Archive for November, 2009

Taking Back Your Time with Social Media

Friday, November 13th, 2009

Yesterday, I talked about how social media time management needs to start with looking at your goals, tools and strategy. Today, I’ll show how those three items influence where you spend your time with social media. I’ll close with some practical tips I’ve discovered along the way.

Again, I’ll use myself as an example.

My goals are to learn about social media and to build a following/fan base for promoting my book when it’s published. My strategies are giving back, adding value and meeting new people. How does that affect how I spend my time?

I skim a lot of the content that streams by. I’m looking for a few things: interesting topics to pass on or retweet, cool people to follow and stuff I’m interested in. Things that jump out at me? Networking, iPhone, social media, netbooks, economic news, small biz advice and funny stuff. I mostly ignore quotes, though attributed quotes will catch my eye if I like the author. Posts on these topics are most likely to meet my strategic needs of finding interesting people or content to pass on.

I also look for the names or avatars of people I know often post good stuff. My eye will slow down when I scan past them.

Do I miss stuff by scanning? Sure, but I can’t take the time to read in detail everything that goes by. I’m pretty ruthless to stick to the topics or people who will advance my goals. Everyone else goes by at top speed.

That probably raises the question of how do I decide who to follow? I follow people who are likely to advance my goals. And if someone I start following doesn’t post things of interest to me, I drop them. That puts me firmly in the camp of someone who does not auto-follow everyone who follows me. It’s a choice I made, and others make a different choice, but I made it to be true to my goals and strategy.

If you follow me, you probably notice that I tweet in bursts. That’s because I find blocks of time to engage. I deliberately plan to get to meetings 15-20 minutes early. Then I pull up Twitterific on my iPhone and scan my stream. I abuse the “favorite” function to mark things to review later on the computer. Scanning is easy on the phone. I can burn through 100-150 tweets in 15 minutes. Actually reading content is much faster on the computer, and that’s part of how I manage my time.

I turned off the “notify by email” function when I am followed or direct messaged. Until I did that, I was wasting a ton of time reading and deleting those emails. No more!

I only check who is following me a couple of days a week. In the early days, I checked several times a day and scanned for who to follow back. Now I’ve learned that the great majority of people who follow me are bots who will unfollow me in 24 hours or less. Fine, I didn’t want to waste my time with them anyway. Waiting for them to unfollow me saves time. Oddly enough, my rate of actual follower accumulation has increased, not decreased since I started that.

And I review regularly who I am following. If someone is wasting my time, I unfollow. My time is precious. No need to waste any of it.

I hope this has been helpful. Anyone else have any tips to share? Looking forward to them in the comments!

Time! Time! Give Me More Time! (for social media)

Thursday, November 12th, 2009

Apologies to Bilbo Baggins. He had it good. All he had to worry about was answering a few riddles to avoid being eaten. We have to keep up with Twitter, LinkedIn, Facebook, Ning, Bing and Blog. (Is it just me, or could those last three be dwarves?)

Seriously, though, social media, like the Internet and email, can expand to fill all available time and space. So how do you use the tools and still get work done?

The first step in managing your social media is having a clear goal for engaging it. And no, “Because the media (or my coach) told me I had to” is not an appropriate goal.

Let me illustrate the process using myself as an example. I started in social media with the goal of learning about it and how it worked. Clients were asking me questions, and “I haven’t got a clue” was wearing thin as an answer. As I researched, I developed a new goal. As some of you know, I have been writing a book on networking, and when it is published, I’ll need to market it. Social media will give me a much wider reach than face to face networking alone.

So, two goals: Learn the media. Build a following for when my book is published.

Then I needed to explore tools. I was already on Facebook and LinkedIn, so those were easy. I decided to add Twitter and a blog. Twitter was generating the most questions from clients, and a blog allowed me to get my voice on-line. I could add value and generate interest in me as a writer. Besides, Twitter and a blog dovetail nicely.

Goal and tools. Now for strategy. Give back, add value, build a fan base and followers. Why those? Social media is just like face to face networking in that you have to start by planting seeds before you need them. How do you plant seeds in face to face networking? Give back, add value, meet new people and have a good message. So I figured the same strategy would work in social media, and so far I’ve been proven right.

Oh, I did add one more goal as I went along. Have fun! There’s a lot of cool stuff out there. I’ve found new books, films and music through social media. How cool is that? Work and fun at the same time!

So that’s the basic process you need to work through before you engage in social media. If you are already engaging, take a moment to review your goals, tools and strategy. You might be surprised.

But what about time management? Wasn’t that the purpose of this post? Yes, but a good strategy will tell you how to manage your time, and I wanted to address them in the proper order. Tomorrow, I’ll link strategy to time and tool management.

Your homework? Ideally you’d look at goals, tools and strategy, but it took me lots longer than 24 hours to do all that, so why don’t you start with goals. Feel free to post them in the comments. We’ll help you out.

And one more thing. Have some fun with it!

Twitter as a Follow Up Tool

Wednesday, November 11th, 2009

Nancy Wigal of the Search Engine Academy Washington DC keeps commenting about how shared interests make networking more effective. This post is for you, Nancy!

Effective follow up is one of the keys to successful networking. But creating and implementing a good follow up strategy can be difficult. I know. It’s something I’ve struggled with over the years. Fortunately, technology just handed me an amazing tool to make it easier.

Twitter.

Twitter as follow up? Am I crazy? Nope, used correctly, it’s a great tool. What’s one of the key elements of following up? Having a reason, perhaps? What better way to have a reason than to send on something of interest to people you know.

The trouble with that strategy is that the people in your network probably have a wide range of interests. How can you be an expert on and keep up with everything? The good news is you don’t have to. Someone on Twitter is interested in something you don’t know anything about. And they are doing the research for you.

For example, I have a client who is unemployed. I don’t have time to monitor job boards. But one of the people I follow is @MktgJobsDC. They regularly tweet marketing job opportunities, exactly what my client is looking for. So I send them on to her. It only takes me a minute, and I’m adding value to my client.

Blogs work well too, though they take a bit more time to follow than Twitter. I follow a legal blog. I’ve found some great posts to pass on, including one about Virginia offering an amnesty window for delinquent taxpayers. Just what one of my friends needed to know!

Obviously to make this work, you have to follow a variety of people. Don’t just stick to your industry. Broaden your horizon, and you’ll find tons of stuff to pass on. Hardly a day goes by now that I don’t forward at least one tweet or blog post.

So who do you follow who’s interesting? I’d love to follow them too. Always ready to learn new stuff.

From Client Profile to Referral Triggers

Tuesday, November 10th, 2009

Yesterday I wrote about profiling your ideal clients in a manner similar to law enforcement profiling criminals. Today I want to take a sample profile and show how the profile can lead to specific triggers you can use to generate referrals.

A lot of people ask for “anyone with skin” or “medium sized retail businesses.” These aren’t effective ways to ask for a referral because they are either too broad or too vague to generate a response. But to effectively ask for referrals, you need to know your clients and what they have in common. From there you can generate specific descriptions that will generate a response.

Let me walk through the process. One of my clients is a real estate agent. His ideal client profile looks something like this:

Age: 25-50
Marital Status: Married
Educational Level: College graduate
Income Range: $70K and up
Children: Yes

The list could go on, but that’s enough for us to work with. First, why are these the criteria? He wants to target clients who are in transition, and that age range covers a population likely to be moving in and out of houses. Can younger or older people also move? Of course, but this profile is for a particular category of client. He could (and has) created a different profile for older couples who are downsizing. Married people tend to have a higher gross income than singles. College grads tend to make more money. And married people with children are likely to have a reason to move several times. This particular agent is interested in long-term clients, not quick sales.

Someone probably can (and will) argue with me about the criteria. That’s what the comments are for. But for the rest of my example, just go with it.

So how does my client take those criteria (which are pretty broad) and turn them into specific triggers to generate referrals? He looks for ways his network might recognize these types of people. Where do they hang out? What organizations do they join? What are life events that others might recognize?

For example, he could ask for an introduction to a homeowner’s association to do a presentation on the changes in home prices in the area. He’d probably meet people matching his criteria at that meeting. He could ask people to look and listen for their friends discussing a need to up-size because of a new baby. He could ask for introductions to financial planners because they often ask targeted questions that will uncover referrals in his target market. Perhaps he could network with influential people in local alumni associations.

See how it works? Establishing a criteria helps him to create triggers to generate referrals for clients. It also gives him ideas of other professionals he can partner with and pass referrals to and from.

So look at your client list. Create a couple of profiles for the different segments of your target market. And then use those criteria to develop referral-generating messages.

Got a good one? Share it here. Maybe we can help you find the next great referral.

Profiling Your Clients

Monday, November 9th, 2009

I was working with a client last week on defining her clients. As we were talking, I was telling her about profiling, and what fell out of my mouth was, “You need to profile your ideal client. You know, the way the FBI profiles serial killers.”

Yes, I love reading thrillers, in case you hadn’t guessed. But I realized there was a good bit of truth in what I said. When profiling, law enforcement professionals look at a lot of categories, including age, marital status, education, types of jobs, make and model of automobile and a host of other criteria.

Have you looked at your clients and asked those types of questions?

In what age range does your average client fall? Teen? Young working professional? Baby boomers? Retirees?

What about level of education? Is your offering going to resonate better with someone who has a college education? Does it matter?

You can ask yourself the same questions the FBI asks. The answers will help you refine your thinking. The profile itself won’t define the message you send to your network, but it will help make it more specific and targeted.

Come back tomorrow when I take a sample profile and use it to develop specific triggers to use when asking for referrals.

And if anyone wants to share their profile, please feel free to leave it in the comments. You never can tell when a reader of this blog might know someone who matches.

Holiday Networking: Out of Town

Friday, November 6th, 2009

The last few days I’ve posted a number of ideas for effective holiday networking. But what if you aren’t in town? Does networking stop while you are visiting family in another state (or country)?

Why should it? We have been a global economy for some time now. With social media, we can extend our reach well beyond our own city, state or even country. So absolutely network while you are visiting family elsewhere.

Use the suggestions I’ve posted over the last few days to start conversations while honoring the occasion. Do bring your business cards. Your family might have your personal email, but why not give them your business contact information as well.

Brag about what you’ve done. If you can’t brag to family, who can you brag to? Ask for help. Ask for contacts. Your family should be the people who are most supportive of you, but we hesitate to ask them. No, don’t try to make them your customers (unless they ask) but find out who they know. Search for needs. Don’t assume you can’t meet needs if they don’t live nearby Many years ago, I needed a good attorney. My uncle lived in Utah, and I lived in Virginia, but he found exactly the person I needed. How did he do it? He networked on my behalf. He knew an attorney near him who knew an attorney near me. You probably have people in your network who know people living near your family. So put your network to work on their behalf.

Remember. Networking isn’t something you turn on and off. You may not get business while visiting your family at Christmas, but I guarantee there is some way you can network on their behalf. And your family knows people. Let them know you are a master networker, and it will come back to you the next year.

Holiday Networking: Getting the Okay to Exchange Business Cards

Thursday, November 5th, 2009

The best part about today’s post is that it works year-round.

So how can you guarantee that someone will be grateful to exchange business cards and contact information, no matter the event?

Listen and ask questions to uncover a need. Most people will reveal a need if you give them long enough to talk. You can accelerate the process if you ask targeted questions.

At a business networking event? Ask about the person’s biggest challenge this year. The odds are good that a need will emerge.

At a social event? Ask about health, their home or kids. Needs show up very quickly in these conversations.

Note that these conversational topics are completely appropriate for the occasion, so you are still honoring the event.

Now that you have uncovered a need, mentally thumb through your contacts to see if anyone can answer the need. If you can think of someone, you are golden. Mention that you think you know someone who can help, and would they like the contact info. The answer is likely to be yes. Say you’d be happy to arrange an introduction or send them the name and contact info. Presto! You just set up a perfect reason to exchange cards or phone numbers and email addresses.

See how easy that was? No pressure. You honored the event, and you found a referral for someone. It doesn’t get much better than that!

Holiday Networking: Craft the Message

Wednesday, November 4th, 2009

You should already have a good message for holiday business networking events. If not, we should talk. But what about holiday social events? How can you bring up business while still honoring the event?

It’s simple. Find a compelling success story to talk about. People at end-of-year events will often ask some variation on “So how are things with you?” Answer with something good that happened this year.

Are you in business? Then talk about a fun, significant business success. Maybe a client did well because of you. Or you landed that dream contract. Go ahead. Brag a little!

Are you a job seeker? Well then talk about a promising job lead. Or a great interview (informational or otherwise). Maybe you could mention how you’ve narrowed (or widened) your search.

Like with any good story, it should be compelling enough to encourage the other person to say “Tell me more.” Voila! You just got permission to talk a bit more business at the social event.

But remember to honor the event, like I discussed yesterday. Don’t go on and on. Keep it short and fun. If your audience is really interested in learning more, arrange a follow up meeting over lunch or coffee.

Tomorrow I’ll talk about some ways to legitimately exchange cards or contact info at a social event. It can be done and done right.

Holiday Networking: Honor the Event

Tuesday, November 3rd, 2009

This is number one in a series of posts about holiday networking. I know it’s a bit early to be talking about this topic, but I have two reasons. The first being that I want to give you time to plan your strategy for the holidays. Too many people network reactively. I want you networking proactively. The second is purely selfish. I am holding a workshop on this topic in a few weeks, and this forces me to think through my material. For obvious reasons, this topic hasn’t been top of my mind for almost a year.

The holiday season is a good time for networking. Many people give up on it after Thanksgiving, and that’s a shame. It wastes more than a month out of the year. People do spend money (obviously) during the month between Thanksgiving and Christmas, and they might as well be spending it on you. If your product or service really isn’t needed through the season, then you can be building relationships that will give you a jump start on the new year.

The first thing to remember in holiday networking is to honor the event. What that means will vary from event to event. There will a number of holiday-themed business networking events throughout the season. It’s fine to bring cards, a good elevator speech and ears opened wide for needs.

But what about holiday parties, intimate get-togethers, office holiday exchanges, customer appreciation parties and the like? Definitely bring business cards. (Remember my post from last week about business cards?) But keep them in your pocket until the conversation goes in that direction. You will want to have a message for these events, but it will probably be different from the message you bring to business networking events.

More on crafting that specific message tomorrow. Stay tuned.

The Secret to Twitter

Monday, November 2nd, 2009

Okay, it isn’t really a secret, but since everyone else is marketing all these “secrets” to getting tons of followers, I thought I’d post on a discovery I made recently that made a big difference in my number of followers.

About a month ago, I was very busy on Twitter. I was reading, posting, retweeting and finding new people to follow. I had a busy week where I added 30 followers in one day and almost 50 in that week. Very cool, I thought.

Then I had two weeks where I was distracted, and my Twitter presence dropped dramatically. What do you think happened to my number of followers? Yes, you guessed it. They stopped increasing.

Last week, post-Expo, I was back, doing all the things I had been doing before. And what do you think happened? You guessed it. They started to increase again. I added 37 followers in the last week.

As with any relationship-building tool, you have to work it to make it work. I know there are tools out there that promise thousands of Twitter followers in a very short period of time. But are those real relationships? Probably not. The person with the most followers doesn’t win in the game of networking. The person with lots of dedicated, interested followers? Now that’s a winner!

So what’s your secret ingredient? How are you increasing your followers?