Category: Social Selling

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What makes a content, good?

I understand the difficulties involved in creating good content.

Here are some tips for creating good content – be it a blog post / a podcast / a video:

  1. Be objective.
  2. Keep it short & to the point.
  3. Stay on course.
  4. Narrate stories.
  5. Use humour.
  6. Engage audience. Connect with them.
  7. Be human. Some errors are fine. In fact, they are actually needed.
  8. Deliver tons of value.
  9. Give a reward to the audience at the end, for reading, listening or watching.
  10. Ask for feedback.

Happy Selling!!

#b2b #b2c #sales #content #storytelling

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LinkedIn Top Voices 2020: India

LinkedIn Top Voices 2020: India is out. In case you missed it, you can view it here:

https://www.linkedin.com/pulse/linkedin-top-voices-2020-india-abhigyan-chand/

In a world where people, ask you to double tap for a surprise or copy paste others’ stories or narrate stories about how they gave a job to the most deserving candidate or ask you to click on these icons – “like” or “celebrate” or “support”, if you like working from home or office or both, here is a list of people who genuinely drive engagement on their posts with their insights and tips in their domain.

If you are not following them, you should, depending on your interests.

LinkedIn has released Top Voices 2020 in various categories:

  1. Data Science and AI
  2. Design
  3. Education
  4. Entrepreneurship and Small Business
  5. Equity in the Workplace
  6. Finance and Economy
  7. Frontline Health Care
  8. Frontline Retail
  9. Job Search and Careers
  10. Marketing and Advertising
  11. Sales
  12. Sports
  13. Technology

Also, LinkedIn has released lists region wise.

Here is the complete list: https://www.linkedin.com/pulse/linkedin-top-voices-2020-meet-professionals-driving-todays-roth/?published=t

#HappyLearning

#HappySelling!!

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What’s your Social Selling Index [SSI]?

Before I get to that, in today’s world, you exist only if you are in #Instagram, #LinkedIn, #Facebook etc. Right / Wrong?

Couple of things to do:

  1. Post regularly on your subject matter.
  2. Share other people’s insightful posts. [like this one :)]
  3. Like & Share valuable comments on other’s posts. [I encourage you to start with my post :)]
  4. Be resourceful.
  5. Have a social media playbook.
  6. Have social media goals.
  7. Create a content calendar.
  8. Be creative.
  9. Be helpful.
  10. Stay on course.

LinkedIn Social Selling Index is a measure of how effective you are in:

a) establishing your personal brand

b) finding the right people

c) engaging with insights

d) building relationships

B2B buyers like to deal with Sales professionals who have been referred by someone they know or trust. So, it is important to connect with people in your industry and build trust and confidence. They may be referring you to someone they know who might fit your buyer persona.

Here’s my SSI in this pdf. I dropped from a score of 78 to 72 now. This is computed daily.

You can find yours here: https://www.linkedin.com/sales/ssi

HappySocialSelling!!

HappySelling!!

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Be Inspired! But don’t copy!

My #content was stolen. [Why am I not happy about it?]

By a Director, Solutions and Services of a computer hardware company that’s also into Doc imaging. The Director is based in California & handles the marketing for the company.

I first received a #LinkedIn request from this person. I accepted. Then after a while, this copying happened.

I am not a guru on #PersonalBranding. But that didn’t stop me from sharing what I knew on the subject.

The first three points I wrote:

  1. How do you want to be perceived?
  2. What should people remember when they think of you?
  3. What do you stand for?

And the Director wrote:

How do you want people to perceive you?

How do you want to be remembered?

What do you want your name to be synonymous with?

———

What a clever lift?

Escaping Google’s punishment. 🙂

Quotes:

  1. “I don’t worry about people “copying” me. Their next move can’t happen until I make mine.” -Germany Kent
  2. “Imitation is the sincerest form of flattery that mediocrity can pay to greatness.” – Oscar Wilde

My advice to this person:

  1. Please be yourself.
  2. Don’t try to be me.
  3. You can’t be me.
  4. Find the real meaning of “copywriting”.

What’s more: This person is writing a book on Personal Branding that is likely to be published soon on #Amazon.

Happy Creating!!

#HappySelling #beinspired

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Conversation Starters!

How are you?

That’s weird & not what you should be asking your prospects or customers.

It doesn’t mean anything. Certainly not a conversation starter.

For you to have a fruitful discussion over phone or in person, you need to engage your customer in a way that sparks his or her interest.

If you understand their business & the person, you will readily have a range of things to speak about.

Some ideas:

  1. Innovations in their domain
  2. Pet projects they are working on
  3. What they truly care about
  4. Ask, what they are working on right now, in a non-intrusive way
  5. Milestones reached by them
  6. Their Products/Services
  7. Their People
  8. Their Work culture
  9. Their CEO
  10. Their campaigns & all the noise they are making in the marketplace

You got it.

It’s out and out their Story, their Show and your love for their Company.

Get them talking.

You shouldn’t be talking.

You just listen. And. Take. Notes. In your Mind.

#HappySelling

#b2b #sales #enterprisesales #business #changethegame #conversationstarter #engage #people #customers #prospects

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Track your competition!

Those were the days I was hungry for leads.

I used to trouble my tech support guys for leads.

Not a good lead source, you say. Hang on.

One such day, my tech support guy said “go to xyz [name of a place]” unable to bear my pestering.

Not knowing where to go, I knocked on all doors & accidentally found a training institute & met few people. Left my cards with every other department where I couldn’t meet anyone.

Two days later, the unimaginable happened.

I got a call.

Rest is history.

That turned out to be a very big order for many software for multi location.

My colleague had been in touch with his ex-colleague & friend. He casually heard him say that he had been to that place but didn’t tell him the client name.

I found it out.

Later, I asked my colleague how did he get that lead. That’s when he told me about his conversation with his ex-colleague.

This story helps me work with optimism till date.

Takeaways:

  1. Follow your competitors, if you cannot be there before they do.
  2. Be optimistic.
  3. Ask your colleagues, if you are stuck somewhere.
  4. Be at the right place at the right time. If you cannot be early, that is.
  5. Highlight your strengths.
  6. Allow the buyer to contact you & help them make it their decision to choose you. This is very important.

#HappySelling

#b2b #changethegame #sales #marketing #leads #business #leadgeneration #competition

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Rediscovering the “Art” of Prospecting!

John Barrows & M. Jeffrey Hoffman conducted the webinar “John Barrows Goes Back to School: Rediscovering the “Art” of #Prospecting” yesterday or today [depending on where you live :)].

I enjoyed it thoroughly. What an energy & insight. Learnt about “Why you? Why you now?” technique to turn cold calls and cold emails to hot ones. How to get them to call you back?

It is important to connect with the C level but start from bottom. Bottom-up approach. That Fedex story is going to stay with me forever.

My takeaways:

1. Fake it to yourself until you actually make it.

2. Connecting with the non-buyer first to learn something that you can use when you have the live conversation with the buyer.

3. Prefer live conversations with a non-buyer over email interaction with a buyer. [more relevant now, when all of us are getting thousands of emails]

4. Look for triggers while prospecting.

5. Energy and enthusiasm are important in Sales.

6. Keep yourself busy always.

7. Do not jump on the inbound leads at once. Give it some time before you do that.

8. Do not use all that you have learnt in an MBA when you interact with the C Level.

9. Have the maturity to walk out of a deal early if there is no fit.

10. During discovery & prospecting call, disqualify more than you qualify.

#Happyselling #b2b #sales #salesprocess #changethegame

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Networking in Sales!

That was Year 1996.

I had just then started selling to Corporate. Until then, I was selling to entrepreneurs and small businesses. Selling to corporate called for lot more skills than selling to entrepreneurs & small businesses.

Networking skill is one of them.

We didn’t have #LinkedIn then.

I was hanging out where my clients met.

Road shows, seminars, conferences, product launches, workshops and any event where the corporate was in full attendance.

In most cases, the event would be conducted by our Principals – Microsoft, Oracle, IBM etc. We used to get a stall outside the hall to showcase our solutions.

Do you know how and when I met my clients?

During tea breaks and lunch time.

I sacrificed my lunch to go around and meet people. When they were having their lunch.

It used to pay off.

I would introduce myself. Exchange business cards. Would ask them if they are looking for some help.

I then promise to visit them soon and talk further. They’ll agree.

If there were 2000 people in attendance, I would have met at least 40 customers. That was just 2%.

But I have 40 contacts now.

I would start my outreach immediately after the event.

I provided value to my prospects before they bought anything. And I provided more value after the sale.

Coming back to networking, I networked not just with prospects and customers but also with competitors, partners and principals. Literally, anyone in the Eco-system.

I would know about the purchase of Air Conditioners by my prospect through the AC vendors, even though I was selling only Software.

All those strategies apply these days as well. On LinkedIn as well as otherwise also.

Stay tuned for more stories.

Happy Selling!!

#sales #customers #prospects #networking #skills

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My role model & other anecdotes….

There was a senior colleague who commanded respect from clients, principals, resellers and us colleagues. He was there in office every single day before office started for business. He was truly professional, knowledgeable, kept up his promises, always busy, added value to clients as well as partners, a crisis manager, a great people manager and had coffee & biscuits with us every evening after work. The evenings were interesting too.

One day I was preparing a proposal and he advised me to work on the proposals after office hours and not during productive sales time. From then on, all through the day, I was in front of customers talking about a new product or the upcoming workshops or just building relationship or talking about how technology is changing businesses and even lives. I normally simplify technology. It’s quite simple. I don’t get something if it is too complex. So, I question, read, inquire, find out the truth and understand it in detail. And then I simplify it and fine tune it according to the client I meet.

I think I built good relationships over the years with my clients and prospects. Some of them won’t buy anything related to technology without checking with me even if it is something that I don’t sell. Those were the zen moments in Account Management.

My role model has changed with time. Today it is Gary Vaynerchuk. He posted recently where in he taught how to tell a story. He says, if you are a real estate agent, tell me about the town and not just the house you want to sell. If you are passionate about Sales, tell me why you love it, your most interesting clients, biggest challenges etc. In essence, he says, don’t talk about the product / service that you are selling. Instead share the interesting anecdotes around your business. People would love to hear that. The rest will follow soon. Idea is to make things interesting.

Here is the image he had shared:

Happy StoryTelling!!

Happy Selling!!