all this stuff as a business.