social network

0:00

As a company, what are some metrics that I should be looking at to see if my social media campaigns were successful, or that I'm actually get my money's worth? Right? The The challenge with measuring social media is that there's a lot of different ways of looking at that, right? So for example, you could look at vanity metrics I call them, right? So you could look at is the number of followers increasing, right? That it by itself is great, you definitely want to see your accounts grow. But it's not necessarily something that speaks volumes about the success, right, because ultimately, as a business,

0:38

what you want to achieve through social media is you want to see traction in your business. So you can gain 5000 followers, but nobody is engaging with you, or nobody's buying your product as a result. So the result is still net zero. And and so what you want to see is you want to see engagement with your audience, you want to see people maybe I'm clicking on the links that you share on on social media so that they come to specific landing pages, right? You want to see maybe subscribers to your email newsletter so that you can actually gain influence and that you can reach out to more people and hopefully convince them to buy your product or your service. And

1:17

I think ultimately, it's also about the relationship between marketing and sales.

1:22

Okay, can you talk about that a little bit?

1:24

Yeah, yeah, the sales marketing relationship is, it's really important, right. And in many companies, what you find is both departments essentially, you know, march down their own path, and they kind of run separately, okay. And at the end of the day, that's not really what you want, right? You you want sales and marketing to be one word, and you want that team to jointly understand that they're really trying to solve the same kind kind of challenges run and one is on the front lines sales team, right? The other one is trying to drive awareness, trying to get interest, right, trying to get leads. And so ultimately, marketing without sales is nothing. And likewise, so and so both teams really have to work alongside and they have to be in lockstep and this one lead the other, he said, locks, so really, they're moving together same time, I think it's, it's really moving together. And I think it's about getting a joint understanding between the leaders of both teams, okay. And so, you know, when you look at marketing and social media, or social selling, in particular, that was, to me, actually, one of the reasons why I got into social selling. So after realizing the power of social media, you know, on my personal accounts, I figured, you know, it's a great way to actually help the sales team be successful. Because if I can use social media to teach sales teams, how to build their profiles, how to build audiences, how to actually share reading relevant content, and then drive inbound leads, that is extremely helpful, right? And so that's what I've been doing for for many years. And would you say, a lot of companies aren't fully utilizing? Oh, absolutely, really, yeah, this the, this a lot of challenges in in social selling, right, and

3:19

what are some of them. So,

3:20

some are, for example, some people just really don't feel they belong into social media, right, they have never seen any success from it, they just prefer to essentially go, you know, with picking up the phone or sending an email. And unfortunately, you know, that's not how, how the life cycle of the buyer has developed, right. So the buyer today does a lot of research, right, the buyer is really shaping how the sales cycle has progressed. So wires do a lot of research online. And they speak to they speak to a lot of vendors, but only when they feel they have the right information. So for, for the sales person to actually use social media and help the buyer understand, hey, I'm an expert in this field, whether or not you end up buying my product may not be that relevant. But I can definitely share interesting information with you, you and I should talk right and building yourself that position of a trusted resource as somebody who has valuable information, that is something that's then on social media allows me to actually leverage social to gain influence in the buying process, and make sure that you think of me when you want to buy your next car, or when you want to buy a piece of software.

4:38

So the social media information out there is actually kind of guided and shaping that customer in his research, and you have to position it for them to come back to you through that path. Is that a way to say it?

4:50

Yeah, no, I think that's exactly how I would say it. And so it's a little bit backwards, you know, when you think about it, it's almost like, like, a white paper or a byline article that you read in a newspaper, and you read the article, and somebody says something really smart, and you think, and, you know, you read it, and then in the end, you say, um, that's really good, I should use that information, who wrote that, oh, this guy from this in this company, okay, I want to talk to him or her, or I want to see what kind of product that company has. And on social media, it's essentially very similar, right, you offer up information, you try to really, genuinely help. And it's really about building that relationship, being that trusted advisor and and really trying to help somebody make a step forward in solving the problem that they have, by offering up information that's valuable, how would you know what

5:42

gap in the problem you're trying to solve the gap? I mean, the information that you're missing out there in social media, how can you discover that, and what I mean by that is, say, you're trying to solve this one problem for this customer, and you've have all this social media out there. But for some reason, you're missing this one little segment right there, how do you go about discovering that that's what you're missing, right? So,

6:05

you know, again,

6:08

on on social media and using it for, for the sales process, you really have to think about, you know, where your buyer is, and what their, what their issues are, right. And so, it's entirely possible, that's that you that you miss a piece, and what I would always advise companies that I work with, is also to take smart risks, right? And so experiment a little bit, and, you know, you have to consider also, the buyer is not static, right? It's not, it's not something that is just defined, and then it doesn't move anymore, you know, trends tastes, you know, you know, all these things just shift over time. And so, you know, you also must really consider, you know, you're not a one dimensional person. Yeah, you're not just, I hope that you're not. So you have you have different interests, maybe you have, maybe you have a family, right, maybe you do sports, but so there's many different levels, how you can engage with people, and using social media is actually a great way to figure that one out, right? So, for example, Twitter and LinkedIn, fundamentally different, right, on LinkedIn, you have a much more structured and much more formal kind of conversation on Twitter. It's very conversational, right? Sometimes it's like a bar, right? And people are shouting over each other and whatnot. And so being able to figure out what is this person say on Twitter, right? What's their personality? What do they say about themselves? What are their personal opinion? And how do they represent themselves, for example, in a professional network, like LinkedIn, and what are their interests there, and then being able to strike up a conversation about different elements and different aspects of a personality that actually I've seen work fantastically in, in the sales process. Okay,

7:57

so we've talked about that solving the, for the, for the client, or the, the potential buyer, we've talked about how different social medias there's a different type of voice or feel to it, such as LinkedIn, and Twitter, what Haven't we talked about the really things important that people should know,

8:16

I would say, for, for everybody to, to get in that and really

8:23

give social media chance that that would be the first thing that I would say, because it's, I think, you know, many times people just get into social and they, they give it a shot. And then they give up. And I think there's huge potential a, from a business side, but also personally, I've met amazing people, both professionally and personally, and on social media that otherwise I never would have met, right. So that's one

8:50

I think, consistency is big, right? I see many people fail on social because they tried to do too many things at once, okay. And they tried to be on five platforms, and they tried to blog and then it doesn't work. And after two weeks, they give up because they burned out, okay, and so, you know, limiting yourself and actually doing the right thing, and consistently doing it for an extended period of time as as something else. And then the third one I would say, is probably investing in social media, both from a financial but also from a time perspective. And so from a financial perspective, in terms of

9:28

getting services that maybe cost you $50 a month, $100 a month can be really, really effective, because you get much better services, whereas some of those services, and then 30 seconds to talk about how people can contact you and your services.

9:46

So in terms of services, for example, buffer is a great tool just to manage your social media presence, right? It makes it really, really easy and allows you to stage a lot of content. So that's 120 dollars a month. That's really good investment

10:04

in this some others, right? So like, really interesting research tools.

10:10

In terms of reaching me, I have a phone number, it's 408 800

10:15

jock j ck. So that's, that is one and this website social selling later.com he say that one more time social selling later.com and yeah, I'm online on LinkedIn.

10:29

JACK, thank you for your time here today on Silicon Valley successes and we look forward to everyone next week when we bring you another episode. Thank you.

10:41

Thank you. From all of us at Silicon Valley successes. We hope you found the information presented today useful in your path to success. For further information on accessing the resources in Silicon Valley. You may visit us on the web at Silicon Valley successes. com on Facebook and YouTube. Thank you. And remember,

11:02

we want to help you in your journey to become

11:04

the next success.

0:00

You mentioned webinars before, Oh, I forgot to say, please visit us and Silicon Valley successes. com did that later.

0:08

You talked about webinars a little bit before is that something that startups are missing out on are many clients that you've talked to are missing out on for engaged and potential customers?

0:19

That's a great question. I, I do think webinars can be extremely effective. And again, you know, if you make them part of your marketing mix, if you promote them on on social media, if you show value in a particular webinar, those are great resources, right, because you can get terrific soundbites from a webinar, you can show you can show your audience how you actually help address a particular problem. But again, you know, it's it's also about making sure that the content of you know, whatever webinar or event you're setting up really helps that audience solve a problem at the end of the day. You know, it sounds like extremely simple, but that's really what it's all about. I do you want to make sure that in that webinar, you don't, you don't just talk about your product, and how fantastic they are, right? It's about maybe showcasing a customer that you helped, right, maybe you How would you go about getting those testimonials from those customers?

1:18

brand new company?

1:20

Well, I think the thing is in, in marketing, you know, the, the value that you want to share with your customers is one where they again, you know, you want to work with them, and you want to showcase them, you want to show how they have been successfully able to actually make a change in their current strategy, or maybe how they were able to turn something around that didn't work, right. And so giving them an opportunity to showcase themselves and saying, and by the way, company x happened to be part of that process, or, you know, we were able to, to work with them improving a particular part of our strategy that goes a long way, right. So is I think it's really an opportunity for you to showcase how a company then has been able to turn things around successfully and really share that success and give them a platform and who wouldn't want to talk about other platforms in particular, you would avoid or stay away from

2:23

maybe Instagram or LinkedIn or Facebook or Pinterest? I know those are all mentioned. But is there one or two that are growing and others that are shrinking or? I mean, no, I don't think so. You know, I think there there are specific webinar platforms. But I think as far as sharing that content goes

2:46

doing little takeouts for example from from a webinar creating snippets that are maybe 90 seconds or two minutes long writer and creating that kind of visual content. That is actually a fantastic way of promoting something that you have to say, through social media channels to different audiences. Because visual audience, visual visual content is extremely easy to consume. People don't necessarily like reading, you know, 5000 words. And it's really hard to squeeze that into your into your workday, right? So you know, being able to watch 90 seconds on a video that are compelling that show you how a company that is maybe similar to yours was able to solve a problem that goes a long way.

0:00

Okay, so say I have a purpose to get more people to watch a hypothetical TV show while I was coming up with this right now, what? What would the first steps be to try to get to that angle? Right?

0:14

So it's a, it's a really good question. And the way the way you go about this is really think about the people that would potentially be benefiting from your product. So from this hypothetical TV show, and so you would think about, okay, so what do they do? What are their titles, you know, what do they do during the day? Potentially? So, you essentially build a buyer persona, right? You you kind of

0:41

what buyer persona, can you tell, talk about that little,

0:44

it was my excellent Sorry, I meant you build a buyer persona. So you you think about, you know, who buys your product, or who just watches your soul? Ryan? Okay. And so you think about in more specific terms about the individual that you're trying to reach? Right, okay. And from there, then you essentially just try to tie back into what they're looking to achieve. And you really then tailor your message, for example, on social media to help them understand this particular TV show is exactly what you're looking to get out of it. And by watching it, you can learn amazing things, you get maybe recipes, how you can be successful in Silicon Valley, maybe you learn tricks from professionals that otherwise you wouldn't be able to meet, or that otherwise you wouldn't be able to speak to things like that. And social selling. And it's essentially the same thing, right. So when you look at LinkedIn, for instance, when many people on LinkedIn, they want to sell something, right, maybe it's themselves, maybe they have a product, maybe they are, in particular industries, like real estate insurance, or high tech sales, whatever it might be, it doesn't really matter. And so many people can talk about their title, their VP of sales, or something like that, or they, you know, they talked about being a director of something. And having made clubs on so many times fine. And that's not particularly helpful to me, assuming that I'm the person wanting to buy a particular product, right? Because I don't want to know about how you made club 15 times. Yeah, I want to know how you help the people like me achieve

2:28

what they are looking to, to address in their life. Right. So how do you how do you solve my problem, essentially?

2:35

So if I wanted to start a social media campaign, would you recommend starting on LinkedIn and trying to convey that one problem to people? Or would you recommend what would your tips and tricks be for LinkedIn, I guess, and then talk about other social medias after that.

2:52

Yeah, so the the interesting thing is, it's, it's really depends a lot on that, you know, that audience that you you're looking to achieve, right, there's no silver bullet, there's no particular platform that is particularly great for anybody and Facebook doesn't have all the answers. It doesn't Unfortunately, it has many answers, some, some of which you may or may not like. And so the thing is really think about, you know, this persona that you're trying to, to engage with, right?

3:27

What platform are they most likely to use? Right? Are they most likely to be found on Facebook? Or are they may be more on LinkedIn, you know, where do they share content? What kind of content do they consume. And so from that perspective, then you think about the one or two platforms that you actually are going to be engaging with, and that you're going to be using in order to actually speak to your audience. So there's, there's no particular like I said, you know, one size fits all approach, right? You really have to think about it every time, you know, depending on, you know, are you trying to do this for your own personal needs, you know, I tried to help a business and in many cases, it really varies quite a bit. On the other hand, you know, there's, there are some common threats, right. So, for example, for b2b companies, in many cases, a combination of Twitter and LinkedIn is fabulous. Okay, it works great, right? Because professionals are on LinkedIn. And they also in many cases, have, for example, a Twitter profile, or the company has a Twitter profile, because it's relatively easy to maintain, right. And so companies will use that combination as a sales channel, essentially, or two to share news about their business, okay. And, you know, when you have consumer products, just generally speaking, maybe Pinterest and Instagram, and a combination of these two, together with Facebook might be much more appropriate and much more effective.

4:57

interested. So say, I was a new class, and I came to you and I said, you know, our company, we just raised our first round of funding, we now have some money to actually pay for social media campaign, our product is in the the baby industry,

5:14

how would you go about making suggestions? Or how would you go about the onboarding process for a new client in that situation? Right? So the,

5:21

the process for for anybody who wants to help, you know, that particular company should be one where they really try to understand the business model, right? It's about understanding what is this business trying to do, right? And so, are they trying to sell to mothers, are they trying to sell a particular product, maybe to two families in particular, is that maybe an insurance or maybe an education kind of, you know, financial foundation that you want to leave for your, for your baby, so that they can go to college later on. So this is a whole variety of products, obviously, that somebody can have. So you need to understand as a consultant how, you know, what are they trying to do? And what are they already doing, right? Because

6:08

the important thing is also, you know, when you when you look at social selling, it shouldn't be standing on on its own right, it needs to tie into everything that a company's already doing. So, for example, if you have a marketing campaign where you have webinars or were you I don't know, we set up events, right? You want to make sure that those things tie together and that they amplify each other, right? Social media is a fantastic tool for amplification of things like that. But, you know, if you if you just talk about yourself, again, you know, if you don't show the benefit of attending a webinar or a particular event, you know, then then you're kind of losing your audience. And so, it's it's all about helping that audience understand why should I be talking to this company? What should I why why does it matter, right? How is it going to impact my life how's the going to make my life better at the end of the day, you know, that's what everybody's looking for, as an individual and everybody is trying to find a solution to personal or to a business problem and and so if you talk to people on social media, if you want to do social selling, that is really what you need to understand how do you solve somebody's problem if you just talked about yourself if you just talked about you know how awesome your product is nobody's going to care about that. That's what I was gonna

7:27

lead in China or practices. But that's the first part of today's episode with job we talked about the ideas about your social media strategies coming back in our second part, we're going to focus a little bit more on startups they're planning little going to go back to webinars and some other things that were brought up to emphasize those and see what ideas startups might be missing. So all right.

0:11 

Welcome to Silicon Valley successes, we interview experts and entrepreneurs to get the world access to the knowledge and experience that is here in Silicon Valley. Our mission is to create opportunities for those who seek them and tell you to become the next Silicon Valley success.

 

0:31 

Welcome to Silicon Valley successes. So on today's show, we have Jock, who is a social media expert. He works with companies from early stage to corporations to plan their social media, and give them tips and tricks on on best practices and how to succeed. But before we start, Jock, could you please introduce yourself? Absolutely.

 

0:49 

Thanks, Sean. Thanks for having me. Really excited to be here. And like you just said Jock Breitwieser. And I've been dealing with social media for number of years, and eventually came from a position of not liking it at all, to then really becoming a huge fan and starting my own business around it. So excited to be here and share some insights.

 

1:12 

Tell me about that journey. So you said you didn't like it. I didn't know how your nine to five and probably nine to nine because of Silicon Valley is focused on it. So

 

1:22 

the transition Tell me about that path was it was an interesting path indeed. And so I initially really ran Corporate Communications for companies. And so had been running a lot of corporate social media accounts, and so very familiar with that. And obviously, a very effective way of getting the name and the brand out there. And then at the same time, I was having my own personal social media accounts on Twitter, LinkedIn, and Facebook. And after looking at them for a little bit, I realized they didn't really do much for me. So I looked at the people connecting with me, I looked at the people looking at my profile, and it just wasn't the right people. I didn't get any traction, I didn't get any kind of results. And I came to a point where I essentially decided to just pull the plug and just get out of it. And, and not continued anymore, because there was no point you know, I thought for me in doing so. And then when you're saying you didn't get any results, you say, no one liked your tweets. Or don't repost it, or it wasn't, it was no one responded to your message, I wasn't so much looking for fame, or anything like that I was. So for example, on LinkedIn, just looking at the people that visited my profile, looking at, you know, the kind of connections I made, there just was not really the kind of the right kind of audience that I was looking to engage with. So I was looking for, let's say, mentors, or people that I could connect with professionally, or and learn from it. Or maybe that would, you know, helped me in my career development. Okay. And there was nothing like that it was mostly salespeople. Yeah, nothing against that it was just not what I was looking for, personally at that point in time. And so it's more of a nuisance than anything. Well, I wouldn't call it that. But it definitely didn't really benefit me in that sense. And so because I decided then to essentially get out of it, I figured I might as well just mess with the system a little bit and see what happens. And so I started turning the screws a little bit and posting things that otherwise I wouldn't have posted. And all of a sudden, I saw actually really interesting results. And so that intrigued me, and then I started just digging a little bit deeper and started essentially just fine tuning the system and learning a little bit more about social media, and how you can actually really drive it with a purpose. Okay. And once I started doing that became an amazingly impactful, and so I learned from that lesson, and then really changed my entire approach to it. Okay,

 

4:03 

so if I'm an early stage company, and I want to start a social media campaign, drive it with the purposes you just said, what should my initial thought be? How do I plan it out? What are the steps? And I know, that's a huge question. But, you know, take your time, what should my thought process be?

 

4:21 

That's, it can be a really big question, right? But at the same time,

 

4:28 

it can be very simple. And at the end of the day, the biggest thing that you need to have is you need to have a purpose, you need to think about what you're trying to achieve. And many individuals as well as companies that I'm engaging with, they essentially just go on social media, because they, they feel it's a necessity and they they just want to get their name out, and that they're trying the best they can. And in many cases, that is not really a good strategy. Because it just means you're going to pump out content without really whole lot of purpose. There's no positioning, right? You don't really you don't have a goal that you aim for. And so you know, thinking about the perspective of what you're trying to get out of it. So for example, are you looking to Are you looking to get people to visit your profile I look into maybe gets people to attend webinars or watch specific episodes of a TV show right there, things like that. You have to think about that from that perspective. And then essentially reverse engineer think about Okay, so what's you know, what is attracting those people who are they what what are they looking to get out of it and why should they be engaging with me on social media of all things.