This week is real mixed bag…
…So here goes:
Q1: You look like you have got your head around social media and social selling, any tips?
A1: First of all, I haven’t got my head anywhere near around social media! I feel like a rank amateur when it comes to optimising social media marketing/ content marketing, lead generation, conversion and so forth. But what is worth noting is that my offering is not a mass market or B2C business. So I am less concerned about having 1000s of Twitter followers that others might need, for example.
I use social media for several reasons (and I am sure the social gurus will cringe at this); firstly, I enjoy it. I like tweeting and I enjoy the creative process for my blog every week. Secondly, I use it to build and position my brand, and thirdly, I use social media to break through obscurity and educate my market.
I post frequently and across different platforms that I think are relevant (although I am about to change my focus). People occasionally tell me that I am posting too much. That is music to my ears and encourages me to do more – purely because they noticed (break through obscurity)!
Large companies will take a more measured approach of course.
Social selling is a slightly different process. I have my personal views on how best to do this – I do think that there is a lot of “clumsy” social selling going on. I am clumsy enough on social media as it is, so I try to minimise it when social selling!
Q2: I recently got tasked with training our sales team, it’s daunting because I have never really done it before. What do you find works best? And any other tips you can share?
A2: ok, big topic but here are some simple tactics:
- Start with the end in mind. What do you want the take away to be? I suggest pick one skill or technique to begin with.
- How can you make that take away instantly usable by the team? In other words, what’s the skill transfer?
- Less is more. Don’t bombard them with too much content. Strip out the noise and keep it simple.
- Sell them on why they need to learn the new skill before you try and teach them it.
- Engage them. Don’t worry about PowerPoint and handouts necessarily (time and place) but think about how to make the content engaging, interactive and enjoyable.
- Only train for as long as necessary to get the result. Don’t be limited by time or try and fill up a time slot.
- Follow through. Assess the impact of the training. Run a follow up session and get feedback. Modify the technique or skill and have them workshop their experiences etc.
- Have fun yourself. Enjoy the process. You don’t have to the world’s foremost authority on sales to deliver a good training! If you are relaxed and having a good time, then they will be too.
Q3: Do you have any travel peccadilloes?
A3: Great word. I love traveling. Well, elements of it. In a nutshell, here are my peccadilloes:
- Long haul: business or first. Sing Air or Emirates. Emirates preferably because of the limo service. Sing Air is slipping! (Sorry, but it is!). I use services that get combo fares for first/biz cheaper than retail, use points etc. If I am paying!
- No check in luggage EVER. I hate waiting for luggage and arriving in airports. Departing I do enjoy though…
- I like to board first regardless of class I am traveling in. If I fly economy (e.g around SE Asia), I board when they call biz class and just claim I am a PPS or elite award flyer etc. they never check! I get on early, have space for my bags and it’s quiet and quick. I am sat down while everyone else piles on.
- I use lounges to catch up on Forbes, Fortune and Bloomberg magazines and sometimes I “borrow” them for the plane…tip: check you have picked up the English version. I have settled down to start reading only to have stocked up on Bahasa mags…
- Use an Amex to get points, lounge access, travel desk/concierge, special offers etc. I get genuinely annoyed if somewhere wont let me pay on Amex – because I don’t get points!! (I need to chill out)
- I pick aisle seats in economy. Window in biz or first is fine.
- I have this compulsion where I have to get through the airport (on arrival) as fast as possible. I am v impatient. I don’t amble or wait for slow people – I charge! (remember no check-in luggage!)
- I always have a glass of champagne after boarding (biz class) regardless of time of day! Ridiculous I realize but it’s a tradition. Red wine with dinner and then a snooze.
- Hotels…that’s a story for another time…things are about to get interesting…(future interview)
That’s about it I think…oh one more thing, noise cancelling headphones – game changer!