Would you attend a networking event with a bag over your head? Of course not. But people do it all the time.

This was the analogy I used this week while running an online training for a client.  It got a good laugh.  But the more I thought about it the more it is exactly right. Why would anyone put up a profile on a networking site without their photo?

I am an early adopter of technology and social media; I have been using LinkedIn for a long time.  LinkedIn has over 100 million users and has been around for about 10 years so it is a bit difficult for me to believe that so many people still haven’t caught on.  It’s not for everybody, but if you are in most businesses it is a powerful tool to help you find resources, employees, funding, people to collaborate with and customers.  Why not be on LinkedIn?

I am not a social media expert and I don’t bill myself as one, but I do use it and I do get results.  I find myself constantly having to convince people as to why they should use social media.  I will tell you this, it is time consuming, especially at first when you are learning and then if you really want to get results you must have a plan and follow through.

For LinkedIn, I am still learning.  I post mostly myself, but my intern does put up the events.  I answer all the connection requests and almost always send a personal note in return with some LinkedIn tips.  If I don’t know the person, I research them and decide about connecting. If I choose to connect I start to build a relationship and work to add value.

I don’t want to be connected to people I don’t know, because those connections aren’t useful.  My friend Caryn asked me to make an introduction the other day to someone I was connected to on LinkedIn.  I looked her up and had to tell Caryn that I didn’t know her or the person I was connected to her through.  I told her I would be happy to write a compelling note and send the request on anyway.  Well, it didn’t work.  I didn’t expect it to, why would anyone introduce someone they don’t know and can’t vouch for.  For all they know you are just trying to sell them something.

I spend a lot of time networking online and off.  It is my best lead source next to referrals.  Sales takes time.  I like to keep my funnel full and networking helps me do that.

P.S. If you still don’t know why you should use LinkedIn or how to use it to get connected to get results, join me on May 24th for my webinar; I’m on LinkedIn, Now What?

Written by Kristin Stith, MBA intern. This article was originally posted on www.kristinmstith.com.

I have been researching a lot of businesses in the area, and their use of social media.  I have met some wonderful business owners and I seen some stellar displays of brands upon Facebook. However, I have also come across many business pages that are…well… perhaps, misinformed. Here is my top-10 list of things businesses are doing wrong on Facebook.

“I have not failed. I’ve just found 10,000 ways that don’t work!”-Thomas Edison

1. Using a personal page as a business page- This is probably the biggest faux pas I have seen. If you are a business or an organization, you need to create a business page- not a personal. It is a Facebook violation, and they have every right to delete your page if you are caught.
2. Shouting!- Put the megaphone down and stop making announcements. Keep your content 20% about you, and 80% about your fans. Thinkinbound…Offer content which allows for your fans to respond and interact.
3. Over-posting- If you are posting more than 2 times a day, this can get a bit “spammy.” If you post too much, people will tune you out. It’s important to stay consistent, but don’t post too often.
4. Selling- There is a time and a place, but not here. Facebook is not for sales. If you try to sell to people, you will have zero fans. Let your page be a space for your customers to interact with your brand and create an online community.
5.  Self promoting on other pages- If you worked for Coke, would you set up a booth inside of Pepsi and sell Sprite? No. Don’t utilize someone else’s space to advertise your business, unless it has been requested.
6. Forgetting a social media policy- This is something that is frequently overlooked. If your business is being represented on Facebook it is important to implement policy and procedures so that your business is not misrepresented.
7. Deleting complaints- Social media for your business can be great, but it can get difficult when it comes to dealing with complaints. It will happen. Rather than deleting these complaints from your timeline, DEAL  WITH THEM!
8. Neglecting to interact with fans- If your fans are asking questions and making comments, respond to them! You will soon lose their attention if you ignore them.
9. Not posting current info- If I scope out a business’s Facebook, and their last post was weeks ago- I will move on. It’s important to keep your page updated.
10. Not having a Facebook page at all- Why wouldn’t you want to hang out where all of your customers are gathering? There’s a big, very big, conversation occurring on Facebook, I highly recommend joining it.

Gotta love twitter – it is the place where I get most of the news that keeps me current with what’s going on in sales and social media as well as the world. I learned today about BMWs that can drive themselves and got an update on the Planned Parenthood – Susan G. Koman debacle.  I also looked at a graphic that showed the difference between conservative and liberal presidents and  how that effects the voters.  There is no end to the information you can get to quickly through twitter depending on who you are following.

In monitoring twitter today I came across this excellent article describing further some of the things I posted yesterday. “Twitter says more than 200 million tweets are sent each day, yet most users get little feedback about the messages they send besides occasional retweets, or when followers opt to stop following them.” This speaks directly to my point that your opportunity on twitter exists in engaging followers not just sending out messages. “A well-received tweet is not all that common,” Bernstein said. “A significant amount of content is considered not worth reading, for a variety of reasons.”

Is your content worth reading? More importantly is it worth commenting on? Are you just retweeting or are you commenting on the tweets. Try interacting more and see what happens.

The article shares nine lessons for improving tweet content.

Thanks to the researchers at Carnegie Mellon, MIT and Georgia Tech for caring enough about this great communication platform to give us this feedback.

I have been using Twitter since December of 2008 @aliceheiman.  I currently have 897 followers – not 8,000 or 80,000, so I am obviously not the expert.  It took me quite some time to figure out how to use it effectively and I am still learning.  My observation, most people don’t use it well; using it solely to push information which is a one way communication.  Their goal: drive traffic to their blog or website. And if the information they give is valuable, it may do that.  I learn a lot from the people I follow on Twitter through their links and articles, and I in turn share with others.  Sure, it’s a great way to get information out, but I strongly believe we receive more when we engage in conversation and not just gain followers. For me Twitter works best if you can develop relationships with people and in order to do that you have to inspire dialogue.

If you want to get the most out of Twitter use it to communicate with your followers, not just by posting quotes, tips and blog posts – which you certainly should do, but by interacting. Make posts in a way that gets people thinking and encourages them to respond to you not just click your link.

1. Respond to the posts of others, don’t just retweet. Respond back your thoughts on their comment, ask them questions, start a conversation.

2. Get to know some of your followers and figure out who has information that your followers would appreciate and retweet or repost that info. If you click through on one of their blog posts, make a comment on their blog.

3. Find your followers and people you follow on Facebook, LinkedIn, Google + and Youtube and see what they are up to there. Connecting with them on multiple platforms lets you know them better.

If you are not sure what to do, watch some of the experts. Twitter is not designed to be a broadcast system, especially if you are trying to develop followers and elevate your status as an expert. It is best used to help you have a two way communication that develops a deeper relationship with followers and adds value to their lives.

Here is an article listing some twitter resources.

P.S. I am by no means a twitter expert, nor do I always implement very well the things I have laid out for you here, but when I do these things my followers grow and people connect with me so that I can be of service to them. And yes, I have gotten leads from Twitter.

If you’d like to follow me on Twitter click here.

(In an earlier post, I discussed whether or not you should be on LinkedIn. If you’re new to LinkedIn, you’ll want to read that article first to learn how to build a strong network.)

There is lots of talk about the new LinkedIn company pages. For some it is just another place on the internet they need to keep current. It can seem daunting at times. I currently have business pages on LinkedIn, Facebook, Google +, and Youtube that I need to update regularly, along with all of my personal profiles. Not to mention this blog that needs new content weekly. It does take a lot of time, but so does any sales and marketing plan. The better you get at it the faster it is and the more results you get. That said, it is a lot to keep up with and it is constantly changing, so I do recommend you train someone at your company to help you or hire and train an intern.

There is plenty of good information out there on how to put up your company page and I have linked to those at the end of this article. What’s missing is what to do once you complete your company profile. It’s like any other social media, if you are posting things and no one is watching you don’t get results. So here are 5 things I am doing to get people to follow my company page. First and foremost, I let them know I have one and share the link in the following ways:

1. Add a LinkedIn button to your website – when clicked it will take them to your company page.

2. Follow your clients. When they see you follow them, they may follow you.

3. Post an update on your personal profile and include the link to your company page. (See example below.)

4. Get the url for your company page (like this http://www.linkedin.com/company/alice-heiman-llc) and put it at the end of your LinkedIn email messages.

5. Add a link to your LinkedIn Company page in the signature of your email (see below) and have it link to your company page. If you need to know how to do this, watch this screenr.

But don’t forget, once you have followers, you have to add value. So make a plan on what you will post and when. Then go back and check frequently to see if people are interacting and be sure to connect with them.

Below are some other resources to help you with LinkedIn Company Pages:

• Social Media Examiner - 5 Tips for Using The New LinkedIn Company Pages
• HubSpot’s ebook - How to Use LinkedIn for Business
• HubSpot - 11 Reasons Your LinkedIn Company Page Sucks 

If you’d like to learn more about how to use LinkedIn I’d be happy to provide training for you and your sales team online or in person.  Just call 775-852-5020 or visit www.aliceheiman.com.

Why do I keep writing about Facebook, I am not a Facebook expert.  Yet I use Facebook daily for business as part of my marketing strategy.  I do believe that small businesses can generate interest and find new clients via social media and for some of you Facebook is where your target audience hangs out so you need to be there and be active.

The problem is that as a small business owner you may be wasting time on Facebook because what you are doing is ineffective and more damaging than good at times.   For example, using a personal profile page to put up a page for your business is not only against the policies of Facebook but it is not an effective way to promote your business.  Not to be rude but the first clue is you have to state whether you business is “male or female.”  It’s obvious this page is to be used for a person not a business.  Facebook realizes that you want to promote your business so they created Business or “Fan” pages for this purpose.  There is a choice for every type of business.

So why then would you use a personal profile instead of the appropriate type of business page?

Maybe you have one of these reasons.

Reason number 1: I couldn’t figure out how to make a business page.

Go to any business page and in the upper right hand corner there is a button that says, “Create a Page”   or Google,  ”How to make a Facebook business page” and the link comes right up.

Reason number 2: I didn’t know the difference.

You are not ready to use Facebook as part of your marketing plan.

Reason number 3: I don’t want to be on Facebook, I just want to use it to promote my business.

Sorry, but that is not how it works.  People buy from people they know, like and trust.  How will they know you and like you,  let alone trust you if you are not available to them?  Facebook was built on the basis of personal relationships.  If you are not willing to be on Facebook personally, then it is not the right place for you to promote your business, use a different avenue.

Reason number 4: It’s easier to get fans.

If it’s a profile, they are not fans, they’re friends.  Many of us won’t accept a friend request from a business.  Also, you are limited to the number of friends you can have.  On a business page you can have an unlimited number of fans.

Reason number 5:  I can’t get anyone to “Like” my business page.

Have you given them a reason to “Like” your page? See #9 below.

Here is how I suggest  you use Facebook to get the best results.

1. Put up your personal profile. Use a current photo that looks like you.
2. Connect with friends, family, coworkers, clients. If you are connecting with people you don’t know very well or who you recently met, be sure to send a short, personal note explaining how you know them and why you want to connect.
3. Post things that help people get to know you. You don’t have to be too personal but you want people to get to know you so they can like you and trust you, because we know that people buy from people they know, like and trust.
4. Interact with your connections. Click like on their posts or comments. Comment on their posts occasionally. All of this needs to be done genuinely. Don’t just comment to comment; comment on things you are genuinely interested in.  Yes, this takes time, so does meeting with people in person.  Schedule time on your calendar and check in for 15 min. daily and then once a week make a longer visit to Facebook.
5. Don’t post too much business stuff on your personal page.
6. Put up a business fan page.
7. Start inviting your connections from your personal page to your business page.
8. Provide interesting and engaging information on your business page.
9. Get more people on your business page by:

• putting a link from your website to your business page.
• putting a link on your email signature.
• putting it on you business card.
• running a contest.

10. Consider using ShortStack to build a customer business page – it’s easy.

If you’d like help with your sales and marketing strategy and deciding whether or not to use Facebook as part of it, we would love to help.  You can sign up for a free 30 minute consultation or join one of our Sales Success Groups.  You can email or call us at 775-852-5020

P.S. Here is a great resource from Hubspot: How to Use Facebook for Business: An Introductory Guide for 2011

When people ask me if they should be on LinkedIn I always ask, “Is anyone you do business with or want to do business with on LinkedIn?”  If the answer is yes, then you need to be on LinkedIn.

LinkedIn is a very powerful tool when used correctly.  But just “being” on LinkedIn is not enough. Having a profile on LinkedIn will get you about the same thing as going to a party and standing in the corner. Someone might come up to you but you can’t expect any results. If you want to get results you have to learn to utilize the tool and interact.

Having a complete profile is the bare minimum. Review your profile. Be sure it is complete and represents you well. I find so many people without a photo. To be effective you need a current headshot. A photo that looks like you so that someone who has met you in person would recognize you.

Next you need connections. A big mistake many people make is connecting with people they don’t know. What good is a long list of people you don’t know? What can you do with it? The idea is to build a strong useful network. One that you can reach out to for help. That means you need to know them and they need to know you, like you and trust you. Only then will the network be useful to you.

Here are my recommendations for building a strong network.

1. Connect with people you know. Start with friends, family and co-workers, then add clients and past clients. Add people you meet networking and people in your professional organizations. Don’t try to connect with people you don’t know. That comes later and it will be much easier and more effective once you have connected with everyone you do know.

2. Make it personal. Always send a personalized note, even if you know the person well. The idea is to connect and build the relationship. Example:

Hi John,
It was great to see you at the business networking event last night.  I’d like to talk to you further about the technology group you mentioned.  Let’s get connected on LinkedIn so we can share our networks. I look forward to talking again soon.
Best Regards,
Alice

3.Interact just like you would in real life. Login to LinkedIn daily. Answer emails, post your activity, and check out what people in your network are sharing and click “Like” or make a comment. Find more people you know and get connected.

4. Get involved with some groups. Notice I didn’t say join. Joining is not enough. You won’t get results. You have to get involved in the discussions and share valuable information. When people you don’t know from that group interact with you it gives you a reason to ask them to connect which widens your network. Find professional organizations that you belong to and join their groups on LinkedIn. Join your alumni association. Then search for other groups that would be interesting for you to belong to. This is one of the best ways to connect with people you don’t know.

5. Ask for introductions. If there is someone you don’t know that you want to be connected with find someone who knows you, likes you and trusts you to introduce you. This is much more effective than sending a connection request to someone who doesn’t know you. To increase the likelihood of being connected to people you don’t know by someone you do, you have to spend time getting connected and strengthening relationships with people you know. So go back to point 1 and 2 above.

Once you have done these things, LinkedIn will be a powerful way to stay connected with people you know, develop stronger relationships and get connected with people you want to know.

Read more to learn how to get people to follow your company on LinkedIn.

If your company needs sales training on how to use LinkedIn to get connected and build relationships we offer training webinars  or onsite training tailored to your industry.  Please call 775-852-5020 for more information.

I just finished reading Gerhard Gschwandtner’s 9/21 blog post,  Social Media Is Getting Tired…Social Business Is the New Frontier . I can really relate to the term Social Business.  I agree with Gerhard that social media is looked at as a waste of time and in many instances it can be.  However, for salespeople being present and interacting on social media is a must but the way they do it is critical.  As I’ve said many times, if you put up a profile on any of the social media channels and just sit there, it’s like going to a room full of all the people you need to know and standing in a corner.  Although someone might come up to you, your odds are not good so it’s basically a waste of time.  Utilizing social media channels to build relationships is a good use of time.  Using it to follow thought leaders in your industry and interact with them, and using it to follow trends in your industry and your customer’s industries is critical.  Social media makes it easier than ever to do these things.  Salespeople need to be connecting, interacting, building relationships and sharing knowledge which will all lead to sales.  But as Gerhard points out, “The big question is, why aren’t more salespeople getting with the program?” He shares some things he learned from his conversations with successful sales executives. Click here to read Gerhard’s blog.

And if you are not already subscribed to Selling Power Magazine, I highly recommend it. Their website has a wealth of information for salespeople and those who manage sales.

If you would like to learn how to do Social Business to get more sales, call me for a complimentary 30 minute phone consultation 775-852-5020.

It never hurts to go back to basics and  regroup.  When it comes to social media, things are changing so fast it is tough to keep up.  Here are 8 tips to help you look at your social media plan in a basic way that will help you excel.

1. Take a look at your current marketing plan and review the ways you are reaching your target market.  Ask yourself, what’s getting you results and what’s not?

2. Think about your ideal customer, what social media platforms are they using?  Look at the demographics of LinkedIn, Facebook, Twitter, Google+ and any others and see if they match those you are trying to reach.  Ask your current customers what social media platforms they frequent.

3. Take a look at your competitors, how are they using social media?

4. Think about your brand and the messaging you want to use to communicate, which social media will help you do that best?  How does that integrate with any traditional marketing you may be doing, your newsletter or your blog?

5. Make an editorial calendar for your content. Good content is the key. It is what engages your audience and gets them to interact with you. Push out good content on a regular basis to develop your status as an expert and increase your following and then you can pepper in your events, programs or sales specials.

6. Determine who is going to be responsible for your strategy and for executing your strategy.  It needs to be done professionally and consistently.  This may be a good one to outsource to and expert.

7. Review and evaluate the results of what you have executed. Make changes to your strategy based on this information.

8. Measure your results, did you generate any leads with your social media plan?

If you need help with your sales strategy, please feel free to email me at answers@aliceheiman.com or schedule a free 30 minute strategy session.

“Social media takes so much time and I don’t see it generating business.”

I have heard this from many small business owners. It’s true that you can spend lots of time and not get any result unless you are doing things properly. It is also true that some businesses are generating a lot of sales using facebook and other social media sites. 

Here are a few tips on how to make the best use of Facebook for business owners so you can generate leads.

1. Make a plan. Any social media activity should be part of your businesses larger sales and marketing plan. Sit down and plan your posts and how they relate to the other sales and marketing you are doing.

2. Find fans. This starts with having friends on your personal page and driving traffic from your website or email signature to your business page. You have to engage fans so you may want to run a contest or have a giveaway to acquire fans but most importantly give them a reason to be your fan. Deliver great content, ideas, conversations.

3. Connect. You can only sell to people who know you, like you and trust you. Even if they don’t know you personally, they need to know your brand. Spend time connecting with people online just as you would in person. Get to know them, let them get to know you. Don’t just friend them and then never talk to them again. Figure out how to engage them and add value.

4. Be patient. Using social media as a form of marketing is a great idea, but it isn’t fast. You need to be online and be consistent. It could take months to start getting some traction, especially if you are doing it yourself and don’t know much about how social media marketing works.

If you would like to learn more please join me August 9th for an online sale training webinar. Find out more…

Facebook for business owners, a waste of time? Not if you ask me.