It's all about communication these days, isn't it? We have mobiles with us at all times, we tweet, we foursquare (?), we facebook and we blog. We're always available, and people now where we are at all times.
Er - not quite. I've visited a number of websites recently where it's impossible to find a phone number or email address. Instead, there's a "contact us" link, which leads to a page with a number of boxes that have to be filled in. Often, these include a drop-down window with "reason for your communication', as well as a link to the FAQ page, with a phrase "have you checked this before sending us a message?"
OK, I understand that companies are trying to make it as easy as possible for their customer support staff to deal with customer queries. However, this form is the web equivalent of the phone-hold system - "Press 1 for accounts, Press 2 for 30 minutes of bland music...".
Here's the thing. I'm a customer, and I want to get a message to your company. That means I'd like to phone or email you. I'll decide what the message is about. If you play hard to get, I will simply go somewhere else.
Monday, January 31, 2011
Wednesday, January 26, 2011
Seven more low-cost ways to boost your business in 2011
Last month, I gave you ten low-cost tips to boost your business in 2011. Here are seven more:
1) Give stuff away. In business, you have to give to get. Offer people help and advice, free of charge, and don't expect an immediate return. You'll find that the more you give away, the more comes back. As my bank manager says "It's better to make a deposit before a withdrawal"
2) Copy the best. If you see people in your line of business having tremendous success, try doing something similar. I'm not suggesting that you should plagiarise their ideas, but look at the way they do business, and see how you can adapt things to your offering.
3) Write it down. Decide what you want to achieve - five new clients, increasing turnover by 50%, or whatever. Put a timescale on it, write it down, and pin it up near your desk, where you see it every day. Keeping your goal in mind at all times will focus your behaviour, and make your goal happen.
4) Be responsive. Develop a reputation for getting back to people very quickly. Once you get into the habit, you'll find that it is easy to send a quick response to an email, or a phone message. Most people value a brief, quick reply more highly than a detailed response several days later. I must admit, I don't always succeed with this one, but I'm getting better.
5) Hone your presentation skills. No-one is a natural presenter, and everyone in business has to present from time to time. Make sure that you know how to perform professionally, and your business will benefit.
6) Practice what you preach. The best advert for your business is you. If you are providing advice on business efficiency, make sure that your business is super-efficient. If you are a website designer, make sure that your website is as usable as possible.
7) Become an expert. Immerse yourself in your topic, then offer to speak to groups about your area of expertise. Write articles, give interviews, and make yourself available to answer questions from journalists. Becoming known as a recognised expert in your field is one of the best ways of bringing in new clients.
1) Give stuff away. In business, you have to give to get. Offer people help and advice, free of charge, and don't expect an immediate return. You'll find that the more you give away, the more comes back. As my bank manager says "It's better to make a deposit before a withdrawal"
2) Copy the best. If you see people in your line of business having tremendous success, try doing something similar. I'm not suggesting that you should plagiarise their ideas, but look at the way they do business, and see how you can adapt things to your offering.
3) Write it down. Decide what you want to achieve - five new clients, increasing turnover by 50%, or whatever. Put a timescale on it, write it down, and pin it up near your desk, where you see it every day. Keeping your goal in mind at all times will focus your behaviour, and make your goal happen.
4) Be responsive. Develop a reputation for getting back to people very quickly. Once you get into the habit, you'll find that it is easy to send a quick response to an email, or a phone message. Most people value a brief, quick reply more highly than a detailed response several days later. I must admit, I don't always succeed with this one, but I'm getting better.
5) Hone your presentation skills. No-one is a natural presenter, and everyone in business has to present from time to time. Make sure that you know how to perform professionally, and your business will benefit.
6) Practice what you preach. The best advert for your business is you. If you are providing advice on business efficiency, make sure that your business is super-efficient. If you are a website designer, make sure that your website is as usable as possible.
7) Become an expert. Immerse yourself in your topic, then offer to speak to groups about your area of expertise. Write articles, give interviews, and make yourself available to answer questions from journalists. Becoming known as a recognised expert in your field is one of the best ways of bringing in new clients.
Andy Gray - caught offside?
I was chatting with a media pal shortly after the Andy Gray/Richard Keys "lineswomangate" audio was released from Sky Sports. We were musing about the coincidence of its appearance across the news media and the fact that Andy Gray is taking action against the News of The World for alleged phone hacking. Both the NoW and Sky have the same owner, a Mr R Murdoch of various fixed abodes.
Andy Gray was apparently sacked not just for the remarks that he and Richard Keys made about a female assistant referee, but also because a video has come to light showing him making suggestive remarks to a Sky colleague, Charlotte Jackson. It would appear that Mr Gray's lawyers, Schillings, are taking a look at the circumstances to see if a claim for unfair dismissal is in order.
I'm not about to defend sexist behaviour or language. I don't know Andy Gray or Richard Keys personally, though I have met them both at Sky News. They know as well as anyone that whenever there is a microphone near you, your voice could be recorded. However, I suspect that the sort of banter that's been revealed goes on many times a day, in groups of males and/or females throughout the media, and in every other profession. This incident has been singled out for some reason. Perhaps a reprimand would have been appropriate. Perhaps a sacking has resulted from a series of incidents. We may never know, though an employment tribunal, should it come to that, will reveal more.
A question that puzzles me is this: How did an off-air conversation come to be distributed to a range of media outlets so rapidly? Is there any parallel with listening to private phone messages? One thing is for sure. This story is even more complex than the offside rule.
Andy Gray was apparently sacked not just for the remarks that he and Richard Keys made about a female assistant referee, but also because a video has come to light showing him making suggestive remarks to a Sky colleague, Charlotte Jackson. It would appear that Mr Gray's lawyers, Schillings, are taking a look at the circumstances to see if a claim for unfair dismissal is in order.
I'm not about to defend sexist behaviour or language. I don't know Andy Gray or Richard Keys personally, though I have met them both at Sky News. They know as well as anyone that whenever there is a microphone near you, your voice could be recorded. However, I suspect that the sort of banter that's been revealed goes on many times a day, in groups of males and/or females throughout the media, and in every other profession. This incident has been singled out for some reason. Perhaps a reprimand would have been appropriate. Perhaps a sacking has resulted from a series of incidents. We may never know, though an employment tribunal, should it come to that, will reveal more.
A question that puzzles me is this: How did an off-air conversation come to be distributed to a range of media outlets so rapidly? Is there any parallel with listening to private phone messages? One thing is for sure. This story is even more complex than the offside rule.
Tuesday, January 25, 2011
House of Commons latest: Marketing 1, Alan and Jeremy 0
I was honoured to speak in a House of Commons debate last night. The event, organised by The Debating Group, was held in committee room 9, to a full house of around 100. I was standing in for Bill Cash MP, who was called to a debate in the chamber of the house.
The motion, which I was called on to propose, was "A century of marketing legislation restricts everyone while protecting nobody". A tough call, as it turned out, even though many of the audience members were from the Chartered Institute of Marketing, who sponsored the event.
Along with the seconder, speaker and broadcaster Jeremy Jacobs, I felt we put up a good case. However, the opposers, branding expert Robert Opie and legal mastermind Brinsley Dresden, won the vote by a large margin. As a reward, we were all treated to a fine post-debate meal, where the debate continued on a range of marketing issues.
It was a great night, and I can now put a tick in the box "Spoke in a debate in the House of Commons", thanks to the kindness of both the debating society and the CIM.
The motion, which I was called on to propose, was "A century of marketing legislation restricts everyone while protecting nobody". A tough call, as it turned out, even though many of the audience members were from the Chartered Institute of Marketing, who sponsored the event.
Along with the seconder, speaker and broadcaster Jeremy Jacobs, I felt we put up a good case. However, the opposers, branding expert Robert Opie and legal mastermind Brinsley Dresden, won the vote by a large margin. As a reward, we were all treated to a fine post-debate meal, where the debate continued on a range of marketing issues.
It was a great night, and I can now put a tick in the box "Spoke in a debate in the House of Commons", thanks to the kindness of both the debating society and the CIM.
Thursday, January 13, 2011
Best-selling author? The UK's leading...? Really?
There's always debate about what labels you can give yourself. Many argue (and I agree with them) is that the best labels are those bestowed on you by others. Nevertheless, some people choose to promote themselves to various degrees of hyperbole.
I know it's been mentioned here before, but the "Amazon best-selling author", or its shortened form "best-selling author" is still rife. This is trading on the fact that Amazon publishes hourly lists of sales performance in every category and sub-category (and even sub-sub-category) of interest. If you can persuade your pals to buy your books at a specific time, on a specific day, you can be ranked top of a list for an hour. Take a screenshot, and Hey Presto! - best-selling author! Except you aren't. It's what we call misrepresentation, especially if you drop the "Amazon"
Which brings me to "The UK's leading..." or "Europe's most sought-after..." If someone of respected stature has called you that, fine. If you made it up, it's probably not true.
So stick to the facts, please. Self-promotion is great. Over-claiming is inauthentic and dishonest.
I know it's been mentioned here before, but the "Amazon best-selling author", or its shortened form "best-selling author" is still rife. This is trading on the fact that Amazon publishes hourly lists of sales performance in every category and sub-category (and even sub-sub-category) of interest. If you can persuade your pals to buy your books at a specific time, on a specific day, you can be ranked top of a list for an hour. Take a screenshot, and Hey Presto! - best-selling author! Except you aren't. It's what we call misrepresentation, especially if you drop the "Amazon"
Which brings me to "The UK's leading..." or "Europe's most sought-after..." If someone of respected stature has called you that, fine. If you made it up, it's probably not true.
So stick to the facts, please. Self-promotion is great. Over-claiming is inauthentic and dishonest.
Wednesday, January 05, 2011
Bristol fashion disaster - Avon and Somerset constabulary blames the media
"Ship shape and Bristol fashion" It used to be a phrase that meant "all correct". However, that phrase couldn't be applied to the actions of the Avon and Somerset constabulary right now. They have made what I regard as a huge PR mistake by banning ITV News from a press conference today about the Joanna Yates murder case.
The ban comes in the wake of a report on ITV News at Ten last night which Avon and Somerset police took exception to. The report, by Geraint Vincent, raised questions about whether the police followed proper procedure in the investigation. A former murder squad detective was quoted as saying the police were failing to conduct "certain routine inquiries", such as carefully examining the murder scene for fresh evidence.
"We have made a complaint to Ofcom in respect of the unfair, naive and irresponsible reporting on the ITN 10 o'clock news yesterday evening," Avon & Somerset constabulary said in a statement.
The police need media co-operation, especially in a difficult case like this. Withdrawing access to national reporters because they don't like the way the news is reported is a foolish thing to do, in my opinion. The focus should be on the investigation, not the nuances of a news report. They need to get their priorities back in order, and bring ITV news reporters back into the briefings as soon as possible.
The ban comes in the wake of a report on ITV News at Ten last night which Avon and Somerset police took exception to. The report, by Geraint Vincent, raised questions about whether the police followed proper procedure in the investigation. A former murder squad detective was quoted as saying the police were failing to conduct "certain routine inquiries", such as carefully examining the murder scene for fresh evidence.
"We have made a complaint to Ofcom in respect of the unfair, naive and irresponsible reporting on the ITN 10 o'clock news yesterday evening," Avon & Somerset constabulary said in a statement.
The police need media co-operation, especially in a difficult case like this. Withdrawing access to national reporters because they don't like the way the news is reported is a foolish thing to do, in my opinion. The focus should be on the investigation, not the nuances of a news report. They need to get their priorities back in order, and bring ITV news reporters back into the briefings as soon as possible.
Sunday, January 02, 2011
Let's get physical, not digital
Like many thirteen year-olds, my daughter spends a lot of time on Facebook, YouTube and Skype, not to mention texting her pals. She has an iPod, a Wii and a smartphone too. Her world has a lot of digital stuff in it. On Christmas Day, she still gets excited about presents, even though she knows that the fat guy in the red suit doesn't bring them any more. Her favourite presents this year? Some Cath Kidston bedding and pyjamas for he room that we're about to remodel and redecorate. Physical stuff.
At this time of year, we send out books to our regular clients as a small thank you for their business, and to provide them with some useful ideas for the new year. Physical stuff.
Whenever a client pays on time, we send a box of microphone shaped biscuits as a thank you to share around the office. Physical stuff.
Don't get me wrong, I love the digital world. I'm all over Twitter, Facebook and LinkedIn. I send out digital newsletters and broadcast digital radio shows every week. But, like you, I also live in the real, solid, physical world. It's nice to get electronic greetings cards of dancing elves (though not quite as nice as it was last year, and the year before). What is really great, though, is to receive a card through the letterbox with a detailed, personal, handwritten message. E-books are nice, but also nice is a small book with a message written inside.
What's my point? Digital stuff is brilliant. It's not better or worse than physical stuff. Real, solid stuff that you can hold in your hand is important too, and I just wanted to offer a reminder about that.
As we rummaged through the loft a few weeks ago, trying to find the Christmas decorations, we found a dusty box that hadn't been opened for ten years or more. Inside was some stuff that had come from my office desk in the days when I still had a proper job. I found a coffee-stained, dog-eared business card of mine that must have dated from 1997. My job title in those days? Head of Digital Services. Plus ca change, eh?
At this time of year, we send out books to our regular clients as a small thank you for their business, and to provide them with some useful ideas for the new year. Physical stuff.
Whenever a client pays on time, we send a box of microphone shaped biscuits as a thank you to share around the office. Physical stuff.
Don't get me wrong, I love the digital world. I'm all over Twitter, Facebook and LinkedIn. I send out digital newsletters and broadcast digital radio shows every week. But, like you, I also live in the real, solid, physical world. It's nice to get electronic greetings cards of dancing elves (though not quite as nice as it was last year, and the year before). What is really great, though, is to receive a card through the letterbox with a detailed, personal, handwritten message. E-books are nice, but also nice is a small book with a message written inside.
What's my point? Digital stuff is brilliant. It's not better or worse than physical stuff. Real, solid stuff that you can hold in your hand is important too, and I just wanted to offer a reminder about that.
As we rummaged through the loft a few weeks ago, trying to find the Christmas decorations, we found a dusty box that hadn't been opened for ten years or more. Inside was some stuff that had come from my office desk in the days when I still had a proper job. I found a coffee-stained, dog-eared business card of mine that must have dated from 1997. My job title in those days? Head of Digital Services. Plus ca change, eh?
Thursday, December 30, 2010
The Media Coach Radio Show pick of the Year
The Media Coach Radio Show pick of 2010 - the best music and interviews of the year - plus the MediaMug and MediaMaster of the year too!
Have a great 2011.
Have a great 2011.
Wednesday, December 29, 2010
11 ways to improve your communication in 2011
Great communication is a real business asset. Here are some ways to raise your game in the coming year.
1) Keep your “I”s down
Here’s an exercise. Take any form of communication you have delivered. It could be a speech or an article. Go through it and count all the times you use the word “I”. Then count how many times you use the word “you”. If the former exceeds the latter, you are talking about yourself too much. In fact, the “you” count should be much higher, since communication is all about your audience, and what they are interested in.
2) Tell your story
Use stories that have happened to you, not stories involving others. If you keep a lookout, there will be plenty of incidents you can use to make your point. It’s easier to remember your stories, and they will not have been heard before. Never, ever use a story from someone else and pretend that it happened to you. Remember to tell your story, emphasise the point, and then give a practical example your audience can use.
3) Be original
People are fascinated by originality. Your ideas are unique to you, and though they may have been influenced by others, will be yours alone. That’s what people want to hear - your take on the world. There are no bonus points for plagiarism.
4) Be controversial
Make yourself stand out by going against conventional wisdom, or delivering a rarely-heard point of view. If you agree with everyone else, why communicate at all? There’s no need to be critical of others, but giving solid reasons why you take another view is good copy.
5) Give advice, not instruction
Pay respect to your audience by giving them suggestions about how they might change, not ordering them to do so. If you tell people they must act in a certain way, a likely reaction is that they will decide not to. Of course, you don’t have to take this advice...
6) Provide evidence
Always back up your ideas with evidence, and make sure that you quote the source of the information so that it can be verified. If you can’t find any evidence, you can either fall back on the old phrase “in my long experience” or drop the idea. I’d advise the latter.
7) Get out of the elevator
The “elevator pitch”, a short speech about what you do, used to be a fashionable way of opening a dialogue at a networking event. However, talking to people for up to two minutes without a break is hardly a way to encourage people to warm to you. Instead, try offering a simple, intriguing phrase to start a conversation.
8) Show you care
People love to see passion in communication, If you care about something, share your passion and people will respond. Even if they don’t initially agree with you, they will appreciate your feelings about the subject, and may even be persuaded.
9) Drop the cliché
Using phrases like “It’s not rocket science” or “change is the only constant” won’t have as much impact as normal speech. Alas, some people find it impossible to speak without using a cliché. You should avoid those people like the plague.
10) One message at a time
I know, there are eleven messages here, but it’s a tip sheet, not a speech. SInce your audience will recall only one thing, it makes sense to concentrate on your key message throughout, and repeat it at the end too.
11) Only say it if you really mean it
Authenticity is essential to good communication. If you lack conviction, or worse still, don't believe what you are saying, it will be obvious. Stick to content that you are confident about.
Bonus rule (12) Occasionally, try breaking the rules, as I have done in several instances above...
Good luck in 2011.
1) Keep your “I”s down
Here’s an exercise. Take any form of communication you have delivered. It could be a speech or an article. Go through it and count all the times you use the word “I”. Then count how many times you use the word “you”. If the former exceeds the latter, you are talking about yourself too much. In fact, the “you” count should be much higher, since communication is all about your audience, and what they are interested in.
2) Tell your story
Use stories that have happened to you, not stories involving others. If you keep a lookout, there will be plenty of incidents you can use to make your point. It’s easier to remember your stories, and they will not have been heard before. Never, ever use a story from someone else and pretend that it happened to you. Remember to tell your story, emphasise the point, and then give a practical example your audience can use.
3) Be original
People are fascinated by originality. Your ideas are unique to you, and though they may have been influenced by others, will be yours alone. That’s what people want to hear - your take on the world. There are no bonus points for plagiarism.
4) Be controversial
Make yourself stand out by going against conventional wisdom, or delivering a rarely-heard point of view. If you agree with everyone else, why communicate at all? There’s no need to be critical of others, but giving solid reasons why you take another view is good copy.
5) Give advice, not instruction
Pay respect to your audience by giving them suggestions about how they might change, not ordering them to do so. If you tell people they must act in a certain way, a likely reaction is that they will decide not to. Of course, you don’t have to take this advice...
6) Provide evidence
Always back up your ideas with evidence, and make sure that you quote the source of the information so that it can be verified. If you can’t find any evidence, you can either fall back on the old phrase “in my long experience” or drop the idea. I’d advise the latter.
7) Get out of the elevator
The “elevator pitch”, a short speech about what you do, used to be a fashionable way of opening a dialogue at a networking event. However, talking to people for up to two minutes without a break is hardly a way to encourage people to warm to you. Instead, try offering a simple, intriguing phrase to start a conversation.
8) Show you care
People love to see passion in communication, If you care about something, share your passion and people will respond. Even if they don’t initially agree with you, they will appreciate your feelings about the subject, and may even be persuaded.
9) Drop the cliché
Using phrases like “It’s not rocket science” or “change is the only constant” won’t have as much impact as normal speech. Alas, some people find it impossible to speak without using a cliché. You should avoid those people like the plague.
10) One message at a time
I know, there are eleven messages here, but it’s a tip sheet, not a speech. SInce your audience will recall only one thing, it makes sense to concentrate on your key message throughout, and repeat it at the end too.
11) Only say it if you really mean it
Authenticity is essential to good communication. If you lack conviction, or worse still, don't believe what you are saying, it will be obvious. Stick to content that you are confident about.
Bonus rule (12) Occasionally, try breaking the rules, as I have done in several instances above...
Good luck in 2011.
Sunday, December 26, 2010
10 low-cost tips for getting more business in 2011
2010 was a tough year for many businesses. However, when you ask a fellow business owner, “How are things?” they will often reply “Good thanks – and you?” It may be true, it may not. It doesn’t really matter. I’ve rarely met a business owner who doesn’t want more work at higher rates. So here are a few tips that you can try immediately. Since they cost little or nothing except a little of your time, why not try a few of them in 2011?
1) Know what you are selling
This seems blindingly obvious. After all, you know what you do, don’t you? In that case, try to explain it to someone who has no idea (members of your immediate family work well as subjects for this one). It’s not what you are; a “leadership coach” or a “motivational speaker”. It’s what you do for people. Once you’ve captured that, it’s much easier to offer yourself to others. The most obvious people to tell you what you do are satisfied customers, so ask them.
2) Ask for referrals
Always, always, ask your best clients to refer you on to someone else. If you have done a good job for them, they will be happy to recommend you, since it makes their judgment look good too. Have an arrangement with your network to cross-refer each other. I’m always being asked to recommend people, but I only do it if they are good, and I know what they offer (see point 1).
3) Use the power of your networks
There are some great networking experts around. Talk to them and buy their books. My best business opportunities come through networking, both online and offline. Of course, the reach of your network goes far beyond your immediate contacts. Ask your network “Who do you know that…?”, and you will find many opportunities. Be respectful of your network too - always give more than you take (see point 10).
4) Make use of free online tools
There are hundreds of online tools that can help you bring in more business, and most of them are free. Google supplies free news alerts (useful for keeping on top of your topic), and can show you trends in markets, so that you can change your offer. There are online communities which offer help and support. There is Twitter, Facebook, Linkedin, etc, etc. Pick one you enjoy using and really learn how to use it.
5) Find out who is buying (and not buying) from you
If you have a website, and don’t analyse your traffic, you are missing a huge opportunity. Google Analytics (free, of course) can be added to your site, and will provide masses of information about where your visitors come from, how long they stay, and what path they take through your site. This intelligence is invaluable in refining your site, and encouraging more visitors to buy from you. Use Google Insights on your videos too.
6) Travel
OK, travel can be expensive, but many of us have to travel to clients. When you travel, make use of your time to meet prospective clients (use networks such as Linkedin to find likely clients where you are going, and contact them to ask for a twenty-minute chat). Use your travel time to read books and become more knowledgeable about your topic or buy something you would not normally read, and use it to stimulate your creativity.
7) Become a broadcaster
Use video, audio and online article to get your message out. Many sites (including YouTube) allow you to create your own TV channel. There are many hosting sites that let you make your own radio station. Blogger and Wordpress allow you to become an online publisher. You need to keep at it, and deliver a regular stream of content, and if you do, you will quickly gain a loyal following of people who will one day do business with you.
8) Listen to your customers
Customer feedback is invaluable, even if it is critical. A customer will only contact you if they care about your product or service. You should take note of what they say, particularly if several customers say the same thing. They may not always be right, but they probably tell you something you need to know.
9) Keep in touch
It’s tough to keep in touch with a huge network of people. But do your best. Even a brief response to an email is better that no response at all. A general “thanks to all” message is the least you can do. One day, that person you met five years ago may offer you a huge piece of work, just because you kept in touch.
10) Be helpful
If there’s only one piece of advice that you use, it should be this one. Help people whenever you can. Don’t expect anything in return. You’ll be amazed at what comes back. Good luck and have a great 2011.
1) Know what you are selling
This seems blindingly obvious. After all, you know what you do, don’t you? In that case, try to explain it to someone who has no idea (members of your immediate family work well as subjects for this one). It’s not what you are; a “leadership coach” or a “motivational speaker”. It’s what you do for people. Once you’ve captured that, it’s much easier to offer yourself to others. The most obvious people to tell you what you do are satisfied customers, so ask them.
2) Ask for referrals
Always, always, ask your best clients to refer you on to someone else. If you have done a good job for them, they will be happy to recommend you, since it makes their judgment look good too. Have an arrangement with your network to cross-refer each other. I’m always being asked to recommend people, but I only do it if they are good, and I know what they offer (see point 1).
3) Use the power of your networks
There are some great networking experts around. Talk to them and buy their books. My best business opportunities come through networking, both online and offline. Of course, the reach of your network goes far beyond your immediate contacts. Ask your network “Who do you know that…?”, and you will find many opportunities. Be respectful of your network too - always give more than you take (see point 10).
4) Make use of free online tools
There are hundreds of online tools that can help you bring in more business, and most of them are free. Google supplies free news alerts (useful for keeping on top of your topic), and can show you trends in markets, so that you can change your offer. There are online communities which offer help and support. There is Twitter, Facebook, Linkedin, etc, etc. Pick one you enjoy using and really learn how to use it.
5) Find out who is buying (and not buying) from you
If you have a website, and don’t analyse your traffic, you are missing a huge opportunity. Google Analytics (free, of course) can be added to your site, and will provide masses of information about where your visitors come from, how long they stay, and what path they take through your site. This intelligence is invaluable in refining your site, and encouraging more visitors to buy from you. Use Google Insights on your videos too.
6) Travel
OK, travel can be expensive, but many of us have to travel to clients. When you travel, make use of your time to meet prospective clients (use networks such as Linkedin to find likely clients where you are going, and contact them to ask for a twenty-minute chat). Use your travel time to read books and become more knowledgeable about your topic or buy something you would not normally read, and use it to stimulate your creativity.
7) Become a broadcaster
Use video, audio and online article to get your message out. Many sites (including YouTube) allow you to create your own TV channel. There are many hosting sites that let you make your own radio station. Blogger and Wordpress allow you to become an online publisher. You need to keep at it, and deliver a regular stream of content, and if you do, you will quickly gain a loyal following of people who will one day do business with you.
8) Listen to your customers
Customer feedback is invaluable, even if it is critical. A customer will only contact you if they care about your product or service. You should take note of what they say, particularly if several customers say the same thing. They may not always be right, but they probably tell you something you need to know.
9) Keep in touch
It’s tough to keep in touch with a huge network of people. But do your best. Even a brief response to an email is better that no response at all. A general “thanks to all” message is the least you can do. One day, that person you met five years ago may offer you a huge piece of work, just because you kept in touch.
10) Be helpful
If there’s only one piece of advice that you use, it should be this one. Help people whenever you can. Don’t expect anything in return. You’ll be amazed at what comes back. Good luck and have a great 2011.
Tuesday, December 14, 2010
The seven X Factors of social media
You may not be Matt or Rebecca (or even One DIrection), but you can get the X Factor from your social media activities. Here are a few ideas.
1) eXperiment. Try things out. Look at new social networks, and software tools. Not everything will work, or will suit you, but if you don't try it you will never know.
2) eXcite. Delight your followers and friends with your comments, insights and advice. Let your enthusiasm show through, and it will become infectious.
3) eXpertise. You have a unique set of skills which you can use to help people and demonstrate how you can help others.
4) eXtraordinary. Think what you can post online that will amaze people. That's your comments, not simply links to other's content.
5) eXplain. Answer people's questions and offer to show how to do things that you understand well.
6) eXpand. Increase the size of your network by organic growth, not software robots. Social media is about personal contact.
7) eXpext. Don't expect anything in return for what you give. But do expect to enjoy and benefit from your investment in social media.
I wonder if Simon Cowell knows that?
1) eXperiment. Try things out. Look at new social networks, and software tools. Not everything will work, or will suit you, but if you don't try it you will never know.
2) eXcite. Delight your followers and friends with your comments, insights and advice. Let your enthusiasm show through, and it will become infectious.
3) eXpertise. You have a unique set of skills which you can use to help people and demonstrate how you can help others.
4) eXtraordinary. Think what you can post online that will amaze people. That's your comments, not simply links to other's content.
5) eXplain. Answer people's questions and offer to show how to do things that you understand well.
6) eXpand. Increase the size of your network by organic growth, not software robots. Social media is about personal contact.
7) eXpext. Don't expect anything in return for what you give. But do expect to enjoy and benefit from your investment in social media.
I wonder if Simon Cowell knows that?
Thursday, November 25, 2010
The Media Coach Radio Show 26th November 2010
Hints and tips for media appearances, speaking and social media.
This week: Reality Shows; Thanks from me; Ready Steady Cook; Sarah Palin; Take a Shower; Bite Me; Harry Potter or a Deathly Silence? 5 Social Media Magic Tricks; An interview with Bill Stainton; Music from Jim Boggia
This week: Reality Shows; Thanks from me; Ready Steady Cook; Sarah Palin; Take a Shower; Bite Me; Harry Potter or a Deathly Silence? 5 Social Media Magic Tricks; An interview with Bill Stainton; Music from Jim Boggia
Saturday, November 20, 2010
Harry Potter or a deathly silence? 5 social media magic spells
Sit and listen for a while, and I'll tell you of the five magic spells that will get you noticed on social media. Otherwise there will be just a deathly silence...
1) Listenium
Take time to find out what is being said about you, your brand and your sector of the market. Set up alerts, monitor chatter, and use software tools such as socialmention to get a feel for what is going on.
2) Engageamus
Get involved. Join the debates, and offer your advice and opinion, without over-marketing yourself. It's all about engagement, and being part of the community.
3) Assisto
Be helpful, without thought or expectation of something in return. Either offer direct advice, or point to somewhere else where good information can be found (not necessarily your website). If you promise to find something out and report back, make sure you keep your promise.
4) Regularius
Visit your favoured social networks often, and become well-known there. If you post blogs, send out ezines or upload podcasts, make a commitment and publish regularly.
5) Expertorum
Become known as an expert in your niche. Do your research, demonstrate the techniques you recommend, and stay ahead of the game by sheer hard work. Find a small niche and own it.
OK, wizard, you can take your wand and go now.
1) Listenium
Take time to find out what is being said about you, your brand and your sector of the market. Set up alerts, monitor chatter, and use software tools such as socialmention to get a feel for what is going on.
2) Engageamus
Get involved. Join the debates, and offer your advice and opinion, without over-marketing yourself. It's all about engagement, and being part of the community.
3) Assisto
Be helpful, without thought or expectation of something in return. Either offer direct advice, or point to somewhere else where good information can be found (not necessarily your website). If you promise to find something out and report back, make sure you keep your promise.
4) Regularius
Visit your favoured social networks often, and become well-known there. If you post blogs, send out ezines or upload podcasts, make a commitment and publish regularly.
5) Expertorum
Become known as an expert in your niche. Do your research, demonstrate the techniques you recommend, and stay ahead of the game by sheer hard work. Find a small niche and own it.
OK, wizard, you can take your wand and go now.
Presenting? Dump the Sandwich.
There's an old adage about speaking: Tell them what you are going to tell them, then tell them, then tell them what you told them. It's so often used in business presentations, it's sometimes known as the "business sandwich" Some years ago, I used to advocate it as the way a speech should be structured. I don't believe it now, and I say it is time to dump the sandwich.
Whoever came up with the structure in the first place was probably not a storyteller. That's not the way that stories work. Stories are about entertainment, interest and powerful messages that make an impact. Those are all the characteristics of great speeches too.
So what do I recommend as a structure? Here's my take on speeches:
* A stunning opening line - a controversial statement, maybe a question
* Go straight into a personal story that relates to your message
* Reinforce the point of the story, by emphasising the evidence
* Give them a practical example they can use
* Repeat steps 2-4 as necessary
* Engage with your audience as often as possible
* Summarise very briefly
* Deliver your killer closing line
* Take questions
* Deliver your killer closing line again
It sounds simple, because it is. It's not boring, because it mustn't be. One more thing. Every speech should have an unforgettable phrase, moment or story. That's what people take away, regardless of the structure.
Whoever came up with the structure in the first place was probably not a storyteller. That's not the way that stories work. Stories are about entertainment, interest and powerful messages that make an impact. Those are all the characteristics of great speeches too.
So what do I recommend as a structure? Here's my take on speeches:
* A stunning opening line - a controversial statement, maybe a question
* Go straight into a personal story that relates to your message
* Reinforce the point of the story, by emphasising the evidence
* Give them a practical example they can use
* Repeat steps 2-4 as necessary
* Engage with your audience as often as possible
* Summarise very briefly
* Deliver your killer closing line
* Take questions
* Deliver your killer closing line again
It sounds simple, because it is. It's not boring, because it mustn't be. One more thing. Every speech should have an unforgettable phrase, moment or story. That's what people take away, regardless of the structure.
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