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Getting Business
     From Social Media
Ian Brodie - JCI Manchester - 15 September 2010
Agenda

Different Types of Social Media

     Key Principles for
      Getting Clients

        Twitter

        Linkedin
Types of Social Media
Social Media are media which allow and
 encourage user interaction and user
          generated content

...and for users to comment, share and
    interact with each others content
“…infinite	
  monkeys	
  now	
  inpu1ng	
  away	
  on	
  the	
  Internet…”	
  
	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  Andrew	
  Keen,	
  The	
  Cult	
  of	
  the	
  Amateur

                                                                                                                                                         5
Six Types of Social Media: Blogs




               6
The original social media
                            “Power to the people”
                            websites
                            Allow comments and
                            discussions, polls, forums,
Some Blogs Are Actually
                            video, podcasts
     Quite Good!
                            Still the most effective way
                            for most businesses and
                            individuals to win business via
                            the web




           7
Six Types of Social Media: Social Bookmarking

                                 Highlighting interesting
                                 websites and content to
                                 others
                                   Can drive viral traffic to a
                                   website - if topic is in right
                                   field and is “promoted”




                      8
Ian Brodie   Social	
  Media   9
Six Types of Social Media: Media Sharing
                              Makes it easier for your
                              content to be found
                                 Videos can go viral (but
                                 rarely commercial ones)
                                 Thought leadership in
                                 document sharing sites
                                 sometimes easier to find via
                                 search engines
                                 Links back to home site for
                                 SEO




                   10
Six Types of Social Media: Wikis

                          Authoritative sources of
                          information
                            If you can pull it off - can
                            establish the originator as an
                            authority in their field




               11
Six Types of Social Media: Embedded Social Media

                                 Social media used to
                                 enhance traditional sites
                                    Votes, reviews, polls,
                                    comments, etc.




                       12
Ian Brodie   Social	
  Media   13
Six Types of Social Media: Social Networking
                 500m users




                 130m users                               Others:

                                                   Bebo – 117m users ??
                                                    Orkut – 100m users
                  75m users                    AdultFriendFinder – 20m users

                                                 Ning – 300,000 active sites


                  75m users

       Source, Wikipedia September 2010


                                          14
Key Principles for Getting Clients
    with Social Networking
Social Networking can be used in two distinct
       phases of business development




 Meeting new people          Building relationships
  (Lead generation)            (Lead nurturing)

                      16
The Principles of Networking for Business



      =                               x
               Network Size                  Conversion
          • Number of contacts            • “Quality” and relevance of contacts
                                          • Depth of relationship




                                 17
Online Social Networks can Overcome some of
   the Restrictions of Face-to-Face Networks
Online Networks:
  Make connections visible
  Allow you to find people you couldn’t otherwise find
  Allow you to connect with people you couldn’t otherwise
  connect with
  Allow you to manage bigger networks
  Sometimes deepen relationships


                                18
Twitter
Can you get business value from Twitter?
        My Twitter Experiment
            • Joined Twitter in mid 2008 on urging of contacts
            • Nothing happened...
            • In 2009, decided to experiment with what it would
               be like to have lots of followers...
            • Figured out how to do it...
            • Now have 78,000+ followers...
            • And have identified two very different strategies for
               getting clients via Twitter
Two very different strategies




Traffic Model       Relationship Model
Two very different strategies


              Twitter is a Tool

     There’s no “one best way” of using it.
Traffic Model               Relationship Model
The Traffic Model
  Logic:
      Get lots of targeted followers
      Tweet useful, interesting, valuable stuff
      Mix in links to articles/blog posts on your site
      Capture clicks onto email list
      Build relationship with email list
  Requires
      Automated following
      Automated backend to “monetize list”
The Relationship Model
     Logic:
         Laser target small number of potential clients/
         referrers
         Build “watercooler” relationship - combine value-
         added informational tweets with relationship
         building chat
         Convert Twitter relationship to real world
         relationship (e.g. offer to have coffee)
     Requires
         Relationship building (smalltalk) skills
         Time and effort
Which model to choose?
The blindingly obvious: both models require a reasonable
 number of your target clients/referrers to use Twitter.

The models are largely incompatible - almost impossible
   to build deep relationships with 78,000 followers.

Traffic model is less work - if you have a backend already
     set up. Relationship model quicker and easier to
             implement for most professionals.
Linkedin
Linkedin Fundamentals:
     Building a Powerful Profile
Who are you writing your profile for?

      Clients?
      Referrers?
      Your next employer?
      Your soul-mate?
      No one in particular?
Linkedin Fundamentals:
              Building a Powerful Profile

Your profile summary should be more like your introduction at a
networking event than your CV:
   Which clients do you serve?
   How do you help them?
   What problems do you solve?
   What results do they achieve?
   Your backstory - what makes you credible/different?

It should also get across the essence of your personality - what you
would be like to work with.
Linkedin Fundamentals:
                    Connection Strategies
                 Linkedin is powered by connections

                                                      500+ highly
                                                      attractive to
                                                       connect to

Value obtained
from Linkedin                           300+ “complete”
                                         visibility + high
                                        value suggestions
                    100+ significantly
                    increased search
                        visibility


                             Number of connections
Linkedin Fundamentals:
                           Connection Strategies
                           Two contrasting approaches
   Open                                              Selective
 Networkers                                         Connector

“Fred 6000+ LION Smith”
                                                   Connect only to those
  Actively build as many           Happy          they already know or are
                                                          referred to
 connections as possible
                                  Medium?
“Hands out business                               “Only talks to his
 cards to everyone”                                   friends”
Linkedin Fundamentals:
Compelling Headlines
Linkedin Fundamentals:
Status Updates to subtly keep in touch
That’s all we have time for...
If you’d like a copy of the slides, and some more pointers on using
social media for business: drop me your business card
And if you’d like to ask any more questions I’ll be hanging around
for a while...

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Jci social-media

  • 1. Getting Business From Social Media Ian Brodie - JCI Manchester - 15 September 2010
  • 2. Agenda Different Types of Social Media Key Principles for Getting Clients Twitter Linkedin
  • 4. Social Media are media which allow and encourage user interaction and user generated content ...and for users to comment, share and interact with each others content
  • 5. “…infinite  monkeys  now  inpu1ng  away  on  the  Internet…”                                                                                                                                            Andrew  Keen,  The  Cult  of  the  Amateur 5
  • 6. Six Types of Social Media: Blogs 6
  • 7. The original social media “Power to the people” websites Allow comments and discussions, polls, forums, Some Blogs Are Actually video, podcasts Quite Good! Still the most effective way for most businesses and individuals to win business via the web 7
  • 8. Six Types of Social Media: Social Bookmarking Highlighting interesting websites and content to others Can drive viral traffic to a website - if topic is in right field and is “promoted” 8
  • 9. Ian Brodie Social  Media 9
  • 10. Six Types of Social Media: Media Sharing Makes it easier for your content to be found Videos can go viral (but rarely commercial ones) Thought leadership in document sharing sites sometimes easier to find via search engines Links back to home site for SEO 10
  • 11. Six Types of Social Media: Wikis Authoritative sources of information If you can pull it off - can establish the originator as an authority in their field 11
  • 12. Six Types of Social Media: Embedded Social Media Social media used to enhance traditional sites Votes, reviews, polls, comments, etc. 12
  • 13. Ian Brodie Social  Media 13
  • 14. Six Types of Social Media: Social Networking 500m users 130m users Others: Bebo – 117m users ?? Orkut – 100m users 75m users AdultFriendFinder – 20m users Ning – 300,000 active sites 75m users Source, Wikipedia September 2010 14
  • 15. Key Principles for Getting Clients with Social Networking
  • 16. Social Networking can be used in two distinct phases of business development Meeting new people Building relationships (Lead generation) (Lead nurturing) 16
  • 17. The Principles of Networking for Business = x Network Size Conversion • Number of contacts • “Quality” and relevance of contacts • Depth of relationship 17
  • 18. Online Social Networks can Overcome some of the Restrictions of Face-to-Face Networks Online Networks: Make connections visible Allow you to find people you couldn’t otherwise find Allow you to connect with people you couldn’t otherwise connect with Allow you to manage bigger networks Sometimes deepen relationships 18
  • 20. Can you get business value from Twitter? My Twitter Experiment • Joined Twitter in mid 2008 on urging of contacts • Nothing happened... • In 2009, decided to experiment with what it would be like to have lots of followers... • Figured out how to do it... • Now have 78,000+ followers... • And have identified two very different strategies for getting clients via Twitter
  • 21. Two very different strategies Traffic Model Relationship Model
  • 22. Two very different strategies Twitter is a Tool There’s no “one best way” of using it. Traffic Model Relationship Model
  • 23. The Traffic Model Logic: Get lots of targeted followers Tweet useful, interesting, valuable stuff Mix in links to articles/blog posts on your site Capture clicks onto email list Build relationship with email list Requires Automated following Automated backend to “monetize list”
  • 24. The Relationship Model Logic: Laser target small number of potential clients/ referrers Build “watercooler” relationship - combine value- added informational tweets with relationship building chat Convert Twitter relationship to real world relationship (e.g. offer to have coffee) Requires Relationship building (smalltalk) skills Time and effort
  • 25. Which model to choose? The blindingly obvious: both models require a reasonable number of your target clients/referrers to use Twitter. The models are largely incompatible - almost impossible to build deep relationships with 78,000 followers. Traffic model is less work - if you have a backend already set up. Relationship model quicker and easier to implement for most professionals.
  • 27. Linkedin Fundamentals: Building a Powerful Profile Who are you writing your profile for? Clients? Referrers? Your next employer? Your soul-mate? No one in particular?
  • 28. Linkedin Fundamentals: Building a Powerful Profile Your profile summary should be more like your introduction at a networking event than your CV: Which clients do you serve? How do you help them? What problems do you solve? What results do they achieve? Your backstory - what makes you credible/different? It should also get across the essence of your personality - what you would be like to work with.
  • 29. Linkedin Fundamentals: Connection Strategies Linkedin is powered by connections 500+ highly attractive to connect to Value obtained from Linkedin 300+ “complete” visibility + high value suggestions 100+ significantly increased search visibility Number of connections
  • 30. Linkedin Fundamentals: Connection Strategies Two contrasting approaches Open Selective Networkers Connector “Fred 6000+ LION Smith” Connect only to those Actively build as many Happy they already know or are referred to connections as possible Medium? “Hands out business “Only talks to his cards to everyone” friends”
  • 32. Linkedin Fundamentals: Status Updates to subtly keep in touch
  • 33. That’s all we have time for... If you’d like a copy of the slides, and some more pointers on using social media for business: drop me your business card And if you’d like to ask any more questions I’ll be hanging around for a while...