Jen Lee Reeves

Jen Lee Reeves

One thing that’s unmistakably true about social media is that you can spot a poser from a mile away.  If your company is involved in social media or just now considering it, this interview could be the difference between social embarrassment and rock stardom for you.

Jen Reeves was the first person in Columbia on Twitter.  She’s a self-admitted early adopter of technology and was using Facebook before it was “cool”.  As the new media director at KOMU 8 and Associate Professor of Radio-Television Journalism at the University of Missouri, Jen knows the rules of the social media game.

Listen in as Jen, Jamie Stephens, and myself hash this stuff out for you:

  • How to play (and how not to play) in the social media sandbox
  • The 1st thing any company should do before getting involved in social media
  • When to use “mind casting” vs. “life casting” and a spicy mix of other strategies for social updates
  • Jen’s rules for “friending” people on Facebook
  • The single most powerful function of Twitter that Facebook can’t even hold a candle to….are you using it?
  • Privacy concerns: the Google-ability of Twitter vs. Facebook and how it affects your brand & your personal life
  • A host of resources for making Twitter and Facebook easier and more trackable

This interview is Social media 101…possibly even 102, & 103!

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    It’s easier than ever to reach a large audience.

    But it’s harder than ever to really connect with them…at least that’s true if you’re playing by the “old rules” of business and advertising.

    Are you ready for the future?

      tony-header

      Tony shares his story of growing SoccerPro.com from a small, local brick and mortar to a powerhouse soccer specialty retailer online.  We also shared a few internet marketing secrets…DON”T tell anyone. :-)

      Discover in this interview:

    • Untapped marketing resources…in you’re own backyard.  How to find local help.
    • Why “Re-invention” is a necessary process for succeeding online
    • The #1 obstacle that will kill all your marketing efforts (and you’re business growth)
    • 2 most important considerations when choosing website software
    • A sneaky (and ethical) promotional trick to outrank your competitor’s in Google
    • Social Media Marketing – One highly effective strategy for local businesses
    • Listen to This Interview Now:

      Podcast: Download – Right Click & Save As

        My buddy Tim Worstell (a.k.a. T-Dog) asked me a great question:

        Question:  What are the 1, 2, 3 steps of selling something online?

        The hardest part of internet marketing is NOT THE INTERNET!

        The internet and all its’ tools are really not that complicated.  Trust me, if it were I wouldn’t do it.  I regularly talk to business owners that have built businesses and products far more complicated that anything I do online.

        The answer to Tim’s question has little to do with the internet…and it applies to any business that sells stuff.   And that would be everyone.

        Answer: Step 1 to selling anything (especially online) is to first get inside the head of your customer.

        Work backwards. Begin with the end in mind.

        There…lesson’s over.  That will be $10,000.  I accept Paypal. :-)

        Seriously though, getting inside the human psyche and pinpointing what makes your customer buy is THE SINGLE hardest part of selling anything…online or offline.

        Even with methods of selling online like search engine marketing where the prospect has told you what they want before coming to your site, finding accurate answers to these questions has a direct benefit to your marketing efforts.

        Every Good Marketer Has This in Their Tool Belt

        Every good marketer has a list of their favorite questions to identify their “ideal prospect”, or to weed out tire kickers.  One such list I acquired from John Paul Mendocha (a.k.a. Dr. Speed Selling) is The 5 Power Disqualifiers.

        Today I came up with the list of questions below when planning out  a social media strategy.  I think they apply to all forms of marketing.

        If you don’t know…or

        If you haven’t asked the questions below (and others like them) you can still have a successful business.  But it’s WAY, WAY harder…like pumping water uphill vs. letting gravity move it down.  And, you’ll be leaving money on the table.

        Don’t you prefer easy? Then get inside your customer’s head.

        Answer These About Your Customer Before Going Online

        This is not intended to be an exhaustive list.  Just a place to start.  Each question gives unique insight into your ideal customer’s psyche and how to connect with them.

        1. Are they a doer, or a delegator?
        2. Who or what is their primary enemy?
        3. What do they believe about time? I.e. what do they consider a waste of time? A good use of time?
        4. What are their primary interests? Secondary interests?
        5. What personality types do they find attractive? repelling?
        6. Who or what is the thorn in their side, providing frequent aggravation?
        7. Who or what is their greatest source of influence?
        8. What are they an expert at? What do they want to be an expert at, but aren’t yet?
        9. Where do they enjoy spending their money? I.e. is your offer a painful spend or a pleasurable one?
        10. What does it take to get them up early in the morning (if they’re not a morning person)?

        NOTICE – all of these relate to pleasure and pain.

        What questions would you add to the list?  Please make a comment below.

          I snagged these 5 questions from a brilliant marketer I met at a conference in Vegas.  His name was John Paul Mendocha (a.k.a. Dr. Speed Selling) and he’s legendary for taking companies that are bleeding at the neck and turning them around…FAST!

          John often shares the questions that he calls the “5 power disqualifiers” of selling.  And as he explains, they’re applicable to any marketing or selling environment.

          Willing to try it for yourself?

          See if these don’t apply to your business or marketing challenge.

          If ONE of these is true…they AIN’T BUYIN’! (And ain’t is a word. I looked it up).

          1. They don’t have the money
          2. They don’t buy into your unique selling proposition (USP).   I.e. your big benefit statement.
          3. They don’t have a bleeding neck.  I.e. no sense of urgency.
          4. They’re not the decision maker.
          5. Your offer doesn’t fit into their overall plans.

          Asking these questions will keep you from wasting your time on tire-kickers…unless you’re into tire-kickers of course.

          Not tryin’ to tell you how to run your biz.  :-)

            DavidBowieMugshotThe short answer is you steal market share.  And..it’s not illegal!

            How do you do that?  Glad you asked.

            First, I want to say with complete transparency that I am one of the world’s worst salesman.

            I took a short career hiatus to sell mortgages (actually…ATTEMPTED to sell mortgages). My family darn-near starved.  I made like $2500 in 6 months.  A colleague actually said to me at one point:  “Hey – your performance is embarrassing to this company.”

            And…my in laws talked behind my back at family reunions about what had come over me (as in what was I smokin’).  TRUE STORY!

            So how is it that I’ve managed to grow sales demand at SoccerPro by 800% in an 18-month period?

            Well – because I suck at sales, and I like shortcuts, I decided to learn an internet marketing strategy that makes even the worst salesman HIGHLY, HIGHLY effective.

            It’s called “search marketing”. Search marketing puts you on the cool side of the 80/20 rule.

            IMAGINE THIS:

            You sell fresh squeezed lemonade in 32 oz. plastic containers.  Your prosepect walks into your store and says – “Excuse me, do you sell fresh squeezed lemonade in plastic containers?  Because I’m in a hurry and I could down 32 oz. right now.”

            Could not even the worst of salesman close that deal?  Of course they could!!!!!

            That, my friend, is search marketing.

            If you want to know more about how to measure search marketing demand, and some of the intricacies in doing so, I made this video for you.

            In this video, I unfold the basic principles of keyword research that I use to build search marketing campaigns. This 13-minute presentation is a crash course in using the Google Keyword tool, and understanding:

            • the search continuum and why it affects conversions
            • not all keywords are as they seem, how every letter matters…literally
            • which types of matching in Google’s keyword tool are pesky & misleading
            • two types of keyword research and when to use each

            NOTE: Video player opens in new window for larger viewing

            online-demand-still

              The Playing Field Has Been Leveled…
              The Gatekeepers Have Been Disarmed…
              The Internet Is Your New Sandbox…

                If you’re struggling with how to use the internet better, or even how to get started, Jamie Stephens and I talk candidly to help you find direction.

                In this interview you’ll discover:

              • The #1 obstacle to marketing online that’s been eliminated – why it’s never been easier for businesses to engage
              • The 6 biggest advantages of being online…3 of these quietly elude most small businesses
              • A new paradigm for taking action & why the internet is PERFECT for it
              • 4 of the most popular online revenue models & ways to leverage them
              • How the playing field has been leveled. Cool stories of “the little guy” making it big online!
              • Listen to This Interview Now:

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