Social Is One to Many

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Social Media was once called Social Media Marketing because, when marketers grabbed hold of the tools, they recognized them as one to many. The battle over whether or not the tools are for community or marketing can be traced back to 1999, and I offer the best of all evidence, … [Read more...]

The Truth About Social Selling

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The truth about social selling is that there is no such thing. Social selling is really marketing. You don’t use social media to qualify your dream clients. The work you do using the social toolkit is about identifying your dream clients. It’s about listening to your dream … [Read more...]

9 Reasons to Pick Up the Phone

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There is too much anti-phone sentiment in the world of social media. Social selling is good. But the telephone is better. Here are nine reasons you need to pick up the telephone today. Your emails have gone unanswered. They have gone unanswered, haven’t they? Many of them have … [Read more...]

Own Your Social Platform

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I bought the domain name iannarino.com in 1996. I only used it for email. In 2007, when I bought www.thesalesblog.com, I let www.iannarino.com expire, believing that my last name was so unusual, and so difficult to spell, that it was essentially worthless. I had no idea what to … [Read more...]

Social And Selling Without Shame

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There are some people who believe that selling has no place on social media. They believe that to sell would be unholy, profane, impure. They believe that social is for connecting with other people, for communicating, and for sharing the richness of our lives. But there is no … [Read more...]

Social Media and a Long Trail

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Social media is a very, very long trail. Everything you write, every picture you post, every comment you make lives on the Internet forever. Even if you take down something you have written or posted, someone may have captured a screen shot and saved it for posterity. You don’t … [Read more...]

How to Measure the ROI on Social Selling

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Maybe you’re having trouble proving the return on your investment of time and energy in social selling. Let's see how social stacks up. Your ROI on Activities What is your return on investment for sending a thank you card to a prospect that took your call or connected you with … [Read more...]

Your Investment In Reading Blog Posts

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“That blog post was too long.” “That newsletter was way too long.” “I’d read your stuff if you could just give me the summary.” Some blog posts are long. Some blog posts are short. But the length of the post is no representation of its value or the investment you should make … [Read more...]

Why Your Guest Post Fails

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I know a lot of people firmly believe that you can–and should–increase your web presence by finding other people with a presence and asking them if you can write a guest post. The idea is that, by exposing their audience to you and your ideas, you will gain new community … [Read more...]

The Tools Are Amplifiers

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Why do the fundamentals of good selling come before social tools and social selling? Because the new tools are amplifiers. They amplify what you already are. If you’re a pitch machine, always pushing how wonderful your product, your service, or your solution is, the new tools … [Read more...]