How NOT to Market on Facebook

February 25th, 2020

How NOT to Market on FacebookI regularly receive friend requests on Facebook. Most of them I ignore. (And many I report for being spam.)

But if the person sending the request has a lot of friends in common with me—say a hundred or so—I’ll usually accept the request, because that person is typically also a professional speaker or trainer. (Many times I have met and formed a friendship with another speaker online and later met them in real life.)

So when I accepted a friend request from such a person a couple days after my birthday, I didn’t give it much thought. Until I received a Facebook message from her shortly thereafter:

Happy birthday Don.

How are you?

Trust that you had a great Christmas?

Because it was your special day I would like to send you a free sample of our Anti aging Age I Q night cream or our Prolistic lotion and Probiotic powder plus Vitamins for the winter.

Please let me know what’s your preference, also please send me your email and home address.

Have a fantastic day

This was immediately followed by a second message:

You are welcome. Please watch this video before you start using the products. I will check back with you on Sunday to see whst (sic) you like best.

Both messages were accompanied by links to product videos by the multi-level marketing company she represents.

Now, I’m not opposed to direct marketing companies. (In fact, I’ve done sales training for several.) And I’m not opposed to marketing on Facebook. (It’s a proven marketing strategy.) However, this is not the correct way to do either.

When your first communication to a new connection on Facebook—or LinkedIn or Instagram or any other platform—is a marketing missive, it sends the message that you don’t care about them as a person at all. You just wanted another prospect in your pipeline. That sours the relationship before it even has a chance to begin. For all intents and purposes, it’s spam.

Efforts like this not only won’t increase your sales, they can result in your account being blocked, reported, and even suspended or banned.

If you’re going to market on Facebook—or any other social media platform—learn to do it the right way. Read a book, take an online course, attend a seminar, hire a consultant. (A great place to start is with my friend, Andrea Vahl—one of the world’s leading Facebook marketing experts.)

And always hold yourself—as well as your employees, partners, and yes, independent representatives—to the highest ethical standards. Failure to do so will hurt your company’s reputation and sales.

Facebook is one of the most powerful marketing tools ever created. Just remember that like any other tool, it can be used correctly and incorrectly. And using any tool incorrectly can be dangerous. Don’t risk damaging your brand—learn the proper way to handle your tools before using them.

Eight Ways to Boost Your Confidence

February 18th, 2020

Eight Ways to Boost Your ConfidenceStudy after study has found that the #1 buying factor is confidence. More than anything else, people choose the brand, the product, and the salesperson they have the most confidence in.

Which is why it’s so critical for you to be confident when interacting with prospects: Because confidence is contagious. The more confident you are, the more confident they will be.

Want to boost your confidence? Here are eight ways.

1. Study your products
Know them inside and out. How they’re made, where they’re made, what they’re made from. Every feature, every benefit, every color, every option. Every size, shape, and quantity. Both they’re strengths and their weaknesses.

2. Study your company
Get familiar with every part of the operation. Know the history, the mission, the values. What’s your brand promise? What’s your USP (Unique Selling Proposition)?

3. Study your competitors
Know their products, services, differentiators, strengths, and weaknesses as well as they do.

4. Review testimonials
Not just the testimonials you have received personally, but all the testimonials your company, products, and services have received. Scope out Yelp, Google, TripAdvisor, Amazon, and other review sites. Read, collect, and re-read all those positive reviews.

5. Review past successes
All too often we forget our own track record. So remind yourself how awesome you are. How have you helped other people in the past? What problems have you solved? What challenges have you overcome? What competitions have you won?

6. Make a list
Grab a sheet of paper or open a document on your computer, tablet, or phone. Then write down all the reason you have to be confident. Your list might include your education, your attitude, your skills, your company, your aforementioned track record, your team, your personality, and/or your length, breadth, or depth of experience.

7. Ask for feedback from your boss
Whether your boss is a sales manager, a general manager, or an owner, ask them for feedback periodically. Specifically, you want to ask them for two kinds of feedback: positive and constructive. The positive feedback will help fuel your confidence. The constructive feedback with enable you to get even better.

8. Constantly hone your sales skills
Every time you learn or improve a sales-related skill, your confidence increases. So always be reading blog posts and books, listening to podcasts and audio programs, watching videos and webinars, and attending conferences and workshops. A major reason the best salespeople are so good at what they do, is that they know how good they are at what they do.

Whether it’s your first day in sales or you’ve got thirty years under your belt, everyone can use a confidence boost. Print out this list and use it to pump up your confidence on a regular basis. It will show in your face, your voice, your posture, and your sales.