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).

Improving Sales Performance and Customer Research by Social Watching for Social Selling.

SOCIAL WATCHING for Sales Research beyond Social Listening in Lehman’s Terms.

 

Social Watching for Selling Today in Lehman’s Terms

Understanding your buyers, customers and prospects is key in selling today. Doing your own research, account preparation and social listening is paramount for planing a strategy to engage. There are a number of Social Listening platforms and software applications out there but as far as I am concerned nothing beats video for social research.

In Lehman’s Terms the concept of Social Watching has numerous benefits. So do some Social Watching and watch this short video.

socialwatch5

 

Let’s face it audio and text are great resources for research but are you getting the true human story? Is your research media authentic or is the content written by ghost writers and a team of editors that you can’t see. This is why Video is a viable option for social research. Especially live interview style videos.

Are you searching for those key trigger points to engage with customers and prospects? Why not watch and visualize the research process.

socialwatch6

Questions to Consider.

  • What Tools are you currently using today to listen to your customers and prospects socially? Social Listening.
  • Are you Social Watching?
  • How are you leveraging VIDEO RESEARCH for Social Selling and Account Planning?

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I have a dream for better Social Event Video Dreamforce #DF15

Another super event is about to take place in San Francisco Dreamforce 2015 September 15-18, unfortunately,  I  will not be able to attend this year’s event but will follow socially watching videos, reading updates, blog posts and monitoring the twitter hashtag #DF15 etc.  In Lehman’s Terms I will be there virtually via video, social video watching.  

Salesforce.com does an excellent job hosting this annual event with tons of video coverage for this mega four day conference.  They understand the power of leveraging social event video marketing.

This year, I hope to see more social video done by  conference attendees. and speakers.   With emerging social video platforms like Periscope, Meerkat, direct twitter video, Blab etc, the timing couldn’t be better for more video content. We all have access to cell phone cameras  and mobile devices, it is now easier than ever to share your event story and become the digital content storyteller.

My Dream for Social Event Video going forward. Let’s up the game on content production.  

Can we get past the phase of just doing live streaming video?  I get it, keep it real, be authentic but have some commons sense when it comes to production value.  Check for audio, lighting and framing your video subject.  More importantly think of your audience watching the video and have a point in your message.  Is your video audience receiving value in your content message?  Is there a call to action?  Is your video even watchable?  I want to be able to see it, hear and understand it?  If your video is educational, entertaining, informative  and engaging you have a winner.

I am looking forward to seeing more compelling video content this year at Dreamforce the next best thing to being there.  Keep it social and leverage video.

Below is a list of strategies and concepts for social event video from my previous blog posts on the topic and impact of social event video.

Video Strategies for Event Planners

  • Encourage your attendees to do video blogs, video interviews, video recaps
  • Offer a video contests for attendees. With Vine and Instagram, mobile video is easier than ever to produce and distribute content. Leverage your event attendees as your mobile video evangelists Simple social user generated content.
  • Set up a video Chat or Live Google Hangouts, Meerkat, Blab,  Periscope and take questions from a global audience. Live interactive video marketing
  • Offer a pay-per-view Video content plan.

What can conference event attendees do to make events more social?

Please continue to post and write great updates, share the experience. Focus on using your mobile device as content curator tool. More tweets, more pictures do more video! Tell and share the event story with visual marketing.  Do video interviews, live stream interviews, video testimonials, video reviews and event recaps.

FBDF15

 

Getting More Video Testimonials Leveraging Video Marketing Advocates

Getting More Video Testimonials Leveraging Video Marketing Advocates (VMA’s)

How do we get more video client testimonials. In this video, we look at some steps and tips on producing more insightful video testimonial campaigns. I feel it goes beyond the simple contest and incentive programs that most advocate marketing platforms would lead you to believe.

In reality you want authentic, engaging video testimonials not some contrived incentive or prize program to force unbelievable ineffective results.

What are your thoughts on Video Testimonial and case studies? 

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?

 

“Socially Using Video in Your Business Today” My Talk with Vistage

I just had a wonderful experience speaking to a local Vistage Chapter here in Atlanta on the use of social video today in business.

In Lehman’s Terms, I feel that authentic social business video can deliver value and position your company as a trusted advisor going forward. Organizations like Vistage are the perfect group of business leaders to present to.

Vistage International is a dynamic organization for CEO’s Executives and Business Owners, I encourage you to checkout out Vistage International for more information about their membership programs, executive coaching  and peer advisory groups.

Thank You Vistage for the opportunity to present and share some insight on social selling leveraging video marketing. Let’s put the social in your video.

 

Hello Virtually Leveraging Event Video Helps Conferences Grow Socially

Another large social media conference is taking place now “Social Media Marketing World 2015 in San Diego.  I wish I was there!  

Nothing is better than networking at a live conference but in some cases you can’t attend the event due to travel, location, costs and schedule conflicts. Here is where Social Media “Social Channel News” comes into play.

Virtual Hello Video Introduction Event Video Request Doug Lehman

In the past you had to wait for blog posts and article recaps, listen for interviews, follow the event twitter hashtag “#SMMW15” for updates etc. Video is the media channel that resonates best with me when monitoring an event. I want to see the digital experience. The benefits for the viewer are obvious. Video can be more engaging and compelling than text.

What are the benefits of Video Coverage for event planners, program coordinators and conference directors?

Video Coverage improves the visibility and coverage of your event. Increase the size of your audience.

Video will support the shelf life of your event. Relevancy has a deadline and video can amplify and extend it.

More engagement and interaction with event attendees.

Video Strategies for Event Planners

  • Encourage your attendees to do video blogs, video interviews, video recaps
  • Offer a video contests for attendees. With Vine and Instagram, mobile video is easier than ever to produce and distribute content. Leverage your event attendees as your mobile video evangelists Simple social user generated content.
  • Set up a video Chat or Live Google Hangouts and take questions from a global audience. Live interactive video marketing
  • Offer a pay-per-view Video content plan.

What can conference event attendees do to make events more social?

Please continue to post and write great updates, share the experience. Focus on using your mobile device as content curator tool. More tweets, more pictures do some video! Tell and share the event story with visual marketing

We have the technology today to capture live events with greater impact. Let’s leverage “Social Channels” and “Video” to make this happen.

* New Tools to use like Meerkat and Periscope 

Obvious or Oblivious

It’s obvious that social video marketing can amplify and build brand awareness for conferences and events. Don’t be Oblivious to power and impact of event video marketing today.  Let’s put the social in your events with video!

 

Sales Training Video Series (Video e-book) Social Centered Selling Moments

Here is my new video e-book video series for Social Centered Selling Moments. This new multimedia interactive e-book is a collection of all eight training videos.  A simple document containing some quotes and videos.

In Lehman’s Terms  A video sales guide e-book.

Over the last  few months my colleague Barb Giamanco and I produced a short series of video clips called Social Centered Selling Moments.  We spotlight eight training videos on the topics of social selling, sales presentations, personal development training, sales tactics, leadership skills and Smarketing.  We also look at the status of sales today and areas for improvement.

The  Social Video Marketing Strategy used here is a combination of text, video and re-purposing content with social networking platforms like LinkedIn, Slideshare and Twitter. The objective is to leverage social in your content with a format that is searchable and shareable.

  • Share Documents on LinkedIn, Google Plus, Facebook ETC.
  • Upload to Slideshare
  • Tweet #scsmoments

Social Centered Selling Video Playlist

So what do you think about leveraging video for sales training and using video in documents like e-books?  This your chance to comment and be a voice of reason. Please share your own thoughts and insight putting the social in sales video.

Social Centered Selling Moments Video Ebook Series

Leveraging Video for Business and Sales – How I Started

Video is a powerful platform for business and when used with sales and social correctly, the results can be tremendous. Today, I want to share with you my video business journey.

A few years ago, I launched my own business as a salesman for hire, a brand ambassador that is passionate about customer engagement and sales training. At that time, the economy and job market was challenging but I desired to leverage all my work experience and transferable skills to start something new.

Now I have always been passionate about learning new technologies when it comes to marketing and sales. The rise of Social Media and social selling was in sync with my own business personal development plan.

One day I added a video to my website and my journey into video production and leveraging social selling video began. It would only be fitting to continue this story in Video. “Watch the Videos”

 

My Video Business Story Why I do Social Selling Video

In Lehman’s Terms, I learned the following about Video Marketing for Sales Performance.

  • Video Expedite The Sales Process
  • Video Builds Brand Awareness
  • Video Improves Customer Engagement
  • Using Social amplifies your Video Marketing Strategy.

Video Production can be simple, productive, fun and cost effective with numerous benefits. That is my story and I am sticking to it.

Why I do Social Selling Video

New Video Client Portfolio, Slideshare with Video meets social proof.

Video is a powerful tool and when leveraged with social networking sites  it amplifies your brand VISUALLY through digital social proof.  Effective visual presentations can inspire emotion, engagement and calls to action.

The next time you do a visual presentation make a strong effort to leverage social networking sites to promote and engage the conversation.  You will be surprised by the results.

In this case,  I used my blog, LinkedIn, Facebook, Twitter, Google Plus etc to distribute content but my main platform was SLIDESHARE and Video.

In Lehman’s Terms  Be Visible use Video,  Leverage Social

Be  a digital storyteller with video.

 

If you’re Sales Professional, Author, Speaker, Trainer, Small Businessss Owner, Entrepreneur, Athlete,  Let’s talk about video to create that social experience
  • Improve Customer Engagement
  • Build Brand Awareness
  • Generate More Sales

Video Event Recap Friendly Human Turns 5 at Atlanta Tech Village

As a video blogger, producer  and video talk host,  I am always looking for knowledge and insight on video.  Atlanta Tech Village does a great job hosting events.  I thought this would be  a great opportunity to network with the Team from  Friendly Human.  Friendly Human  is a video Production and Video Hosting Platform Company here in Atlanta.

Here is my video event recap on Friendly Human Celebrating their 5th year and new studio at Atlanta Tech Village

In Lehman’s Terms 

* Great event, free food and drink.  Glad to see the studio set up.

* I shot this video on my cell phone.  This is my first video blogging  production on The Samsung Galaxy S5

 

Mobile Video Production

Video Recap Atlanta Tech Village

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

Camera Ready The Presentation Side of Video Ebook Manoush Zomorodi

Camera Ready the presentation side of Video by Manoush Zomorodi is an excellent resource for improving your video presentation style on camera.  I highly recommend checking out Camera Ready Ebook and video superstar Manoush Zomorodi.  There are tons of tips and takeaways from this book.

 

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Gary Vaynerchuk Barter for Book Review Promotions #JJJRH

Video Barter for Gary Vaynerchuk

I am looking forward to reading and reviewing a copy of Gary Vaynerchuk’s latest Book “JAB, JAB, JAB RIGHT HOOK  HOW TO TELL YOUR STORY IN A NOISY, SOCIAL WORLD”.

BarterGary

 

I am offering Gary three promotions in exchange for three free copies of his book.  I plan to do a video book review of JAB. Mention his Book on my online radio station TheBeatdropsRadio.COM and do a boxing parody promotional video featuring his book.

MY Video Barter for Gary Vaynerchuk

My objective is to leverage social channels primarily video to cross promote more brand awareness for Gary’s Book. Share his story and his message in this noisy social world.

Gary, I am ready to Barter and Bring The Noise. In Lehman’s Terms. Let’s share, collaborate and sell some books together.

Video Barter for Gary V

Social Selling Video Spotlight Jeff Molander’s Video

Social Selling Video Spotlight Jeff Molander

Today I want to spotlight Jeff Molander’s Video.  I selected this video based on content and message.  Jeff Molander is a social media sales consultant and speaker.  I love his take on selling social media past the customer engagement process making social media sell for you.

The goal is leveraging customer engagement to generate sales results.  Provide customers enough value to provoke thought and respond.   The engagement process is just the first step.  Watch the video by Jeff and you will be able to visualize this.  Jeff ‘s take is spot on and he gets the video engagement process responding to video comments on his YouTube Channel.  Nice work Jeff bringing value and being a thought leader.

 

 

molanderCC

 

 

 

 

 

 

 

 

To put it to you in Lehman’s Terms sharing thought provoking video like Jeff’s brings content value to the sales and social media community.  As a brand ambassador for video engagement, I am always seeking out great video resources to learn from.  Let’s put the social back in video, share, learn and develop.

Coming Soon The Return of Social Selling TV Season Two

The return of Social Selling TV. What’s new for Season two, more clips, more interviews more interactive training.

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

Social Selling meets video for customer engagement.

Video training with Brand Ambassador Doug Lehman

Season One  What is Social Selling TV and  Why use Social Selling?

Atlanta Video Spotlight Women Interactive Creative Technology Festival

 

 

 

Atlanta I am looking forward this event taking place October 12 and 13. Lehman’s Terms of Business will be on hand to capture event video testimonials showing the essence of experiential marketing.  Stay tuned as I will provide a recap blog post as well.

 

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.

Get Social With Video Presentation

Here is my recent presentation I did for the Get Social with Me Marketing Speaking Team. I had great time speaking on the topic of putting the social in your video.  This presentation is now available on Slideshare.

 

How to use Social Video to Engage your customers, fans and audience. Social Media and video promotions with branding advocate Doug Lehman. August 25, 2012 Presentation with the Get Social with Me Team

EZ Video Guy using Web Video to share the knowledge “7 People 7 Tips” Social Group Video

Today I want to showcase The EZ Video Guy aka Randy Barnes. Randy does a great job showcasing video engagement tips and one the best storytelling video promoters out there. I was lucky enough to be mentioned in one his video tip clips below.

7 Web Video Tips From 7 Web Video Pros

Great Job Randy. Checkout his videos on Youtube, Facebook and his websites rbarnes.com and The EZ Video Guy.

Thanks again Randy.  It was great to be mentioned with some of the best video trainers and talent out there like  Desiree Peeples, Amani Channel,  Lou Bartone,  John Lawson “ColderIce”, Mike Mueller. To put it in Lehman’s Terms, Randy does an awesome job putting together a true GROUP SOCIAL VIDEO CLIP. This video clip was truly authentic none of the experts rehearsed their tips, one take one shot, seven spontaneous tips real people, real talk video.

Randy was also kind enough to provide me feedback on my own welcome video clip using the power of video response. Watch the video and stay tuned to the end for a creative special tip.

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

Socialnomics Video Book Review

I just completed a video book review of Erik Qualman’s book Socialnomics: How Social Media Transforms the Way We Live and Do Business. I consider this book to be a foundation and playbook for Social Media Business Case Studies. We have all seen his video series “Social Media Revolution” Socialnomics is an extension of this in print. Erik really showcases the impact of social media and how it be used to leverage business.

I can honestly say this book has a direct impact on my own passion for social media social selling and customer video engagement. The shift in social media has changed the landscape on how we conduct business, listen and respond to our customers. We now live in new world, a social media revolution. This book is a tremendous resource and playbook for understanding this from a business perspective. Is social media a fad, you must be mad, read this book in you will be hooked.

Checkout out Erik’s website http://www.socialnomics.net/ Social media trends are evolving and updates for this book can be found on this website. More on Erik and my video review watch the videos below on my Yubby Channel “Socialnomics Video Reviews – Social Media Revolution.” A video book review for Amazon.com will be posted in a few days.

Social Video Selling with Nan Ross Replay

Listen to internet radio with Nan Ross on Blog Talk Radio

Had a great time today with Nan Ross discussing the power of social video for customer engagement. Checkout the audio replay.

Talking Social Video Engagement with Nan Ross

On Wednesday, April 20. I will have the pleasure of being a guest on blog talk radio with Nan Ross, “Social Media with Nan Ross” We will discuss the topics of social video for customer engagement.

Topic Questions:
Why is video is an awesome media to engage customer and audience
Types of engagement videos for businesses
Simple tips and strategies on how to leverage customer engagement VSEO
What makes a compelling and engaging video.
Examples and case studies “Amazon” “Video Testimonials”

http://www.blogtalkradio.com/nanross

Please Tune-in to “Social Media with Nan Ross”
Show Page Link: http://budurl.com/SocialVideoSelling
Show Date: April 20, 2011
Show Time: 2:00 pm – 2:30 pm Eastern, 1:00 pm Central, 11:00 am Pacific

Social Video Selling Webinar Round Two April 12

Back by popular demand or something like that. I am very fortunate to do another complimentary webinar hosted by Talent Builders Inc. and Barb Giamanco. I look forward to speaking on the topic of using social video for enhancing your social selling process, leveraging the power of video for client engagement. We had great time doing the last webinar back on February 24 and now we are scheduled to do it again on April 12 at 10:00am EST.

April 12 at 10-11am EST Register Here 1 hour webinar

https://www2.gotomeeting.com/register/521010699
One of the questions, I get asked is how can I do a visual presentation without video. I will be providing examples on how to do this. I just started using a product called GoAnimate, an animation software program. Checkout out my quick promotional video for this upcoming webinar. Just having a little fun with cartoon animations.

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