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Responsive & Mobile-Friendly Web Design Is Now A MUST!
Google announce that it will be updating it’s search results to feature mobile-friendly content to mobile users and penalizing non-responsive websites starting on April 21st, 2015! Read the full announcement here. That means if your website is not upgraded to a responsive or mobile-friendly format by April 21st, you will begin to drop in the search results.
This year the number of Google searches from mobile devices will exceed the number of desktop searches for the first time in history, and Google is preparing for that landmark event. You should too!
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“Starting April 21, Google will be expanding our use of mobile-friendliness as a ranking signal. This change will affect mobile searches in all languages worldwide and will have a significant impact in our search results.”
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Click here to call from your mobile device.
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What is responsive web design?
Responsive web design means that the website changes and adapts to many screen sizes. It makes sure the website’s template width fits smartphones, tablets, laptops, and desktop computers. The website will read the type of device loading the page, and adjust the design to look great on that screen size.
Prior to about 5 years ago, this type of web design was really difficult to achieve. It required separate sites for mobile and desktop, but now one responsive design handles the changes automatically.
Click here to see a responsive, mobile-friendly website in action.
Just select the desired device in the top yellow bar, and you will see the website automatically resize itself to fit each screen size.
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MIMO Solutions can upgrade your existing website to a responsive, mobile-friendly template!
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How much does a mobile-friendly web design cost?
Not as much as you think!
MIMO Solutions is offering a special Google Update 2015 Special.
We will upgrade your existing WordPress site with a new mobile-friendly template for only $5oo! Or, we will upgrade your old static HTML site to WordPress with the responsive template for only $2,015.
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Or email firstname.lastname@example.org for your FREE consultation and website mobility audit!
Before you go much further, you are going to need to decide which profiles you are going to use for selling through social networking, and which ones are going to be private and personal.
Some of you, who are more experience on social networks, already know what I am talking about here, so you might jump to the next section with the tips. If you don’t understand the privacy settings and primary purposes of the main social networks, keep reading. You definitely need to pay attention to who sees what!
For example, as a Business-To-Business consultant, I rarely add clients or networking partners to Facebook. Facebook has pictures of my young niece and nephew, other awkward family photos, and personal information about my wife and I, which I prefer not to be public. I focus my social networking for business on LinkedIn, so that is where I always request connections from clients and prospects. Twitter and Google+ are interesting because you don’t have to reciprocate, so others can follow you whether you add them back or not. To me this makes it very public since I can’t stop others from viewing and adding me. I tend to be very careful about what I post on these two and use them solely for business.
Google+ is the only social network to date that allows you to create “Circles” of contacts and only share certain information with certain circles. That means I can share business information with business circles, and family photos with my family circle. It is a very interesting tool, but use it wisely to avoid over-sharing.
The other choice you are going to need to make is whether or not you create a Business Page or add connections to your personal account.
Facebook and Google+ allow you to create dedicated pages for your business that operate with different settings and tools than your personal account. Twitter accounts can be used for anything, just make sure you decide your strategy before you get in too deep. LinkedIn is very interesting here. You can create a business page, but they will create one for you, once you have multiple employees on LinkedIn. After that, you can claim your business and customize your page.
I recommend that owners build audiences on business pages for marketing purposes to make sure they stick around should an employee leave, change roles, or the business change hands. However, people buy from people and they network with people, not companies. So for the purposes of this book, it will be better if you have a face and name to the business for sales purposes. You can’t create meaningful conversations with a brand.
Think about it. You can’t be friends with Pet Smart. You can’t connect with 24 Hour Fitness. You can’t start a conversation with Home Depot. People buy from human beings who they like. They talk to Eric at Home Depot. They connect with Laura, the personal trainer at 24 Hour Fitness. They are friends with Kim, the groomer at Pet Smart. Because of this, you should to try to put a name and a face with your online social networking activities.
That being said, it is way more important that you choose whether you are going to build business or personal profiles, than which type you actually choose.
Decide now whether you are marketing on behalf of a company or selling as a professional salesperson at the organization.
Whether you’re an experienced social networker or just a getting started, here are 10 steps to connecting with your target market on LinkedIn:
1. Create an up-to-date profile and/or fan page
Before you begin connection, be sure that your profile is up-to-date with an accurate description of what you do, your interests, and your contact info. Make sure you include your website addresses, a professional photo, and your skills list. If you have multiple businesses invite people in your appropriate target market to become fans of your niche-specific business page.
2. Follow the favorites
Connect with leaders in your field/industry, who have a lot of influence, connections and followers, and request a connection them. This includes popular products, TV shows, or other specific interests of your target market. Anytime you make a friend request, include a personal note, as that will improve the likelihood that they will accept your request. Say something like, “I’m a big fan and I’d love to have you in my network.” Once they have accepted your invitation, make comments about their status updates to help you get on the radar, and in front of their thousands of connections.
3. Friends of friends – 2nd Degree Connections
Take a look at the people in the network of your industry leaders, as they are probably part of your target market as well. Send friend requests to those of interest to you. When you friend someone that you only know by association, send a personal note as well, like “I discovered your profile in ‘s network and would like to get to know you better by adding you to my network.”
4. Use LinkedIn groups
Look for groups that may contain your target market. In your search for groups, use keywords that describe your niche, industry, geographic area, interests, or whatever other terms you might use to find members of your target market. Join and begin to participate in the group so that they begin to get to know you. Then pursue the member lists for good prospects, start with the members you’ve connected with or have commented on similar posts.
5. Invite your existing email lists and address books
You can use your existing email database to add people from your clients, prospects, and other current contacts if they fall within your target market definition. Add a note to the invitation and make sure you are clear and professional about your motivation. Make sure to give them the option to connect with your personally or just follow the business page.
6. People You May Know
LinkedIn will have a suggestion list for people you might know. These recommendations are pretty solid, because they are based on similar work history, mutual friends and interests. Take them up on their recommendation and add these to your network, only if you actually know the person and have an offline relationship of some kind.
7. Add by interest or industry
Do a people search by job title, industry, geographic location, or interest. People with those terms in their profile will show up in your search, and you can request to add them based on common interests. Even better, you can see which of your connections knows them and request an introduction.
8. Build the relationship
Once you connect with someone, you need to begin to get to know them and start building trust so that you become their top-of-mind expert in a particular area. Begin building the relationship by sending a quick “thank you” note through LinkedIn, as well as a comment about something on their profile that interests you or in which you have in common. Watch for their status updates, as well, and comment on these when appropriate. Note when people post announcements or change positions and congratulate them.
9. Integrate your marketing strategy
Once you have built a good online reputation and credibility on LinkedIn, you can begin mixing in your marketing messages. Social networking sites are designed to be casual and personal like a business networking event, so don’t just copy an advertisement or sales messages. All you want to do is keep what you do and who you are on the top of your prospects minds. You can casually mention what you’re working on in your status, announce events, and make comments offering to help people with your product or service. Remember, people can remove, hide or block you as easily as they added you in the first place.
10. No More Cold Calls – Start Actively Prospecting
Here’s where it gets fun and where it pays off. Let’s say you need to make 10 dials to set enough appointments to hit your numbers. You can research the best 10 prospects on LinkedIn and find the CEO’s name, get a little background, their email and phone information, see their secretary’s name, or even their up or down-line in the company’s organizational chart. You then shoot him an email through LinkedIn Mail with the subject line. “Question” and include your unique selling proposition, and ask if they would be open for a quick phone call the following week at a specific day and time to see if there is reason to work together.
If you repeat this process 10 times, you have now scheduled your 10 dials in your calendar, 10 CEOs are expecting your call, and you are fully armed to have a sales conversation with them next week. No more cold calls, and no more procrastination since you have scheduled appointments with connections.
No prospecting strategy works unless you consistently implement it over time. As a newbie to LinkedIn, you might want to spend as much as 60 minutes per day researching connections and participating in groups. As your network grows, you may spend only 15 minutes 3 times per week on LinkedIn. The key to success is to put this strategy on your calendar and make it a routine part of your ongoing prospecting behavior.
LinkedIn is strict and very particular about how its participants contact each other. Many sites, including LinkedIn limit the number of new invitations allowed in a given day or week. If you exceed this amount you can get penalized or removed for spamming. If you stick within the guidelines of people you know in person or at least you have their email addresses, you should stay within most limits. If you ever receive a warning, you should stop immediately for that day and reduce your efforts moving forward.
While social networking is an inexpensive marketing tool, it can be effective in helping you grow your business. You should maintain your other prospecting strategies, and simply add this strategy to your prospecting activity.
A well-rounded prospecting plan needs to include social networking, and it could mean that your prospect well will never run dry and you never have to make another cold call.
|Social Media Sales From Click To Close
This topic is really why I am writing this book. I was doing some research about social media, and I found thousands of books and articles on how to get followers and grow audiences through social networking. After reading a dozen of the best books on the subject I found that most of them stopped once you grew your audience, but that doesn’t actually translate into sales at the bottom line. Since then, I have found a few books and websites that talk about sales and social media, but still very little information about what happens after the “like.” They all say something like “engage your audience” or “develop the relationships” and no one really tells you how to do this… until now.
Here are the top 10 ways to turn social networking in to actual sales revenue for your company:
1. Having business conversations
Two of the most common mistakes people make when social networking is that they share posts and start conversations about the wrong things. They either only post personal information about what they are eating and where they are going, along with sports, weather and news, or they only post offers and constantly bombard you with their latest marketing messages. No one likes to follow the person who only blasts out spammy sales messages, so don’t get me wrong here. The key is to share interesting information and start conversations about your business and the problems you solve.
Try to find a happy medium in the middle, so you can start having meaningful business conversations. Try to keep posts related to your business on sites other than Facebook. Your personal Facebook page can be more about you, but make sure your friends and family still know what you do for a living so they can use or refer you. On your business Facebook page, treat it more like LinkedIn and keep it about business. Ask questions and post articles that start conversations about your area of expertise and this will lead to more leads and sales.
2. Listening, watching, and caring for your audience’s needs
Another chronic problem with social networking is that it is usually all about you. We love sharing and posting about ourselves, but we hardly ever listen to what others are saying and sharing. Your sales antenna should always be up, and you should constantly be seeking out people who have the type of problems you solve. Find people, groups, blogs, and communities who fit your target market and watch and listen for opportunities where you can be of service. Reach out to others when someone can benefit from your product or service and offer to help in any way you can. Start the conversation and see if it doesn’t end up in more sales.
3. Proactively starting conversations and sharing helpful information with others
Following the previous step, you don’t always have to wait until you see someone post about a need. There is a good chance you know what someone looks and sounds like when they need your company. Seek these people out and offer a hand. When I designed websites and I came across a really bad site with a copyright at the bottom from 5 or 6 years earlier. I knew they needed a new site, so occasionally I would reach out to them with an offer or a helpful suggestion. This can take many forms. You might send an industry related article to a referral partner or client, give some advice to someone making common mistakes in your area of expertise, or just say hi, tell them what you do and offer to be of service if they need you. The key is to not wait for people to seek you out and follow you, but to be proactive and go find people who can buy from you. Many times they don’t know what they are missing, and you can help them discover your company for the first time.
4. Using open ended questions and challenging statements to start conversations
This can be tricky at first, but with a little practice you can get really good at posting questions, articles, or statements that start conversations. Too many people forget there is no “dislike” button on social networking sites, so people are much more likely to interact with positive messages then negative ones. Also, if they are too boring or obvious most people won’t waste their time. Think to yourself what would make you or your business likable. What message would cause people to comment or hit that share button to show all of their friends. Don’t waste you and your prospects time with boring posts or negativity. Try to give them something compelling and uplifting. Humor gets shared quickly around the world.
Don’t forget about tip #1 up there! They should be related to your business, and lead you to prospects not useless conversations about food or politics.
5. Doing a little free consulting
Normally, we discourage salespeople from doing too much free consulting and solving the prospect’s problem before they get paid for it, but social networking is a little different. This is a prospecting activity and not a sales call so it is OK solve some people’s problems, especially if hundreds or thousands of people can see you do it. Don’t be afraid to share too much inside information on your blog or social networking sites. Chances are that people can’t do it themselves anyway, or you wouldn’t be in business. Take this post for example. I am giving away a lot of good information about how to sell, but I know most of you can’t or won’t take the time to do all 10 of these things and eventually you will probably need more of my help. (I don’t mean you. You are committed to take action on these items immediately and will be forever changed.)
6. Sharing an easy entry offer
If your goal is to get more sales through social networking, eventually you are going to have to ask for the sale. Despite what a lot of marketing gurus say, people usually don’t just call up and buy the biggest and best your company has to offer because they liked you on Facebook. You are still going to have to sell. One easy way to move your audience into the funnel is to make a no or low cost offer as an entry point. This will help you collect their information as a lead, and it will allow them to sample a bit of your solution before they take the big plunge. Think about how this might work in your business. It could be 30 day trial, a consultation, or a coupon. Just make sure it is easy to buy or try, and that you make it highly visible on all of your social media accounts and website.
7. Targeting ideal customers
We already talked about being proactive and seeking out people to have a conversation with, but this time I want you to think bigger. See if you can come up with the top 10 ideal clients for you that you have always dreamed of… who would that be? Who would be the biggest, most profitable, dream clients that you have always wanted?
Now go out there and get them. There are no gatekeepers, mean secretaries, or other obstacles standing in your way online. Virtually everyone is on at least one social networking site, and they are out there waiting for you to connect with them. Having trouble reaching that CEO of the hospital who needs your software? What about that rich politician who needs your interior design expertise? What are you waiting for? All you need is a name or a company name and you can find out a way to reach them. Start following them on Twitter, ask for an introduction on LinkedIn, send them an email, make the calls, send a friend request on Facebook, find out where they like to eat of Foursquare. This is why you make the big bucks as a salesperson. Go connect with them and start the conversation!
8. Targeting referral partners and raving fans
Being likable in tip #4 is good. Being share-able is even better. At least once a week, share a post, email, or blog that is designed to be shared by your referral partners and raving fans. These people would be happy to refer you, but sometimes they don’t know how. You can use your easy entry offer, or some compelling educational content to encourage your connections to share your offer with other people you don’t know yet. This is a great way to grow your audience and convert them into sales.
We all know referrals are the holy grail of leads, and creating a post that is easy for people to share will allow your fans to refer you to all of their contacts. The average person is connected to about 250 people. Influential referral partners may have thousands of followers and connections to which you can get a promoted. Want to know who is the most influential in your network? Look up their Klout.com score to get a rough idea.
9. Taking the conversations offline
Very few businesses completely sell and service their clients online, so you will probably want to take the relationship offline and into the real world at some point. Don’t be afraid to make the first move, but don’t be pushy either. People enjoy the relative safety and security of online communications, and calling too soon can be considered pushy. When making this call, I find it best to you a very soft, customer service approach.
When calling a prospect who has completed a call-to-action on your site and entered their phone number, try something like this. “Hi, I’m from ______ company and I noticed that you download the white paper on ______. I just wanted to make sure you found the answers you were looking for and see if there was anything else we could do to help. Did you get everything you needed?” This will lead one of two ways, if it did, you can follow up with “What did you like about it?” “What made you download that one?” or “Great, how did you find us?” If it did not, you can follow up with “Sorry to hear about that. What were you hoping to find?” Those questions can lead to the problems they had that your company can hopefully solve. Just be real and honest and see how you can further the relationship. No need for complicated scripts or high-pressure sales pitches.
Also, don’t forget about your clients and referral partners. Your existing connections need attention too! I recommend calling at least one connection on LinkedIn per week and getting together offline for a lunch or conversation about how they are doing and how you can best help each other moving forward.
10. Following up constantly and consistently
Finally, the big one! Did you know that 55% of Internet leads are never followed up with, and of the 45% that are the average response time is over 2 days?!?
Believe it or not, it actually gets worse. Again, of the 45% who follow up on leads, the average number of attempts is less than 2. Most salespeople make one call, email or follow up and then let the relationship drop. This same study found that your chances of getting an appointment actually go up through the first 6 attempts! Learn this lesson now. You are not bothering people by being consistent and thorough in your follow up. People need to be reminded and you are only one event out of hundreds in your prospects day. Don’t give up until you actually get a firm YES or a firm NO!
Follow up also includes those other relationships with referral partners and clients. We all know too well, that just because someone agreed to something, doesn’t make it so. The friend who said they would introduce you to a potential prospect, or the client who said the check is in the mail, almost always need additional follow up. The studies don’t lie. It takes up to 8 contacts to get a result, and you chances of being successful increase over the first 6 times you try. If you want the sales, it is your responsibility to see that each and every lead or introduction has an outcome.
The key to converting social networking into sales is personal connections and interpersonal communication.
Social networking is really no different that business networking in the real world. Most people screw up both by either being to soft and not talking business, or being to hard and trying to sell before the develop trust in the relationship.
Approach social networking like you would approach people socially at a business networking event and you will avoid problems and make better choices.
Did I miss anything? Please share in the comments below.
|Responding On Social Media
Bonding & Rapport through Social Networking is one of the most powerful tools your company has to increase sales, second only to interpersonal communication in real life.
Let’s start with some basic Netiquette:
- Always respond on the media you were contacted, unless asked or requires private information.
(If you get a Tweet, send a tweet. Don’t call immediately or send an email if someone commented on Facebook. They will ask, if they want a call or better yet call you first.)
- There is no context for your words, so be respectful and be careful.
(No sarcasm or innuendo. Humor is powerful on the Internet, but make sure it is straight forward and lighthearted. When in doubt, make it blatantly obvious by just adding “Ha!”)
- Only use shorthand that the other person has used previously.
(LOL, JK, & BRB is not universal.)
- Don’t respond when you wouldn’t call though.
(If someone comments at 3pm, don’t reply after midnight. They won’t see the message, and things like text message may beep on their phone and wake them up.)
- Keep private stuff private.
(Obviously, things like credit cards and private information shouldn’t be shared online, but if you need to talk about sensitive issues, it is best to send a message on the media they contacted to that it will require a private conversation and let them know when you will call.)
- Stay cool while waiting for a response.
(Everyone has their own speed on the Internet. Some people check email and LinkedIn messages 15 times a day, others once a week, so be patient when waiting for that reply.)
- Never use social media or email to cancel plans or send urgent messages.
(Actual conversation is required for canceling a meeting or communicating an urgent message. No one wants to get back from being stood up to find an email saying something came up. Calling is best, but Instant Message, or text may be acceptable if they respond immediately.)
- Use the same picture (of your face) on all public profiles. Complete your profiles and keep them up to date. If you can’t keep up, shut them down.
(The same picture allows people to see they have the correct person, plus people want to socialize with people, not brands, robots or question marks. Sorry, no pics of your kids as the profile picture either. Who wants to do business with a 2 year old? Also, no dead profiles. If you don’t check them regularly delete them. You don’t want to find out later that you missed a big sale because someone sent you a message on MySpace. Oops.)
- NEVER USE ALL CAPS!!!
(That is considered yelling on the Internet and no one likes to be yelled at.)
- Respond quickly, but thoroughly to every message and comment. Do it right the first time.
(Even if it is just to say “thanks,” make sure you get the last word or the conversation is clearly over. There is a regular give and take on the Internet because we can’t see each other, so communication works best when it alternates back and forth. Multiple messages in a row from you is confusing because the often receive them in reverse order, plus the don’t know when you are done. Send one thorough and complete response to each message your receive, then be patient.)
Do not tag me in photos that I am not in to get me to look at them. This little game does not ingratiate you to me, it makes me hate you. All I do all day is look for photos of myself on the Internet, and when I am pic-teased, I get super-angry about it. Do not be a pic-tease. – Comedian, Nick Kroll
|Responding to Customers on
Social Networking Sites
Now some more advanced techniques for communicating on social networks…
Those were sort of my Top 10 Netiquette Commandments, they provide a nice framework to keep you out of trouble, but they really don’t help you much along the lines of build trust and business relationships that result in more sales. In order to do that, you are going to have to learn some more advanced ideas about interpersonal communications between human beings.
The number 1 thing you need to know about human beings is this: We all pretty much do whatever the easiest thing is to eliminate the most pain or create the most pleasure in our lives. In short, we do what we think is best.
In a scientific study, they found that 99% of people are generally doing this. There are about 1% who hate themselves and are self-sabotaging, but let’s go ahead and assume we don’t want them as clients. Let me explain more.
When you wake up in the morning, you never think to yourself, “Let me see how stupid I can look today. I wondering if I can do something really embarrassing, and cost myself a ton of business.” Yet those things happen sometimes, if not to us, we see it happen to others all the time. Have you ever seen someone with a tattoo on their face? Chances are they didn’t think… “I want to scare small children and make sure I never get hired in corporate America.” They probably thought it was cool, tough or maybe intimidating, and it would eliminate future pain or get them future pleasure.
So what does that have to do with responding to customers on social networking?
Well, this basic principle of psychology and communications, means a great deal to all of us. It means there is a big problem with how you communicate online, and a clue about how to fix it. It also means that there is a tremendous opportunity to stand out from the competition, because they already think they are doing their best, given the circumstances and resources.
Here is the problem. Every person on the planet is different and will evaluate what is best from a different set of circumstances. You are going to do what you think is best, but what if it is not best for the other person? Think about the “golden rule.” Treat others the way you want to be treated. There is a problem with that. What if they don’t want to be treated like you?
Here is the solution. Treat each person the way they want to be treated. This is especially true on the Internet. Each person has their own skill level of computing, internet speed, knowledge from research, social networking preferences, communication habits, as well as all the other personality and experience differences that go along with real life. That means each of your prospects or customers need to be dealt with the way they want to be, especially in how you respond online.
Here is an example. Let’s say you post your email address on your contact page, because you can formulate your responses, take time to respond at your convenience, you are a fast typer, and you can copy multiple departments if you have to. Sounds reasonable that everyone has email these days, and they can comply with this if they have a question.
However, what if prospect is an 80 year-old woman, who can’t type well, has an emergency, and she is looking up your number at a local library? Does your solution make the most sense for her?
The best way to communication through social networks is the way that your clients are communicating with you.
In order to do this effectively, you must treat each person as an individual and set up the social networks, online advertising, and response strategies for each. It sounds more complicated than it actually is, but the key is creating lots of options and then using the right tool to unlock the right door to the right customer. It is your responsibility to create an open communication channel with your clients. It is not theirs. Take some time now to think about how you can apply this concept to the way you currently communicate online.
This principle applies to much more than just the communication channel, so we will discuss this more in the future. In the meantime, keep putting yourself in your customer’s shoes, and focusing on how they want to be treated.
|How to set goals for your social networking behavior, results and target markets.
Getting Started With Goal Setting
Before you start setting goals for your social networking activity and results. There are a few things you need to know about goal setting in general.
- Just the act of setting SMART goals increases your chance of success by 10 times.
- Written goals increase that likelihood even more.
- Sharing your goals with your team, family or accountability partner again increases your chance of success!
- You can only manage what you can control. Setting goals for other people’s behavior is futile.
Studies show that only about 50% of people have goals in general, only 10% have written goals, and only about 1% have a plan to achieve them and share them with an accountability partner. Those people who do all three are exponentially more likely to achieve their goals than those winging it.
I hope that doesn’t come as a shock to you. If you wanted to take a road trip, you might want to decide where you are going, get directions, and tell someone else where you are going. Chances are you would get there safely. If you just took off one morning with no goal or plan and didn’t tell anyone, you might end up lost forever.
Most importantly, you can only manage what you can control. You have probably heard about SMART goals before, but you may not have considered this. Setting goals for result, especially those that depend on the action of others is generally not helpful. They are nice to have in mind, and important for determining your behavior, but they alone will not lead you to success.
Let’s use an example. If you set a goal to get 100 likes on your Facebook business page, it sounds like a good goal. However, it tells you nothing about how to actually achieve it and what actions to take. Even worse, it depends on other people to take the action by clicking “like.” You can’t force anyone to do that, so your goal is out of your control.
If that is the result we want, there are still goals we can set. The just need to be SMART goals which we can manage and control.
Smart Goals are:
- Attainable / Achievable
- Relevant / Realistic
Specific leads us to the exact location we want to be on our road trip. Measurable and attainable tell us that we need to be able to track our progress, and it needs to be a behavior we can control. It is hard to measure unspecific feelings, or generalities like “be more successful,” “be well-liked in the community.” or even “get more leads.” How can you tell if you are making progress or even achieved “being successful”?
Relevant or Realistic is also very important. If you goal seams impossible, it is unlikely that anyone will go after it. Great goals inspire action. It needs to be relevant to the outcome you want and realistic so you believe you can achieve it with the right actions.
Finally, goals need to be time-bound to drive you to action and inspire you to achieve them. This can be done in to way. By simply adding a date that it is to be completed, or by adding how often you need to take the action. Let’s try some examples for social media.
Setting SMART Goals for your Social Networking activity
There are three categories that you will need goals for in your social networking activity. You will probably want to plan and track your progress toward what you need to be doing, who you want to reach, and the end results for your business. In other words your behavior, targets and results.
- Post status updates on Facebook three times per day, morning, noon and night.
- Write one call-to-action message, one original thought or blog, and re-share some interesting post about my industry on Facebook to fulfill my 3 post per day on Facebook.
- Send 5 Tweets per day, 3 Re-tweets of interesting posts, 1 original thought, and 1 call-to-action.
- Post one interesting article, either mine or someone else’s on Linked In.
- Share a link to an interesting article or +1 a website on Google+ once a day.
- Write one original blog about an industry hot topic per week.
- Send and informative email blast to my clients and prospects once per week that contains my new blog post, a call-to-action, and links to my social networking accounts.
- Respond to every email, direct message, or comment received within 24 hours.
- Add any new connections or business contacts I have made to my email lists each week.
- Find 1 new interesting industry expert to follow on Twitter every week.
- Add any new requests or suggested family, friends and personal connections on Facebook who I would like to talk to in the real world, each week.
- Add any suggested connections on LinkedIn who I have met in person or done business with in the last year, or I know well enough that they would take my call.
- Add suggested connections to appropriate Circles on Google+ each week, if they are someone I would like to keep in touch with.
- Update my list of the top 10 potential clients I am targeting weekly, and make at least one attempt to contact them or share an interesting article with them.
- Make contact by phone or email with at least 5 of my top 20 referral partners or strategic alliances.
- Clean out my contact lists every quarter, and remove anyone I no longer want to be associated with or have not interacted with in over a year.
- Schedule 1 meeting per work day with a referral partner.
- Schedule 1 meeting per work day with a potential client.
- Follow up on all leads generated through my calls-to-action on the social networks and email blast.
- Ask for referrals, reviews or recommendations from every new client.
- Thank referral partner with an appropriate reward for each referral that becomes a client, and explain why if the referral did work out.
- Review my Google Analytics, Facebook page dashboard, and any other reports monthly, and make notes on what generated the best response and track my progress.
There are many other goals you could set, but these are some of my favorites, because they are all things that you can control and do on a daily, weekly, or monthly basis. It is very hard and frustrating to only monitor results because they can fluctuate on thing outside your control. Plus, if you try to manage results, you are managing in the past. Typically, the results you are getting now are based on your activity from one to 3 months ago. In longer selling cycles, it could even be that the sales you get this month are a result of networking or referrals from over a year ago.
Feel free to use any of my goals above, or discuss some more appropriate goals for your organization. The ones listed above could actually be mores specific, but I wanted them to apply to more people. For example, “follow an interesting industry expert” would actually be better as, “follow an internet marketing expert.”
Goal setting will set you apart from the majority of humans and businesses, so take an hour to write them down this week. Then just follow the plan and adjust as necessary. Keep them SMART, and keep them positive. If you need any help, just email me.