The Video Element of How I Work Social Selling – Interview in Lehman’s Terms

Today I want to share with you some highlights of special blog post series “Social Selling Experts” featured by Adaptive Business Services  I was honored to be selected and interviewed by  Craig Jamieson.

Craig has done a wonderful job of showcasing and spotlighting several industry sales leaders like Eric Quanstrom,  Michaela Prouzova,  Richard Young, Barbara Giamanco, Larry Levine, Amar Sheth to name a few.  I encourage  you to checkout Craig’s blog for solid insight on social and selling today,

welcome to “How I Work It – Social Selling”.

 

 

My Interview with Craig and Adaptive Business Services

Could you please tell our readers a little about you?

Craig, I will put it in Lehman’s Terms.  I am a passionate Sales and Marketing Guy that leverages Social Video and Sales to generate results.  I have carried a bag, traveled, trained and been in the sales profession most of my life.  Working for, and supporting, companies and organizations like IBM, Sun Microsystems, Cisco, The Coca-Cola Company to name a few.  I currently work as Sales Video Consultant delivering video marketing programs that utilize social selling and brand awareness campaigns.   Other passions include video blogging and reading up on the latest technology trends in sales, marketing, sports, and entertainment.

How about telling them a little bit about your business?

I specialize in video blogging projects, sales training videos, client testimonials and video interview spotlights for authors, trainers, speakers, business owners and entrepreneurs.  The art of storytelling with a fresh and candid perspective for your clients to conceptualize, visualize, and recognize from B2B and B2C.

How did you get started in selling and when did you begin adding social selling to your business?

I started selling from the day I wanted to influence others on my point of view.  The natural progression was to major in Marketing and start my professional career in sales.  I started leveraging social when I joined LinkedIn back in 2007 which was followed up with me using an online personal branding tool called Visual CV, a personal branding resume site.  The next logical step was to create a website and video blog followed by Twitter, YouTube Channels, etc.

Ironically, SOCIAL selling did not come into play until I left the corporate world. I was on a mission of personal branding and career transition.  I would have loved to leverage social networking and tools back in the day when I was employed by corporate companies like IBM etc.  Now Social Selling and Social Media Marketing are a part of my customer engagement and sales process.

What are your social selling goals, objectives, and strategies?

My goal is simple in Lehman’s Terms, Deliver Value to my clients and grow revenue.  Objectives are reached by having a plan and strategy for building relationships with a purpose.  It comes down to positioning, developing social proof, and becoming a go to resource and subject matter expert.  Can you provide a solution and solve a problem in your social community.  It’s important to share and deliver social content but context is just as important.  Connecting with your targeted audience, collaborating, and building meaningful relationships take work, time, and effort and the strategic focus should be helping and serving others socially.  My mantra is always striving to bring value to my network by actively learning new procedures that can affect positive change.  Social Selling goes both ways from personal sales development and maintaining and growing social relationships.

Do you have regular routines (touches, frequencies, etc.)?

I wish I had a more systematic and process driven approach.  I block out time each day to research and monitor my current social connections and future prospects.  This is usually an hour time frame each day. I consider this time the social listening and social watching hour.  The second phase is building rapport with prospects through social shares, posts, invites, and touch points across multiple social channels. In some cases I will share a social personalized video greeting. Video interaction is the next best thing to being there and helps with building rapport.

The main routine for engagement is establishing which action items and connections are priorities each day.  I try to focus on business revenue and being popular among clients that write and pay the check.

Could you please share with us a few of your favorite social selling tools? (please feel free to say why you have chosen them and how you use them, if you wish).

Direct Twitter Video Uploads – Show Your Message in 30 Seconds

Direct Twitter Upload

 

 

 

 

 

 

 

 

 

 

 

 

I am a big advocate of Twitter and leveraging social video.

Are you using twitter for direct video uploads for social engagement?

The process for doing this has a few simple steps.

  • Create and Compose A New Tweet
  • Select Media – ADD VIDEO – Make sure it is in a MP4  Video Format
  • Trim the Video for 30 Seconds or less, preview select DONE
  • Send Tweet and the process of uploading and sending your video has begun.
  • Here are some examples of Direct Twitter Video Uploads. in Lehman’s Terms.

 

Why Social Proof Tools Books and Visuals In Lehman’s Terms

Can we all agree that Social Proof is essential for engaging today’s buyers and forming business relationships.  Your customers and future business partners are researching online, talking with their social networks, reading blogs, reviewing websites, case studies, reviewing testimonials, watching social video and sharing more and more social content.

If you are not establishing social proof, you are simply missing opportunity for engagement and potentially losing business.

Why Social Proof Tools Books and Visuals In Lehman’s Terms

In Lehman’s Terms here are some social proof tools and book resources. I recommend all these books by these dynamic authors and thought leaders. Video Book reviews included at http://douglehman.com/reviews

GOOD READS BY

Erik Qualman’s The Digital Leader and Socialnomics

Brian Solis’s  What’s The Future of Business…

Joe Pulizzi Epic Content Marketing…

Ekaterina Walter and Jessica Gioglio  The Power of Visual Storytelling…

What Social Proof can do for your own personal brand and business reputation

Establish Digital Leadership
Control Your Digital Footprints and Reputation Management
Share Epic Content that delivers value. Become that trusted advisor
Become a visual Storyteller Today

Why Social? Better yet why social proof because your customers, future business partners are now leveraging social more than ever due to the internet and social channels. What are your resources and thoughts on social proof tools?

 

Video Marketing Tips for Authors and Writers To Sell More Books, Get Noticed, Get Hired and Stay Relevant

Video Marketing Training Tips for Authors and Writers To Sell More Books, Get Noticed, Get Hired and Stay Relevant.

 

What can authors and writers do to promote their book with video? I have put together a short video series on video marketing strategies for authors to meet the following goals and objectives.

  • Sell More Books Get Noticed
  • Get Hired leveraging video as your business calling card
  • Stay Relevant

Simply put video can help authors and writers build brand awareness and readership beyond the text print format. Tell your book’s story through video and be a digital leader with your epic content. Video Book promotion is good business today. If your objective is sell more books, get interviewed or obtain more speaking jobs, the use of social video well help.

Remember that relevancy has a deadline and leveraging a video marketing strategy with real-time marketing objectives will help support the author as a thought leader and subject matter expert.

This video training Playlist covers these topics and more.

http://bit.ly/AuthorVideosMarketingTips

Video Marketing Training Tips for Authors – Video Series Introduction (1/9)

Video Marketing Training Tips for Authors – Using Video Trailers (2/9)

Video Marketing Training Tips for Authors – Team Video Collaboration (3/9)

Video Marketing Training Tips for Authors – Visual Marketing Images and Pictures (4/9)

Video Marketing Training Tips for Authors – Repurposing Media Content (5/9)

Video Marketing Training Tips for Authors – Video Coverage for Events Book Signing (6/9)

Video Marketing Training Tips for Authors – Creating A Video Content Series (7/9)

Video Marketing Training Tips for Authors – Bonus Content Author Journey (8/9)

Video Marketing Training Tips for Authors – Video Marketing Series Recap (9/9)

 

* Special Resource

* I highly recommend getting a copy of “The Power of Visual Storytelling: How to Use Visuals, Videos and Social Media to Market Your Brand” by Ekaterina Walter and Jessica Gioglio. This is a tremendous resource book and yes I did a video book review for it

http://douglehman.com/visualstorytelling

The Power of Visual Storytelling Video Review

visPower

authorvideRecap

Leveraging Video with LinkedIn Connections “Building Relationships Visually”

Connecting with LinkedIn Connections in 60 Seconds Doug Lehman 

Leveraging Video with LinkedIn Connections “Building Relationships Visually”

We all know LinkedIn is a powerful social networking tool especially for Business-to-Business Communication. LinkedIn has made it easy to share Visual Marketing Content on your profile. Here are some video strategies for engaging your ownLinkedIn Connections.

LinkedIn Connection Videos

LinkedIn Profile Page Welcome Video

Create a welcome page video thanking the reader for visiting your profile. The primary goal is to convey value for the reader and viewer. You are making an introduction not a sales pitch. This is may be your first impression online and the conversation and dialogue begins with building a relationship first. The simple call to action is to engage and connect.

LinkedIn Thank You Video “Personalize your message”

You just connected now it is time to follow up and video is a great platform to visually connect and personalize your message. Provide value and share some beneficial information that will personally resonate with your new connection. Share insightful content from the connection’s perspective and offer to connect further. A thank you video shows that you care about the connection and you value the new online relationship. You made an effort to connect further.

LinkedIn Status Update Videos

You are now connected online and the conversation begins. Why not inquire about updates from your connection via video or share relevant video content. This content can be your own original video content or other newsworthy sources. Be a content curator and trusted visual advisor. Show some interest in supporting and connecting further. The opportunity for business collaboration or partnerships may develop.

Ideas for Content Sharing Videos

  • Solution Videos: Answer a question or solve a problem
  • Share video testimonials and case studies in your industry
  • Share how-to-videos, Educational Videos
  • Share Video Chats, Google Hangouts, Webinars
  • Share Speaker Videos Industry Experts
  • Share Live Streaming Event Videos

The simple fact is relationships in business take time to grow and materialize. Leveraging Video can help humanize and nurture the online relationship. Online networking is a place where conversation starts and does not have to end there. The next best thing to being there is video and utilizing social networking sites like LinkedIn can help.

 

Let’s connect and collaborate through LinkedIn and Video.

In Lehman’s Terms “Video Collaboration Socially”

 

NewConnectionLI

 

(Video) Empowering The Connected Customer for Sales and Marketing as Brand Advocates

CustomerTopSales

 

 

 

 

 

 

 

 

Who is your Top Sales Performer?  My advice in Lehman’s Terms look at your customers and clients as lead generators, client referrals and branding advocates.  Hire and welcome your customers to your team.  Have your customers share your business experience and leverage Generation C as Brian Solis would like to say.  The Connected Customer 

 

This video looks at positioning your customers and clients as brand advocates , ambassadors of your service. Top Sales performer are your customers for lead generation and user generated content marketing. Position your customers as brand advocates Sales Team Ambassadors.  The customer buying process through Generation C.

 

Video Book Review of Brian Solis Book “What’s The Future of Business”

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NEW VIDEO SERIES COMING SOON

How to use customer generated content for video sales.

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Social Centered Selling Moments Video Series

The last two months, I have been fortunate to team up with my friend and colleague Barb Giamanco on a video series called Social Centered Selling Moments. We discuss social selling and sales training best practices. I break it down in Lehman’s Terms and Barb is the voice of reason.

I had a great time producing this video series with Barb. It is always fun to connect, collaborate and close video projects.  I hope you enjoy the first video series. We have more videos in production so stay tuned.  The first four videos take a look at the impact of social selling, sales development training and ways to deliver insightful sales presentations.

 

Video Playlist “Social Centered Selling Moments”

Video Playlist “Social Centered Selling Moments”

Telling Is Not Selling

Social Selling Traits

 

 

 

 

 

 

Let’s Put The Social In Your Video Improve Customer Engagement, Build Brand Awareness and Generate More Sales.

 

 

Why Social Selling for Small Business

WHY SOCIAL DRIVES BUSINESS.

In honor of National Small Business Week.  Here is a quick video on the benefits of Social Selling for Small Business Today. Why Social Selling Today?

Social Drives Business Today Video

Adopting a Social Selling Selling Strategy can improve customer engagement, build brand awareness and generate more sales.  Your customer’s buying process has changed due to the internet, social media and the economy.  Clients and Customer are more educated today, they have less time and want to make informed decisions.

Social can help the sales process on a number of levels.  Your customers and buyers have adjusted.  Have your sales and marketing teams adjusted to today’s buyers?  More information on Social Selling please checkout Social Selling TV.

Will Social Selling Programs get more prospects and increase sales revenue. Social Selling TV

Will a Social Selling Program strategy guarantee you more qualified buyers, prospects thus increasing more sales and generating more revenue. The simple answer is it depends?

Sure social selling is an effective strategy that can generate more leads and build brand awareness but at the end of day, the sales process begins and ends with the salesperson’s skill set. Does the salesperson have the communication and management skills to get appointments, qualify leads and close deals?

Social is just a tool to use to engage and enable the sales process. A great tool at that when leveraged correctly.

Social Selling Video Made with Simple Technology

This month I had the pleasure of being interviewed by Jeff Simmons.  Jeff writes a dynamic blog on the topics of Social Selling, Content Marketing  and B2B Sales.  Jeff shares his own insight and interviews a number of subject matter experts in business today.

His site http://www.b2bmarketingportal.com/ brings a lot of value.   It is content curation at its best on the mastermind level.

Jeff thanks for the write up.

Social Selling Video Made Simple

Jeff Simmons Article


Social Selling Videos Made Simple Introduction

Video Training Series “Highest Leveraged Social Channel” Video

So what is the Highest leveraged social Channel for Customer Engagement, Social Selling, Sales and Marketing?

Social Selling Leveraging Video Social Channel

An Effective Social Selling Video Strategy has a number benefits for expediting the sales process and delivering customer value.
• Contains user generated content, testimonials,
• Video SEO benefits,
• Validates social proof, brand awareness
• Ownership Experience
• Sharable Platform
• Collaboration and Cross Channel Marketing

These topics and more will be discussed in my video series putting the social in your sales video.

Stay Tuned

Five Principles for Effective Video Social Selling

Today we look at five principles for effective Social Video Selling. Five key areas to improve customer engagement using social video in your sales promotion process.

To put it in Lehman’s Terms,

  • Conceptualize
  • Visualize
  • Recognize
  • Be Ready to MOBILIZE and start to MONETIZE.

Video Crazy and Passionate about VIDEO for Social Selling Benefits

 

 

 

 

 

 

 

I am Crazy and Passionate about VIDEO for Social Selling Benefits

Ok I will get right to the point; I am PASSIONATE ABOUT VIDEO and the impact on customer engagement. Video is a great tool and resource for social video selling, essentially understanding social buying with visual emphasis.

Today’s buyer leverages word of mouth, social media and the internet to research products and services before engaging sales. Why not position video as a tool in your marketing mix and brand awareness strategy.

In Lehman’s terms My Video Rant speaking aggressively, in a passionate manner, about the benefits of video for effective customer engagement and sales promotion.

This visual speaking approach may be over the top in delivery but don’t deny the passion in action. Now Conceptualize, Visualize and Recognize Video damn it says the shouting hand waving man….

A one man hype machine for social video engagement

LinkedIn Videos Spotlighting Profile Changes

As you know, I am passionate about video engagement and using social media networks to generate results. I post and create content on social video and social selling best practices. Recently LinkedIn made another series of design changes to their profile and user interface.

Originally, I was going to do a video highlighting the new LinkedIn facelift but I came across two tremendous articles and VIDEOS that highlight these changes. Today I want to spotlight Viveka von Rosen and Donna Serdula for their great posts and educational videos on the recent changes to LinkedIn profiles. Please check out their blog posts and watch their videos if you want to learn more about LinkedIn Profile Changes. Both videos are great visual presentations to train on LinkedIn.

In Lehman’s Terms, most of us excel with visual learning and these videos by Viveka and Donna are great examples of this.
I look forward to reading more content and watching more videos from Viveka and Donna. Great job ladies. A thank you video response and comment is in order.

Social Selling TV Video “Call to Action” Trial Close Techniques

Social Selling TV Doug Lehman Call To Action Video Tip from Doug Lehman on Vimeo.

This episode of Social Selling TV spotlights tips and strategies on improving customer engagement using a trial close techniques and establishing a call to action. You want to be visible use video. You want to improve sales and customer engagement then provide your audience with action items to drive the conversation.

In Lehman’s Terms Effective Trial Close and Call to Action Video is necessary to engage your customers. Do not assume your audience knows what to do next. Show them, tell them, conceptualize, visualize and recognize the next step in the process.

4 steps for Social Selling Video To Improve Customer Engagement

Social Selling Doug Lehman Social Video Ambassador Tips from Doug Lehman on Vimeo.

The latest episode of Social Selling TV spotlights tips and strategies on improving customer engagement with Social Selling Video.  Putting the SOCIAL back into your online video presentations.

In Lehman’s Terms four steps for social selling video to improve customer engagement and drive a call to action from your buyers and viewers.

Launching Social Selling TV www.socialsellingTV.com

Social Selling TV is an interactive video training series on the topic of Social Selling with an emphasis on video customer engagement for today’s buyer using social media.

Let’s talk about social video selling. To be social there needs to be engagement and the use of Video is a great platform to be visible.

The Sales Process has evolved due to the internet and social media. If your using dated selling practices and not implementing social selling techniques, you are simply missing out on an opportunity to generate results. Your buyer or customer now researches your products and services online and evaluates information instantly from their peers via social media networks.

Social selling for pre sales and research is powerful way to identify opportunities and engage prospects in social networks. Today’s buying process has evolved and your customers have more control. The engagement process starts early. Your buyer expects immediate value, social proof, as a salesperson your company has to establish advanced online credibility to be more effective.

Establishing social proof, advanced credibility is done by having compelling and engaging content. How do you stand out against the competition? Is your online presence sufficient? Is your company website, blogs, social media profiles including LinkedIn, Facebook, Twitter and video Hosting Sites compelling for your target market customers.

Are you visible, using Video, now that is a great tool to leverage social proof and build credibility for your customers and prospects.

Stay tuned as I will go into more details on utilizing video for social proof during my video series ”Social Selling TV” on how to enhance your social selling process with video

Return on Influence “Mark Schaefer” Video Review Clip

Today I want to spotlight author Mark Schaefer latest book “Return On Influence: The Revolutionary Power of Klout, Social Scoring, and Influence Marketing” This a follow up to Mark’s book “Tao of Twitter”. I plan on doing a full video book review in more detail so stay tuned. This book is a great resource on the topic of social scoring and how to improve personal and online influence.

Quick Highlights and background of Return On Influence

• Mark interviews over 50 Experts
• More than a dozen case studies on Social and Marketing Influence
• Extensive research and explanation on leading social scoring companies
• Tips on how to evaluate and improve your own social online influence.
• And much more

Promotional Video Review Erik Qualman’s New Book “Digital Leader”

Just a quick update on my end.  I just completed reading Erik Qualman’s new book Digital Leader: 5 Simple Keys to Success and Influence.  This will make a great holiday gift.  Below are two short promotional videos that highlight this great read.  A full video book review will be coming soon with more details on the “Digital Leader”

Back in May 2011, I did a video book review for Erik Qualman’s Book Socialnomics. I enjoy spotlighting books and leveraging the power of social video for reviews. I have done number video book reviews and now I am honored to be a part of McGraw-Hill Insider Program.

 

 

 

PROMOTIONAL VIDEOS For Digital Leader

 

Digital Atlanta 2011 Stimulate America Event Video Spotlight

Digial Atlanta 2011 has started and I am truly looking forward to attending a special session Wednesday November 9th at the Auburn Avenue Research Library here in Atlanta.  The topic is Using Global Digital Technology to Stimulate America: Building Business Alliances Abroad
& In America

I will be in attendence filming and working testimonial videos.  A post video recap will take place as well.

The primary focus of the “Using Global Digital Technology to Stimulate America” Panel Discussion is to identify ways Entrepreneurs can develop international business relationships using digital technology that can be translated into a positive means of economic development for the United States, create jobs and promote stabilization.

Stimulate America INC is a non-profit dedicated to providing resources, education and solutions to aid against the economic challenges plaguing American Citizens. Giving hope by providing answers is our business.

Video Response “Tweetheart TV” How to do a video response

Recently I did a video post spotlighting Stephanie Wonderlin  host of Tweetheart TV, an interactive video show that highlights, social media news, tips and reviews. Tweetheart TV is a true interactive show that allows the viewer to watch more contact through a video menu. Stephanie asked her viewers to submit a video response for ideas for her upcoming shows on Tweetheart TV.

 

 

So how do you make a video response? How can you leverage this powerful action in social video engagement? It is easy to do a video response in YouTube. Doing a video response is simple and outlined on this link. Making a video Response

To make a video response click on all comments listed below the video. A hyperlink will appear on the right side of the comments box “Create a Video Response”. The next step is choosing a video, either from your existing videos or uploading a new video.

Video Spotlight Social Media ROI Qualman Animation

Today I want to Spotlight Erik Qualman again.  The following video talks about Social Media
ROI.  What I like about this video is the creative use of Xtranormal Software to tell the story in animation form.  If you are camera shy or simply don’t have a camera, software like Xtranormal could be a great option for telling your business story video.

Make Brands Social “Vitrue” Social Selling TV Spotlight

In this episode of Social Selling TV, We are spotlighting “Vitrue” We make brands social!

On May 17, I became the 3000 follower for Vitrue. I was fortunate to win a gift bag. Vitrue gets the concept of be social with their fans and customers. When I decide to follow an individual, organization or company on twitter, there has to be a compelling reason to follow and engage.

Back in May, I heard Erika Brookes from Vitrue speak at the Digital Summit on the topic of 10 Social Trends to Watch In 2011. I decided to checkout her company website, YouTube Channel, Facebook Business Page etc. The next logical step was following Vitrue on twitter. I was fortunate to win a prize but the real prize was learning about a dynamic company. I also uncovered a YouTube show call Social Soup hosted Steve Barnes. Social Soup provides tips for marketers from marketers on social media stories.

To put it in Lehman’s Terms be SOCIAL
You can provide and deliver a lot of content on your company website, blogs, business pages etc, but if your clients, followers, fans are not engaged and don’t share with their networks, you are simply missing the point about being sociable. The ultimate value is what other people are saying about you and your company brand, leveraging the power of social media.

Video Review Digital Summit Presenters 2011

Here is my video review and quick overview of this year’s Digital Summit hosted in Atlanta. I wanted to share with you some of the speakers, presenters and vendors that made an impact on me based on their content and presentation delivery. They all engaged the audience and brought value to this year’s summit. As a conference attendee, you want to learn and be engaged. I felt these speakers delivered that. Unfortunately, I could not hear all the presenters; you can’t be in two places at one time. My mini video review, a quick speaker testimonial recap. More video reviews to come including a full video review of Gary Vaynerchuk’s Book “The Thank You Economy” I will be conducting another complimentary webinar of Social Video Sales Engaging your Customers on Wednesday May 25. I got some great tips from the Summit to pass on.

Please comment, let me know your thoughts, a video response would be awesome.
Thanks Doug
Video Review Breakdown and testimonials
Opening Credits Lehman’s Terms of Business your social video sale advocate
00.15 – 00.45 Min Review overview video introduction
00.46- 00.53 Techmedia and the hosts
00.55- 1.34 Day One of the Summit Two Words Gary Vee
1.35-3.00 James Andrews, Debbie Curtis Magley, Dallas Lawrence
3.00 – 3.18 Maureen Schulmachler
3.20 – 3.45 Jennifer Dunphey Vayu Media
3.46-4.53 Online Video Donna DeMarco, John Williamson
4.48-5.17 Taro Naruse
5.18-5.45 Gerard Bush
5.48-6.05 Joel Lunenfeld
6.10-6.23 Mitch Free
6.24- 6.46 Jamie Bristow
6.50-7.25 Erika Brookes

Digital Summit Atlanta Doug Lehman Video Introduction

 

 

 

 

 

 

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I am really looking forward to this year’s Digital Summit here in Atlanta on May 16th and 17th. This will be a great event to network and learn today’s best practices and trends in web presence etc. As you know, I am truly passionate about video engagement and social video selling. I hope to meet you at the Digital Summit. Below is my introduction video. Yes I am using the power of video to connect. I plan on doing a full video book review of Gary Vaynerchuk’s book “Thank You Economy” Gary is the keynote speaker at the Summit. More updates and videos to come…..

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