Great list, Chris! I might be able to add to it a little:
- Know what it is you're really selling, in both the ephemeral terms and the practical/logistical terms (i.e., sizzle AND steak).
- Have a process and make it the DNA of your unique value proposition. You have to be able to easily explain the process to others in a way that presents a business case.
Heather
· 1 year ago
Awesome post, full of great points. It's easy to get distracted from the simple stuff that makes things work.
To me, the idea is integrity. If you've got real integrity--rock-bottom honesty with yourself--then the other things will fall into place. People know when you've got it, too. You can fake sincerity, but you can't fake integrity because you won't realize when you're acting without it.
Brad Hanks
· 1 year ago
On the money Chris. And #1 (being reliable) and #2 (having empathy) are critical. Thanks for a great post.
BTW, hope you're enjoying BlogWorld, and say hello to Rob McNealy for me.
paul
· 1 year ago
Great list, Chris. The only thing I'd add is this: Think Best-Best. Always do whats best for your client AND best for your business. There's always a middle ground that will lead to success.
Ryan McLean
· 1 year ago
This is a really good post and provides some really good advice. Thankyou
Vicki Flaugher
· 1 year ago
#6 is a strong one for me - every day I am amazed at the incredible generosity of others in helping me be even better at what I do. It still surprises me when I ask and hear a yes from one of my heroes- surprises, but delights. I used to be afraid of being rejected, now I just let it roll off my back and ask someone else. The right answer is waiting for me to discover it, so I keep going, encouraged by what's been given already.
Thanks for the great insight, Chris. Love your work.
Chris, so many great comments and several resonated. I would expand #2 and #7 to include, understand that social media is one tool and not the only one. A large part of knowing your client, their market, their customers, their competitive landscape is taking that knowledge to either develop or align strategies to a comprehensive plan. To #7 I would add don't make your clients try to be someone they're not. Far too often I have seen disastrous results from clients being sold on the "hot thing" when their culture was not prepared for it.
Gianna Borgnine
· 1 year ago
I was recently energized by a Gary Vaynerchuk speech as well. He has really got it, doesn't he? And as usual so do you! Thanks for reminding us that sometimes it's as simple as the basics. Great post.
Mark Nagurski
· 1 year ago
A great list of basics which I think could be applied to most industries - suggesting there might be a more general point here.
As more people and businesses come into the social media fold so to speak, there's a need to do business more on their terms. i.e. 'educate people from their side of the fence' and 'don't just do your own thing'.
If social media is a tool just for 'social media types' to use amongst themselves then there's no need to try and relate it back to others - no need to make a business case. You're preaching to the choir.
If social media is to become increasingly adopted in more traditional business circles we need to show those businesses how it relates to them. Often that'll be through incremental, not fundamental change.
kevin cimring
· 1 year ago
Thanks as always Chris. I would like to endorse Karen Swim's comment and agree that social media must be contextualized as being one tool out of a number of tools, which together must form a comprehensive and integrated plan for a business. There is so much buzz around social media right now, its easy to focus on it to the detriment of other tools.
Cynthia Wallace
· 1 year ago
This is a good baseline, Chris, for every "sole proprietor." Thank you!
Tom Volkar / Delightful Work
· 1 year ago
I'd add; 9. Be real. Just be who you are and don't where a mask that hides the real you. Gary is enthusiastic and a great business guy but I think it's also his quirky authenticity that attracts his customers and fans.
This one cannot be stated enough. Far too many folks forget that we are all merchants and merchants need to as for the order. 6. Ask. Ask for referrals. Ask for the sale. Ask for advice from lots of people. Make sure that asking is part of your DNA.
Ari Herzog
· 1 year ago
Like Vicki and Tom, I like #6. And #3, which nobody commented on. We've chatted about this, Chris, and I consider you part of my market of education.
And can I add that for the first time in a long time, Chris, you inspired me to select the above text and print it. On paper. I rarely, if ever, print blog posts on paper because I try to be good to the environment. So, thank you.
Wow.
GuruBomb
· 1 year ago
I just didn't get who is this intended for exactly? Businesses teaching other businesses how to do social media marketing?
Andre Natta
· 1 year ago
#3 is extremely important. Don't necessarily reinvent the wheel, but think of how you can make something better or more relevant. Or introduce something "new" into the market. As Mike said, jumping in headfirst can be troublesome and can lead to some unnecessary drama.
David Sandusky
· 1 year ago
I understand your inspiration by Gary. Part of why I wrote about his unmistakable personal brand most recently. He inspires me too and I have not met him!
Anyway, yesterday I spoke to a bunch of entrepreneurs about launching products in a customer-centric approach. As usual we covered: Why you/your product What it does for them So what? And how
As usual, "So what" got the most attention. I recommend people take your wonderful list + and critical think (so what) each down with customer/client in mind. The clarity is remarkable and not letting the "so what" come up closes with confidence.
JG from The Eyeslit-Crypt
· 1 year ago
Chris, this is a very helpful list. I admire your enthusiasm and insights.
I would add one more, which is "Connectivity." This is a slippery term from Communications theory. What is could mean in this context is, understand that when interacting with social media, you are connected to others, in that, without them, you are no one. You depend on others to visit your site and, perhaps they depend on you to feed themselves with "information." As Marshall McLuhan talked about, there is no performance without an audience.
Mike Russell
· 1 year ago
Simplicity + Clarity + Integrity. Beautiful.
Andy Gregory
· 1 year ago
Chris - Great post. It encompasses my underlying belief that social media exposes you and you have no other choice than to be yourself, and hold yourself to the highest level of professionalism. It is going to either make you great at what you do, or turn you to stone. And that's what I love about it!
Craig
· 1 year ago
I would add to know your value proposition. That is the basis of your company and you should know what value your customers will receive from your product,/service. You need to learn the basics before you can take off, good post.
One more thing that I find really important in this space.
Be explicit about what you don't do - there are many, confusing, overlapping claims by providers in this space. When you say what you don't do it adds clarity and understanding.
TO'B
Jamie Sanford
· 1 year ago
I saw Gary speak last week and loved it - here's the keynote speech he gave last week at Web 2.0 Expo in NY.
Study not only your market, but your competitors. Or is this too obvious?
One of the best things I've learned about recently is Competitive Intelligence from Suki Fuller and how to study your competition, to listen, to take those tidbits you gather form multiple places and learn to put them together into meaningful answers.
This can be remarkably helpful for #8 too.
Klaus Holzapfel
· 1 year ago
Thanks for summing it up so nicely. This is the PG13 version of his speech;-) Gary's passion and energy are amazing.
He acted and sounded almost like Joe Pesci - only better.
Carlos Hernandez
· 1 year ago
There is more power in asking "open-ended" questions than "Yes-No" type.
What problem are you trying to solve? Who are the players? When is a solution desired? How does this effect the client's customers? Where is the negative impact felt? Describe for me... Tell me about...
All Comments
- Know what it is you're really selling, in both the ephemeral terms and the practical/logistical terms (i.e., sizzle AND steak).
- Have a process and make it the DNA of your unique value proposition. You have to be able to easily explain the process to others in a way that presents a business case.
To me, the idea is integrity. If you've got real integrity--rock-bottom honesty with yourself--then the other things will fall into place. People know when you've got it, too. You can fake sincerity, but you can't fake integrity because you won't realize when you're acting without it.
BTW, hope you're enjoying BlogWorld, and say hello to Rob McNealy for me.
Thanks for the great insight, Chris. Love your work.
Together, we are stronger.
Vicki Flaugher, the original SmartWoman
follow me at http://twitter.com/smartwoman
As more people and businesses come into the social media fold so to speak, there's a need to do business more on their terms. i.e. 'educate people from their side of the fence' and 'don't just do your own thing'.
If social media is a tool just for 'social media types' to use amongst themselves then there's no need to try and relate it back to others - no need to make a business case. You're preaching to the choir.
If social media is to become increasingly adopted in more traditional business circles we need to show those businesses how it relates to them. Often that'll be through incremental, not fundamental change.
This one cannot be stated enough. Far too many folks forget that we are all merchants and merchants need to as for the order.
6. Ask. Ask for referrals. Ask for the sale. Ask for advice from lots of people. Make sure that asking is part of your DNA.
And can I add that for the first time in a long time, Chris, you inspired me to select the above text and print it. On paper. I rarely, if ever, print blog posts on paper because I try to be good to the environment. So, thank you.
Wow.
Anyway, yesterday I spoke to a bunch of entrepreneurs about launching products in a customer-centric approach. As usual we covered:
Why you/your product
What it does for them
So what?
And how
As usual, "So what" got the most attention. I recommend people take your wonderful list + and critical think (so what) each down with customer/client in mind. The clarity is remarkable and not letting the "so what" come up closes with confidence.
I would add one more, which is "Connectivity." This is a slippery term from Communications theory. What is could mean in this context is, understand that when interacting with social media, you are connected to others, in that, without them, you are no one. You depend on others to visit your site and, perhaps they depend on you to feed themselves with "information." As Marshall McLuhan talked about, there is no performance without an audience.
Craig
www.budgetpulse.com
Be explicit about what you don't do - there are many, confusing, overlapping claims by providers in this space. When you say what you don't do it adds clarity and understanding.
TO'B
http://web2expo.blip.tv/file/1277374/
One of the best things I've learned about recently is Competitive Intelligence from Suki Fuller and how to study your competition, to listen, to take those tidbits you gather form multiple places and learn to put them together into meaningful answers.
This can be remarkably helpful for #8 too.
He acted and sounded almost like Joe Pesci - only better.
What problem are you trying to solve?
Who are the players?
When is a solution desired?
How does this effect the client's customers?
Where is the negative impact felt?
Describe for me...
Tell me about...
Consultative selling at its best.