Posts Tagged ‘linkedin’

The 10-60-30 Rule of Social Selling

12/04/2014

If Social Selling is all about Connecting, Listening and Content Sharing, then getting started on Social Media can be a daunting task. Have you ever wondered which tools you could/should be using? And more importantly, how much time you need to spend on it. Here is my take (and experience) on it.

connect - listen - share

Connecting
Social Networking platforms are made for connecting. Here you will find the obvious candidates such as LinkedIn and Twitter. However, Xing and Viadeo might be good alternatives in the German and French speaking markets. Not everyone is on LinkedIn. In a B2B situation, Facebook seems the last option social sellers jump on. But since so many people have a profile here, it might make sense to link here too but you need a clear strategy on what and how to share. The inevitable discussion between personal and professional lives.

Finding and connecting new prospects and clients are here clearly the marching orders. Nothing new so far. Make discovering new contacts part of your daily routine.

Listening
Here it becomes a little more complicated and time consuming. There are at least 2 reasons for monitoring: understanding what your contacts are saying/doing/interested in and finding interesting content to share in the content sharing stage.

Listening to what your contacts are saying can be done through Hootsuite and LinkedIn Saved Searches, while finding content could be done through Google Alerts, LinkedIn Pulse, Feedly or any other RSS feeder program.

How much time you will be spending on this part of your social selling routine will vary a lot depending on the number of contacts, the activity level of those contacts, the variety of topics you are following and how much reading you will be doing yourself.

Content Sharing
Content is everywhere on the internet but prime locations are Slideshare, YouTube (or Vimeo), Blogs and Forums. Once you have that content you will want to share it. Tools such as Buffer or Hootsuite.

Additionally to sharing interesting content from others (less than 40% of all your content) you will need to create. You might create presentations, blog posts and general status updates/tweets. Let me be clear that this is a time intensive task and thus easily postponed. Once you created your own content you will want to share this with your contacts via Status Updates and Tweets.

Finally, through the monitoring and listening programs you will also find more opportunities to engage with and help your clients and prospects. Your entrance ticket to become a trusted advisor.

Again, it is hard to put a number on this when it comes to time spent. Do not consider this lost time but think how much time you saved by not having to drive to your client to have a conversation.

10-60-30 Rule of Social Selling
Social Selling is more about the approach rather than the use of a number of tools (see above). Over the course of time, this has evolved into a daily routine. My experience has demonstrated that the different steps and tools must be interwoven with everything you do during the day.

Today I can say that I spend about 10% of my time working on the connecting bit. 60% reviewing what my listening tools unearth in terms of client conversations and content. And I must admit that most of the time goes to reading and qualifying whether this information can be shared to provide more value to the clients (and me, of course). Finally, 30% is the actual sharing and personal content creation.

So how does your social selling routine stack up?

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6 Social Media things to do before breakfast

25/01/2014

When you get involved in social media, you quickly learn that it requires regularity and discipline.  Creating a daily routine is of course one of the best ways to approach this.  Over time I have together a 30-minute routine.

Source: www.socialbel.com

Here are the things I do before breakfast:

  1. Email
    1. Delete uninteresting/unwanted emails.
    2. Mark emails to be treated during the workday.
    3. Answer urgent emails.
    4. Check emails from LinkedIn groups for good content and mark for later reading.
    5. Review Google Alerts and mark interesting items with GetPocket.
  2. Social media monitoring
    1. Review social media monitoring dashboard and react appropriately.
    2. Go to Hootsuite and review monitoring columns and react appropriately.
  3. LinkedIn
    1. People Who viewed your profile is a perfect opportunity to start a conversation or even get connected (selectively).
    2. Contacts show people that have a New jobBirthday or Work Anniversary.  This again is a great opportunity to start a conversation.
    3. Review LinkedIn Inbox for messages and connection requests.
  4. Twitter
    1. Check tweets that mention me and act appropriately
    2. Check new followers out
    3. Check who unfollowed me and decide on course of action (recapture or accept)
    4. Quickly review the recent Tweet stream
  5. Facebook & Google+
    1. Check personal and company timelines for posts from friends and fans
    2. Wish friends a Happy Birthday
    3. Check messages and take action if needed
  6. Content sharing
    1. Share my quote of the day or content from others across a number of platforms
    2. Contribute and share content through my Tumblr blog on Social Media tools

Having created this routine, I am able to start my day informed, organized and inspired.   Since I have created this morning, I have also developed a similar approach for the evening routine.  The evening routine focuses more on content generation but I will discuss this in another blog post.

Do you have a similar routine? Why not share it through the comments below.  Or do you want details about any of the steps mentioned in my routine, send me a mail (mic@vanguard-leadership.be)

10 Reasons Jobseekers Don’t Click Through on Recruiter’s LinkedIn Profile

15/12/2013

There is a lot of advice on how candidates should optimize their LinkedIn profile so they can be found by recruiters.  I recently came across this post 5 Reasons Recruiters Don’t Click Through Your LinkedIn Profile which inspired me for this post.

Over the summer months of 2013 I have done some research how recruiters in Belgium present themselves on LinkedIn (750 profiles of recruitment professionals reviewed) and here are my conclusions (and also the reasons why candidates do not click on recruiter’s profiles).

LI - no-profile-photoReason #1: 50% have NO profile picture.  Recruiters want to see what candidates look like, but so do candidates want to know what recruiters look like.

Reason #2: They have no contact information.  And yes, only the 1st degree contacts can see you email/phone number but still as a recruiter you want to have the “good”  candidates find you easily.  Only 1 in 8 has their email/phone number visible somewhere in their profile!  Only 50% mention their website!

BTW. Few job seekers are not using the Inmail functions.

Reason #3: Only 33% have a personalized Vanity URL.  This could suggest a newbie or someone who does not care about their image or profile.

Reason #4: Few contact (Less than 250).  I understand you are careful with who you let into your network but less than 500 contacts does not foster any confidence that the recruiter is “well connected”.  It is also unlikely they will connect with you, even if they do not share who they are connected to..

Reason #5: About 50% have completed their summary information (your elevator pitch).  When it comes to their work history it seems they are not willing to provide much detail about it other than their title.  Less than 10% have discovered the multi-media possibilities of LinkedIn.  It seems the motto is “less is better”.  Again not fostering confidence.

Reason #6: Recruiters do not seems to share much which groups they belong to.  Most are part of 8 to 12 groups mostly general or peer groups.  So again, it makes it difficult for candidates to get in touch with them.  (Tip: remember, you can send free emails to all group members). Additionally, recruiters do not seem to follow any companies.  Most follow their own only.

Reason #7: Few recruiters are active on other networks such as Twitter, Facebook or Google+.  So Twitter handles can barely be found on their LinkedIn profile.

Reason #8: You have “Select what others see when you’ve viewed their profile” set to anonymous or semi-anonymous.  The candidate is not able to click back.

Reason #9: Recruiters barely use Status Update to inform their network they are looking for candidates or even better sharing valuable information about the recruitment business or processes.

Reason #10: Most recruiters have few endorsements (sign of unhappy candidates?).  And recommendations are even more hard to find.

When it comes down to company profile, recruitment companies do not stand out an example.  Here are some examples:

  • 76% have their logo on the company profile
  • 33% have a cover picture
  • 41% have Products and Services filled in
  • 22% have recommendations for these Products and Services
  • 33% use Company Status updates to inform their followers about new opportunities or to share information with their contacts.
  • 97% of all company updates NEVER get shared, liked or commented on
  • Less than 50% mention on their website they can be found on Social Media!

.I would like to end with 2 conclusions:

  1. Recruiters still social media (and LinkedIn in particular) as a one-way street where they control the drive direction.  However, social media is a two-way street with a lot of opportunities.  Most recruiters are aware they need to have a professional profile but they have a long way to go.
  2. Recruiters seem to forget they need to find new clients and opportunities to fill too, but their profile does not appeal to future clients.

What reasons do you have not to visit recruiter’s profile?  Love to hear from you!

If you are interested in getting a copy of the results of my survey (200 companies and 750 profiles reviewed), please mail me at mic@vanguard-leadership.be .

Are you automating your social media?

12/10/2013

It is just over a month ago that Belgium had its first #kloutparty.  To attend you needed to prove (or not) your influence by having a high Kloutscore.

social-media-marketing-integration-automation-625x

Have you ever wondered how some of these young men and women have done it to increase their influence in a short period of time?  Do you really think they are on social media all day? Think again because there are some shortcuts…  Some are using social media automation tools.  Whether this is a good idea or not, you are the judge but here is a partial list of useful tools…

To start you can use the tools the platforms themselves offer.  For example, your LinkedIn status can automatically be posted through on your Twitter account; On Twitter you are able to send your post through to Facebook.  On Facebook you can schedule your posts in the future on your fan page allowing you to distribute messages throughout the day and when your fans are online and available.  Some people schedule messages on Sunday for the rest of the week.

There are, of course, also a set of tools that allow you to schedule posts on these platforms.  Listing all of them is not an option and would lead us to far but here are some examples: Facebook posts scan be easily scheduled using Postplanner, Tweets using Tweetlater and pins on Pinterest using ViralTag.  Individually these are good tools but they are limited to one platform.

Postplanner

Scheduling on multiple platforms can be made easy through applications such as Hootsuite, Tweetdeck and others.  They allow you to place one post on multiple platforms such as Facebook, LinkedIn, Twitter and even Google+.  The biggest advantage is that you only have to enter the post once and it gets posted to all selected platforms.  The biggest drawback is that it is a same message everywhere and that is not always best practice.  The scheduling option is useful to optimize the spread of posts throughout the day or when your target audience is online.

Some people love to share information with their network.  They read a lot of stuff, discover new and interesting information and want to share it.  Even though most of the content platforms do have a “share” button, the readers do not want to overshare message in a short period of time.  In comes Bufferapp (aka Buffer). Buffer makes your life easier with a smarter way to schedule the great content you find.   Custom scheduling, multiple accounts and detailed analytics make this app your best friend when reading and sharing information.  With simple keystroke you fill up your Buffer at one time in the day and Buffer automatically posts them for you through the day.   This is a great way to spread your activity level through the day.

IFTTT

And then, there are some extreme tools that really automate your social media: IFTTT, Zapier, Socialoomph and many more.  These tools work on the simple principle of “Action & Reaction” of better “Trigger & Reaction”.  IFTTT and Zapier use “recipes” to automate social media activity meaning if you place a message on one platform it triggers an action on a platform.  An example: if you have a new follower (IF/Trigger) you could create a DM or Reply Tweet to welcome your new follower (THEN THIS/reaction).  Using these tools you can automate a lot of your social media activity from just one post.  However, I want to caution you here that these tools also hold certain dangers that could have a negative effect. An example: If your trigger is a #hashtag do not blindly Retweet this message as it could say bad things about you!

Personally I am not a big fan of automation but in certain cases I do use it once in a while.  It turns out that these are the action that I would do anyway and hold very little danger.  Which of these tools you will be using will depend on what your are trying to automate keeping in mind the advantages but also possible disadvantages.  As always there is no social media automation tool that fits all needs.  My personal favorite is Buffer.

Which ones are you using and what are your experiences?


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