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Jeffrey Gitomer

More BIG Questions and BIGGER Answers

Here are a few more sales, business, and life answers that can help you make more sales TODAY, and help you build a personal brand and reputation FOREVER.

1. Jeffrey, what do you do EVERY DAY to build attraction and brand?

What do you do to create consistency in your daily business habits? And I wonder how many of your daily habits take the long-term view. Or are you just trying to make sales to make quota? Big mistake.

I want to talk about one element of your personal business habits: Your personal outreach, your daily outreach that builds attraction, personal brand, authority, known expertise, recognition, position in your industry, Google rank, social media presence, top of mind awareness, and reputation. Oh, that.

Sounds like a LOT of work. But actually it takes LESS time than your morning bathroom routine once you’re set up and rolling. And these are habits that create attraction. Real attraction. Value attraction.

The cool part is it costs (almost) nothing. All you have to do is allocate the time, and (most important) commit to DAILY OUTREACH.

Here are two of my consistent actions:

  • Blog or personal website. A starting place, a landing place, and a jumping off place for stories, ideas, opinions, photos, videos, training, and anything else your customers or followers would find BOTH interesting and valuable. On a blog you can mix business and personal, as long as it’s not offensive. Your posts can be subscribed to and delivered by email. OUTREACH: Blog with a minimum of a weekly, if not daily, post. You have unlimited space for text, photos, and videos. Your blog is an opportunity for people to realize both your intellect and your passion.
  • YouTube. Video is the new black. This is a chance to convey messages, training, subject matter expertise, testimonials, and offers of value. Your viewers can subscribe, and your posts can be cross-pollinated on your blog, your Facebook page, and your LinkedIn profile.

2. Jeffrey, there’s a HUGE misused and misunderstood word in small AND big business. The word is ATTRACTION. How do small business owners attract leads in today’s social world?

All business social media must be combined with your traditional business and Internet outreach. To attract, the key ideas are ‘personalized messages’ and ‘value-based’ messages.

If you’re looking for more attraction (who isn’t?), here are some of the small business, internet, AND business social media value-based messaging and marketing elements I use to transfer my messages. My messages and posts both attract and connect. Go to these links and follow me. Then study them, learn how I do what I do, and emulate it.

  • LinkedIn – Jeffrey Gitomer – The number one business resource. I post my thought of the day or link of the day. RESPONSE: People like it and share it with their connections. That has lead to more than 23,000 connections.
  • Twitter – @gitomer – I tweet three or four times a day. I usually send out one link a day. RESPONSE: I am re-tweeted or favored more than 100 times a day, and I gain between 50 and 100 new followers a day.
  • Facebook business – /jeffreygitomer – Like me, then read a bunch of my posts, then be inspired to comment or post. RESPONSE: All of my followers (likers) read it, and when they like it or comment, all of their connections can see it too.
  • YouTube channel – BuyGitomer – People watch a few of my 300+ videos. RESPONSE: more than 25,000 subscribers.

You cannot control how people search. You must be findable by company, person, product, topic, and keywords that will get your name to pop up.

It’s not one thing that creates attraction. It’s a strategic combination of a social, online, and face-to-face outreach MIX that attracts interested buyers. It’s a confluence of value-based things that are available to customers and prospects.

Look at the diversity of my offerings, and the multiple opportunities that prospects have to find you, be attracted to you, connect with you, and buy from you.

3. Jeffrey, how do I attract leads at a face-to-face networking event?

NOTE WELL: Most people take networking for granted, and think of it more as a place to meet friends and clients rather than capture an opportunity. They also fail to realize that people, whether you know them or not, are cultivating an impression of you – not just about what you look like, but also based on how you act, and how you dress.

Your physical presence, your physiology, and your communication prowess can determine whether the outcome is business or no business.

Here are 3 networking attraction tips for your learning and connecting pleasure:

1. I shake and look. When I shake someone’s hand, it’s a firm grasp and a direct look in the eye.

2. I smile. Even in New York City. I find that by giving a smile, I get a smile.

3. I ask before I tell. Whether I ask for their name, or a simple “how are you?” I want to hear the other person before they hear me.

Face-to-face networking is still a GREAT way to attract and connect in the world of social and online sales.

Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.


About the Author

Jeffrey GitomerJeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].

Jeffrey Gitomer

Free sales! Free sales! Step right up and get your free sales!

What are your social goals this year?

No, not who are you taking to the dance on Saturday night. What are your intentions to create more online social involvement that leads to attraction, engagement and sales. Social sales. Oh, that.

UPDATE: Social sales and social selling is the new black.

SET YOUR SALES COMPASS ON ‘SOCIAL’ AND THINK ABOUT THIS:

  • What are your social value offerings?
  • What are your social product offerings?
  • What is attractive about your social offerings?
  • Where is the perceived value in your social outreach?
  • Where is the perceived value in your social offerings?

These are painful questions – but I’m just getting started.

My good friend, and IBM’s social evangelist, Sandy Carter, asked me to comment on what’s next in the world of social selling for 2015.

Here are the Social Media and Social Selling Trends for 2015:

  • Social media and social selling are entering the next phase. It’s the “comfortable with” phase – big companies and previous naysayers in general are branching out and digging in. Everyone is realizing the unlimited power, and has some experience with the process and applications. Comfortable enough to BUY. Social Selling Challenge: Are your customers and prospects buying from your online offerings?
  • Will your social selling offers only bring sales? The discount offerings bring customers. The value offerings bring customers and PROFIT! Social Selling Challenge: How much profit are your online sales bringing in?
  • Every social media site is trying to do and be everything to everyone. Photos are now everywhere. Videos are now everywhere. The ‘likers’ are now everywhere.
    Social Selling Challenge: How current is your social presence? Are you gaining a following?
  • Kids will continue to abandon Facebook for Instagram – 300,000 million Instagram users – and don’t be misled by the word ‘kid’ – in 5 years they’re your new customer – and will probably be more social savvy than you are. Social Selling Challenge: What are your kids doing? What are they buying?
  • Smartphones will continue to be the social involvement device of choice. And the app will continue to dominate Internet use. Social Selling Challenge: Do you have a social selling app? What’s your plan to get one or improve the one you have?
  • ‘Social’ involvement is no longer an option – it’s an imperative. You no longer have a choice – it’s all in or be left out. Social Selling Challenge: Who is in charge of social sales and social selling in your company?
  • Social selling is becoming more prevalent and more sophisticated. Analytics is the new black. Data-driven selling is the new norm. Social Selling Challenge: do you know who your online customers are?
  • App developers are thriving to capacity. That should tell you the story all by itself. Social Selling Challenge: Partner with an app developer and make something happen.
  • Purchases are the final frontier. The more people buy online, the more social interaction becomes and stays relevant. Ratings by customers will outweigh all other forms of advertisements. Social Selling Challenge: What is your social selling volume? And what’s your plan to double it?

My business plan for 2015 has a heavy concentration on social selling. So much so that I am writing (like this), investing in infrastructure (website and apps), and intensifying my social presence with more value messages.

Oh, I am also learning. Social selling is more fluid than mercury. Changes occur by the hour. And game-changers appear daily. I study the marketplace and especially MY marketplace, daily.

Where is the attraction coming from and what’s happening once the attracted actually land someplace? Are they buying or are they flying (okay, clicking) away?

Social selling is on the rapid rise. And unless you’re Amazon or Apple, you’re way behind the eight ball in development and execution.

Hopefully your competition sucks worse than you do. And hopefully you’re doing something about it sooner than they do.

Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.


About the Author

Jeffrey GitomerJeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].