Autospeak-Straight Talk contains articles covering digital and social media marketing social communities and events marketing
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Friday February 28, 2014
There is not a more cost effective way to leverage your W.I.T.T.s  than by including an Onsite Community as part of your social and digital marketing mix and the advantages are real and the reasons all around us.There is not a more cost effective way... READ MORE
Wednesday February 26, 2014
Local area marketing gives your brand the opportunity to leverage your messages to create a solid community of loyal customers who live or work close to your market area. Local area marketing provides the best opportunity for your business to... READ MORE
Tuesday February 25, 2014
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Events anchor any business to their local community. Which is why real-time event ‘live’ media marketing that broadcasts across every online digital and traditional marketing channel can be a game changing experience.If you are planning an event...READ MOREÂ
Monday February 24, 2014
Social media marketing has changed the approach to selling today and requires a new perspective on how to attract clients. If we listen to what is happening in the marketplace today across social media channels inbound marketing offers a higher... READ MOREOne Big Broadcast News Page
Social media marketing has changed the approach to selling today and requires a new perspective on how to attract clients. If we listen to what is happening in the marketplace today across social media channels inbound marketing offers a higher probability of conversion than outbound marketing strategies.
This applies not only to the B2C sector but also to the B2B sectors where people’s expectations have shifted to being educated and informed first and engaging with a company in their own way in their own time.
Another point to make is how important the relationship is after the sale.  In Gerry Morin’s article below he indirectly refers to a fact that I and others have been stressing for years, “I have purchased over 10 cars in my lifetime and cannot remember any of the names, faces or other details of the people who sold them to me. However, I remember every car mechanic I’ve ever worked with. I remember each of them because we built a trusting relationship. They taught me and did not sell me. They showed me how to maintain my car and advised me on what to look for when buying a new car. They were my trusted advisor who helped me fix my current problem and frame my future purchase. Wow!â€,
The sale takes but a fleeting moment to conclude compared to the relationship with the customer after the sale that will last for years if nurtured properly and pay you back many times over. See Focus on the Heart and Not Just The Wallet
William Cosgrove
Bill Cosgrove Straight Talk
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This applies not only to the B2C sector but also to the B2B sectors where people’s expectations have shifted to being educated and informed first and engaging with a company in their own way in their own time.
Another point to make is how important the relationship is after the sale.  In Gerry Morin’s article below he indirectly refers to a fact that I and others have been stressing for years, “I have purchased over 10 cars in my lifetime and cannot remember any of the names, faces or other details of the people who sold them to me. However, I remember every car mechanic I’ve ever worked with. I remember each of them because we built a trusting relationship. They taught me and did not sell me. They showed me how to maintain my car and advised me on what to look for when buying a new car. They were my trusted advisor who helped me fix my current problem and frame my future purchase. Wow!â€,
The sale takes but a fleeting moment to conclude compared to the relationship with the customer after the sale that will last for years if nurtured properly and pay you back many times over. See Focus on the Heart and Not Just The Wallet
William Cosgrove
Bill Cosgrove Straight Talk
Â
10 Ways To Teach Your Customers to Buy From You
When it comes successful social selling and meeting your sales quota, being more like a car mechanic, instead of a car salesman, might be the key to your success. Huh? How are you going to meet your quota if you don’t act like the tenacious and famous car salesman, Cal Worthington?
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I have purchased over 10 cars in my lifetime and cannot remember any of the names, faces or other details of the people who sold them to me. However, I remember every car mechanic I’ve ever worked with. I remember each of them because we built a trusting relationship. They taught me and did not sell me. They showed me how to maintain my car and advised me on what to look for when buying a new car. They were my trusted advisor who helped me fix my current problem and frame my future purchase. Wow!When it comes successful social selling and meeting your sales quota, being more like a car mechanic, instead of a car salesman, might be the key to your success. Huh? How are you going to meet your quota if you don’t act like the tenacious and famous car salesman, Cal Worthington?
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Whether you are selling enterprise software solutions in the cloud or trading show shipping services you can position yourself as a teacher, like my car mechanics, and reap the rewards of being a top seller.
Social Selling Lessons | Be A Teacher Not A Seller1. Differentiate Yourself From The Sales Sharks. With InsideView reporting that 90% of CEO’s do not return cold emails or calls, becoming a trusted advisor and teacher to your customers makes sense. It’s the only way to break through to them. Don’t ‘look’ like the typical sales professional and you will separate yourself form the herd of sales sharks.
2. Don’t Be All About Making A Deal. Instead of focusing on a small amount of sales, build a large social network people modeled after your customers and their influencers. 75% of B2B decision makers use social media to learn. So, plug into this larger network, to bust your quota.
3. Pass On Valuable Information. Don’t use your social media and network channels to promote your solutions. Pass on valuable information, instead, to lead the conversation to you when the time is right to buy. You want to be known for handing out knowledge and not brochures.
4. Associate Yourself With Great 3rd-part Brands. You are the company you keep, so keep good company. Associate yourself with great knowledge brands, like Harvard Business Review, Financial Times and the Wall Street Journal, to build your reputation and brand.
5. Think Outside The Trade-Show Booth. Cast the trade booth sales mentality away and spread your knowledge so people will eventually visit your trade booth when it’s time to buy; 73% of customers are willing to engage with you on social media, so get to it!
6. Use Social Media To Teach And Not Sell. Selling is best done face-to-face. However, Social Media Today reports B2B buyers look at an average of over 10 digital resources before ever making a purchase. Since customers need to learn before they buy, use this opportunity on social media to connect. Your customers are there whether or not you are.
7. Teach And Connect With Today’s Technology. Connect and get on the radar of your customers and potential networks by retweeting, sharing, commenting and favoriting others’ content. Intersecting with their learning tools is a great way to build a relationship instead of finding and phoning them from a LinkedIn search. LinkedIn reports 85% of IT Decision Makers use social networks for business, so your future customers are waiting for you to socially engage.
8. Develop Insights. Before you teach and connect with your customers, you need to listen to the customer and their customers. Listening is a great way to prepare for your connections and calls. SirisuDecisions reports 82% B2B decision makers think sales representatives are unprepared for meetings, so this insight-driven approach will help you build the best social selling lesson plan.
9. Tap Into The Ready-made Network. There is an entire social community on LinkedIn, Twitter and blogs, where customers are tapping to learn how to be smarter, more effective, more efficient to make more money. Determine how to tap into this potential, leverage the rules of engagement, and position yourself as a teacher; especially since the Sales Benchmark Index reports reps with 5000+ linked in connections have a 98% chance of attaining quota.
10. Be A Publisher. In addition to curating and passing on the great content to your network, create your own assets on a blog. Blogging is the social selling secret weapon. Hubspot reports that 92% of companies that blog multiple times per day have acquired a customer from their blog, so this strategy seems like a no-brainer!
Do you have another teaching tip to share? If so, please comment below. Or, contact me directly at MarketingThink.com, on LinkedIn, Twitter or Google+.
If you are looking to set yourself up as a social selling teacher, you might enjoy learning how to:
- Create the perfect LinkedIn profile
- Create the perfect Twitter profile
- How to create the perfect blog post
By Gerry Moran
Image Source: BTSTire.com
Lessons from Threadless: Why building online community can unlock e-commerce success
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(Posted on Feb 23, 2014 at 01:50PM )
The success of companies who have found the value of having an onsite community is all around us. It lets you connect and stay close to your customers and employees in ways that cannot be accomplished by any other means.
More and more companies are creating onsite social communities for their customers in which to interact. Companies can read the needs and concerns of their customers in new ways and can benefit from the relevant content being generated in the community via comments and articles that can be integrated into their Digital marketing initiatives.
It shows that you are customer and employee centric and can produce a culture of brand ambassadors that can be broadcast across the internet and your social channels to greatly increase traffic to your site by people who will already have confidence in you as a company who is dedicated to serving its customers, employees and community.
These communities provide for limitless marketing opportunities at a fraction of the cost of any other form of marketing.
 Below Caitlin Fitzsimmons social media editor for BRW shares another success story that an onsite social community has brought to this ecommerce company.  However, onsite communities can be customized to any company in any industry to provide the same kind of results.
William Cosgrove
Bill Cosgrove Straight Talk
Related content:
Focus on the Heart and Not Just The Wallet
Todd Lido:Â The idea for Threadless began when CEO and founder Jake Nickell began hosting T-shirt design challenges on a design forum. Jake saw how much everyone was enjoying these challenges, and realised it could be a great model to source incredible artwork for T-shirts.
BRW:Â How has Threadless grown and changed since then?
Lido:Â Over a decade later, the community continues to grow. Artists from all over the world submit on Threadless. We received submissions from artists in 71 different countries last month.
One of the great things about the community-based design model is there is no singular Threadless look or design sense. That said, it’s been interesting to see the aesthetics of what the community produces and which products are popular evolve over time.
We continue evolving the model to make it work better, both for Threadless as a business and for the artists who participate. We want to make sure Threadless stays the best platform in the world for artists to come together, share and monetise their work.
BRW:Â How is community and social marketing baked into what you do?
Lido: At its core, Threadless is a platform for connecting artists. So a community-centric approach to communication is very natural for us. We aim to inspire creativity and individuality and keep Threadless fun. It’s partly about managing a community of artists – engaging them in design submissions through themed design challenges, encouraging constructive feedback and collaboration and celebrating success in the community. And it’s partly about making a meaningful connection between artists and the rest of the community that supports them. We really want to keep a focus on the idea that when you buy from Threadless, you are supporting independent artists.
BRW:Â What have you learned about social marketing that might be useful for other companies?
Lido: Think about what makes your offering unique and what resonates most with the audience. Where is the emotional connection that’s going to make the audience want to share your content? Strive to mirror the tone of your communications with the conversations that are happening within your community. I’m sure that some marketers, especially in the business-to-business space, might think that doesn’t apply, but keep in mind at the end of the day your goal is to connect with people too. I definitely encourage as much playful experimentation with different types of content as possible. And pay attention to your social metrics while you experiment. You might be surprised by the results.
BRW:Â What have you done well and what would you do differently if you had your time over?
Lido: I’m most proud of the work we’ve done celebrating artists and telling the stories of the real people who make Threadless what it is. (Some great examples can be found here.)
I’m always dissatisfied when we do anything that doesn’t reinforce the narrative of community-based design. If we have a promotion which is only about “buy these discounted teesâ€, then it could be a promo for any retailer. If what we are talking about doesn’t represent the community behind Threadless, we might as well have stayed home that day.
BRW:Â What are some of the key things you plan to cover in your conference presentation?
Lido: I’m really looking forward to it! I actually think I’m going to get more out of the experience than anyone. I’m looking forward to telling the Threadless story and relating ideas for sustainable community engagement. Threadless certainly has a unique story, but there’s a lot to draw from which is relevant to almost any organisation seeking to grow its online community.
I’ll talk a little about our core mission, the business model and culture and how they inform everything else we do. I will walk through examples of how community participation informs business decisions. I plan on going into detail about our content marketing strategy and how we pull stories out of our community. There will be relatable examples of what has worked for us on a channel and campaign level, especially social media examples. And I will also talk about the balancing act of driving marketing strategy with both community and e-commerce goals, and how these don’t have to be at odds with each other.
By Caitlin Fitzsimmons
More and more companies are creating onsite social communities for their customers in which to interact. Companies can read the needs and concerns of their customers in new ways and can benefit from the relevant content being generated in the community via comments and articles that can be integrated into their Digital marketing initiatives.
It shows that you are customer and employee centric and can produce a culture of brand ambassadors that can be broadcast across the internet and your social channels to greatly increase traffic to your site by people who will already have confidence in you as a company who is dedicated to serving its customers, employees and community.
These communities provide for limitless marketing opportunities at a fraction of the cost of any other form of marketing.
 Below Caitlin Fitzsimmons social media editor for BRW shares another success story that an onsite social community has brought to this ecommerce company.  However, onsite communities can be customized to any company in any industry to provide the same kind of results.
William Cosgrove
Bill Cosgrove Straight Talk
Related content:
Focus on the Heart and Not Just The Wallet
Threadless is a T-shirt company with a twist: artists submit designs, Threadless members vote on their favourites, the winners get paid and the T-shirts are produced and sold online.
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Chicago-based Threadless started in 2000 with $1000 and is now widely estimated to have more than $30Â million in revenue.
The intriguing thing about the business is how it was borne out of the idea of an online community of artists and designers. Artists submit designs, Threadless members vote on their favourites, the winners get paid and the T-shirts are produced and sold through the shop at Threadless.com. It is worth reading this profile of Threadless (and the reader comments) in Chicago Magazine.
Threadless has more than 2 million members and a social presence that includes more than 800,000 fans on Facebook and 2.2 million Twitter followers. Chief marketing officer Todd Lido is giving a keynote at the E-commerce Conference & Expo in Melbourne from March 26-27 on the company’s strategy for community building and engagement.
BRW:Â What was the initial idea behind Threadless and how did it all start?
The intriguing thing about the business is how it was borne out of the idea of an online community of artists and designers. Artists submit designs, Threadless members vote on their favourites, the winners get paid and the T-shirts are produced and sold through the shop at Threadless.com. It is worth reading this profile of Threadless (and the reader comments) in Chicago Magazine.
Threadless has more than 2 million members and a social presence that includes more than 800,000 fans on Facebook and 2.2 million Twitter followers. Chief marketing officer Todd Lido is giving a keynote at the E-commerce Conference & Expo in Melbourne from March 26-27 on the company’s strategy for community building and engagement.
BRW:Â What was the initial idea behind Threadless and how did it all start?
Todd Lido:Â The idea for Threadless began when CEO and founder Jake Nickell began hosting T-shirt design challenges on a design forum. Jake saw how much everyone was enjoying these challenges, and realised it could be a great model to source incredible artwork for T-shirts.BRW:Â How has Threadless grown and changed since then?
Lido:Â Over a decade later, the community continues to grow. Artists from all over the world submit on Threadless. We received submissions from artists in 71 different countries last month.
One of the great things about the community-based design model is there is no singular Threadless look or design sense. That said, it’s been interesting to see the aesthetics of what the community produces and which products are popular evolve over time.
We continue evolving the model to make it work better, both for Threadless as a business and for the artists who participate. We want to make sure Threadless stays the best platform in the world for artists to come together, share and monetise their work.
BRW:Â How is community and social marketing baked into what you do?
Lido: At its core, Threadless is a platform for connecting artists. So a community-centric approach to communication is very natural for us. We aim to inspire creativity and individuality and keep Threadless fun. It’s partly about managing a community of artists – engaging them in design submissions through themed design challenges, encouraging constructive feedback and collaboration and celebrating success in the community. And it’s partly about making a meaningful connection between artists and the rest of the community that supports them. We really want to keep a focus on the idea that when you buy from Threadless, you are supporting independent artists.
BRW:Â What have you learned about social marketing that might be useful for other companies?
Lido: Think about what makes your offering unique and what resonates most with the audience. Where is the emotional connection that’s going to make the audience want to share your content? Strive to mirror the tone of your communications with the conversations that are happening within your community. I’m sure that some marketers, especially in the business-to-business space, might think that doesn’t apply, but keep in mind at the end of the day your goal is to connect with people too. I definitely encourage as much playful experimentation with different types of content as possible. And pay attention to your social metrics while you experiment. You might be surprised by the results.
BRW:Â What have you done well and what would you do differently if you had your time over?
Lido: I’m most proud of the work we’ve done celebrating artists and telling the stories of the real people who make Threadless what it is. (Some great examples can be found here.)
I’m always dissatisfied when we do anything that doesn’t reinforce the narrative of community-based design. If we have a promotion which is only about “buy these discounted teesâ€, then it could be a promo for any retailer. If what we are talking about doesn’t represent the community behind Threadless, we might as well have stayed home that day.
BRW:Â What are some of the key things you plan to cover in your conference presentation?
Lido: I’m really looking forward to it! I actually think I’m going to get more out of the experience than anyone. I’m looking forward to telling the Threadless story and relating ideas for sustainable community engagement. Threadless certainly has a unique story, but there’s a lot to draw from which is relevant to almost any organisation seeking to grow its online community.
I’ll talk a little about our core mission, the business model and culture and how they inform everything else we do. I will walk through examples of how community participation informs business decisions. I plan on going into detail about our content marketing strategy and how we pull stories out of our community. There will be relatable examples of what has worked for us on a channel and campaign level, especially social media examples. And I will also talk about the balancing act of driving marketing strategy with both community and e-commerce goals, and how these don’t have to be at odds with each other.
By Caitlin Fitzsimmons
"Would you do a little research to save tens of thousands of dollars on your marketing budget? Then take the time today to read this and research these relevant articles below and other relevant articles and you will discover the tremendous benefits and cost saving that an Onsite Social Community can provide."Social communities provide customers a central place in which to directly communicate with a business and gain valuable information about all of the businesses services and offerings. Social communities also provide an ongoing opportunity for the business to gain knowledge about the customer as an individual by listening to and addressing their constantly changing individual wants and needs.
Social Communities also provide an open forum in which customers can ask questions relevant to them and share their feelings with others on why they like doing business with your company. What better way to get to know a customer than genuinely listening to their wants and needs and providing the solutions and answers that concern “them†from one central place-your website.
As well as enjoying the rewards of being a customer of a business through special member discounts and drawings they get to know you as a business and you get to know them as a customer.
The process of buying a product is fleeting in terms of the length of time it takes. After the sale your relationship can last for years when it comes to servicing, communicating and establishing a positive relationship with that customer.
Don’t get drawn in by all the bell and whistle costly offerings that will never match the effectiveness and economy that having an onsite social community will provide.
The cost effectiveness of having that customer on your site as a community member is immeasurable when comparing it to the cost of campaigns to reach them. (See Know These Must Have Social Media Marketing Tools) Â Your communication also becomes welcomed and not intrusive to them.
Also, by having one central landing page for community members to provide helpful information from service to sales and relevant topics with the ability to ask questions that they have that concern them will turn your customers into brand ambassadors to provide invaluable marketing opportunities for you to increase you customer base.
Online social communities can also be combined with online events marketing to provide powerful and effective marketing campaigns that will stand out and which cannot be accomplished otherwise.
Analytics have provided more and more insight into online users behaviors and have started to provide more insight into target marketing to the individual.Â
The rapid advancement in technology as a whole promises to bring new and better ways to measure and market online much more efficiently. I for one am excited that as we move forward businesses will start embracing the advantages that current technology already offers.
Two of these advantages are that more businesses see the advantage of onsite communities to integrate current customers and employees into the company culture to better leverage these existing resources and integrating on and offline marketing into one cohesive marketing plan.
Would you do a little research to save tens of thousands of dollars on your marketing budget? Then take the time today to research these relevant articles below and other relevant articles and you will discover the tremendous benefits and cost saving that an Onsite Social Community can provide.
William Cosgrove   Â
Relevant Articles:
Activating your employees in social
What is “Social Influence Marketing†to You?
Are you Ignoring Your Best Brand Advocates?
Social Communities Can Redefine the Customer Experience
What is Social Casting?
