The Secret Weapon of LinkedIn – The Email Loophole Explained

If you’re a telecom agent, VAR or MSP who uses LinkedIn for prospecting (which you should), I made this video just for you!

In this video, you’ll learn:

  • The loophole that will allow you to email practically anyone on LinkedIn
  • The Do’s and Don’ts of LinkedIn Groups
  • The top three calls to action for cold email prospecting on LinkedIn

Anything I missed? How do you use LinkedIn for prospecting? Leave me a comment below. Thanks!

Cloud Partners Presentation Slides, Worksheet and Answer to a Burning Question

Screen shot 2014-09-13 at 4.35.46 PM

Hey everyone,

It was great to meet you all last week in New Orleans at Cloud Partners!

As promised, you can download my presentation slides HERE.

You can also get the accompanying worksheet HERE. It’s a step-by-step guide on how to implement the principles I discussed, thus becoming a lead gen rockstar!

And you may recall that I was asked a question at the end about “cold” emailing on LinkedIn. I talked about some recent research that had been done by Vorsight and InsideSales.com about this very topic, but I could only remember two out of the three top responding emails. Here are all three:

1. “Point me in the right direction.” Send this email to the highest level person you can find. The gist is this: “I know you’re not who I should be speaking to, but could you tell me who is?” They are very likely to respond, and may even copy the person you do need to speak with. And you’re much more likely to get a response from the right person if it’s come down from the C-level. Pretty sneaky, huh? This is the one I couldn’t remember during Q&A.

2. “Meet our CEO/other executive at an upcoming conference or event.” This takes the pressure off selling yourself, and instead the focus is shifted to meeting the higher ups. If your company is growing and doing cool things, this is likely to get a greater response.

3. “Attend a free educational webinar.” Please note, this says educational, not sales pitch. Make sure the topic would be relevant to whoever you are emailing.

If you’d like to have the whitepaper that goes into more detail on this research, contact me and I’ll be happy to send it to you.

Hope you all had a great show and that this information is super helpful! Let me know if you have any questions. Thanks!

 

Newsjacking: It’s Not a Crime

It can often be difficult coming up with fresh topics to share on social media with your followers. You wonder, “What should I write about?” That is where newsjacking comes in. Angela Leavitt of Mojo Marketing discusses newsjacking, what it is, and how to use it to your benefit in building an audience for your brand. Leverage the conversations that are already happening—from local or national news outlets, your favorite news feed, etc.—and put your own unique spin on it to make it fit for your audience.

How I Gently and Inexpensively Annoy People into Buying from Us

Check out the transcription of a voicemail I received recently.

Hey Angela,
This is NAME with COMPANY. I keep seeing your face on every website I go to so I figured it was time for me to call you and get this thing done. We are very happy with the proposal and would like to get started with you. Give me a call back so we can get things rolling. Thanks.

How is he seeing my face on every website? How do we have the marketing budget to advertise on every website? What is he talking about?

Great questions.

The answer is Google Remarking, a program that allows you to “follow” people around the web after they visit your website.  The person who called me had visited our site at one point and the Google Remarketing code had tagged him as a prospect for us, placing a cookie on his browser. Then as he browsed other sites, Google knew to show him our ads.

google remarketing process

Why this program is so cool?

One of our Remarketing Ads

One of our Remarketing Ads

You can get REALLY targeted. If someone was already on your website, chances are they are a good prospect for you. You can stay top of mind by continuing to appear to those people.

You can set up different campaigns for different pages and different audiences. It’s most likely you have different audiences visiting your site, such as prospective clients and prospective partners or resellers. You can set up different campaigns and have them triggered based on the pages visited on your site. Pretty damn sneaky.

It’s hella cheap. It works a lot like Google AdWords, so you set your budget and criteria and it runs accordingly.

People can turn it off if it’s too annoying. There’s a little X in the corner of each ad that allows your targeted visitors to stop seeing your ads if they become too repetitive.

It’s the lowest cost branding activity I can think of. Everywhere I go, I hear the same message I received in that voicemail. “I see your face everywhere!” “Wow, you guys are all over the web!” And other statements to that effect. We are definitely making an impact on people’s mindshare, and it costs us very little.

It’s helping me CLOSE DEALS. In case you missed the main point of the message above, that call was from someone I had sent a proposal to. I’m not sure how many times I emailed and called to follow up, but the Remarketing campaign definitely helped seal the deal. We are now working with them and the experience has been great!

There is a catch…

A couple of  caveats:

  • You must be generating a decent amount of traffic to your site in the first place for this program to be effective.
  • There is a small amount of setup work required to create the remarketing account, get the appropriate code on your website, and create the ads.
  • The ads must follow prescribed specifications, so make sure you find a designer familiar with these campaigns.

I talk to companies every day who want to grow their brands, increase mindshare with their target audiences, and add to their bottom lines. To accomplish all those things at a low cost, Google Remarketing campaigns are a no-brainer.

Go Mobile or Go Home: Mobile Sharing Growth Reaches Ridiculous Levels

If you’re still stuck in your old-timey “desktop ways” of email marketing, web marketing and social media, allow me to gently smack you in the face with the following information:

According to ComScore,

  • Mobile platforms account for 60% of total digital media time spent, a shocking increase of 50% from one year ago. 
  • At 51%, mobile apps accounted for more than half of all digital media time spent in May. 
  • In Q2, sharing from smartphones and tablets grew more than 30%, while sharing from the desktop declined 5%.

Here are just a few snapshots of some information put together by ShareThis. For the whole enchilada, go here.

Its-Becoming-A-Mobile-World

On-Mobile-Tweets-and-Pins-Thrive

 

What’s the meaning behind these beautiful infographics?

  • Time to think (or re-think) ALL your mobile strategies.
  • Make sure ALL your content is mobile-friendly. This includes your website, emails, social media postings, etc.
  • Test, measure, and adjust. Some strategies work better on mobile than on desktop platforms and vice versa. Accurately testing and measuring will help you refine your tactics accordingly.

For the full report (and lots more pretty pictures), visit this page.

How LinkedIn’s Acquisition of Newsle Will Effect Your Reputation

shutterstock_172990391LinkedIn recently announced the acquisition of Newsle, a platform that alerts you whenever a contact is mentioned in the news or a blog you may find relevant. This is great news for B2B marketers, brand advocates and anyone trying to build their influence online (as in, YOU!).

Why is this great news?

It’s Tribe Time

You may have noticed that marketing has become “tribe-centric” in recent years.  Social media, blogging and other web marketing tactics have allowed “Common Joes” to become gurus, celebrities, and most importantly, influencers.

This move by LinkedIn will help to further that cause: now when you are quoted in a press release published by that sexy tech website, your LinkedIn audience will see it. When you’re interviewed at the industry trade show and the blog gets posted on the media team’s website, your LinkedIn audience will see it. Any time you’re mentioned online in a news or blog-y kind of way – you guessed it – your LinkedIn audience will see it.

The Spotlight Just Got Brighter

shutterstock_120608449The power of third party endorsements has never been thrown in our faces in such an eloquent way. We all know how potent testimonials are, but “the press” has significant more influence in establishing trust and authority in our minds. Now that press is being combined with the most powerful B2B social network, so the spotlight shining on those who are getting press just got a whole lot bigger and brighter.

What should you do with this information now that you’re enlightened? So glad you asked.

  • Create a constant stream of news from your business. Make sure to quote the people who act as “face of the company” in your press releases.
  • Get out there. Get interviewed. Have the interviewers post the content on their blogs.
  • Interview others. Post the interviews on your blog.
  • Make sure all of these things are visible to Google and the other search engines. As in, use the proper titles, title tags, meta descriptions, etc.

If you have any questions on this, feel free to leave a comment or shoot me an email.

 

The Shocking Ways that Execs are REALLY Making Buying Decisions

buying decisionsA fascinating study was recently published by B2B agency gyro and the Fortune Knowledge Group outlining some pretty shocking stats on how business execs are making decisions these days. It reminded me of conversations I have frequently with telecom and IT business owners.

Let’s get down to it:

  • 62% of business executives rely on “gut feeling” when making a decision
  • 70% say that company reputation is the most influential factor when making a decision
  • 53% say that company culture is also an important factor
  • 61% say human insights must precede hard analytics

Awww…doesn’t this information make you wanna snuggle? But seriously, what does this all mean?

Yes, the facts are still and always will be important. But effective marketers and sales people will stretch beyond the data and engage personally with business decision makers.

Are you like, popular?

The data supports the old adage that “People buy from people who they know, like and trust.”

Digesting this info and putting it to good use, here are some questions to consider for reaching decision makers:

  • How am I consistently bolstering my company’s reputation, on and offline?
  • How do I create “buzz” on a consistent basis?
  • How can my company become more trustworthy?
  • How can I foster my company’s culture and then share that culture with potential customers?
  • How can I engage with potential customers on an individual, more personalized basis?

In other words, get out of the numbers and into the hearts and minds of your potential clients. Anything I missed here? Feel free to leave me comments below.

 

 

Books that Changed Our Business: Jab, Jab, Jab, Right Hook

gary vaynerchuk jab jab jab right hook bookJab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World By: Gary Vaynerchuck

Gary Vaynerchuck, the self-described hardest working F-student in the world, revolutionized how wine was sold using social media and video.  Now he’s created the fastest-growing social media marketing agency in the world, working with both big and unknown brands.  This book is much more than an ivory tower social media babble book.  He uses actual case studies of brands that did social media right, and those that screwed it up.  Yes, he looks at B2B too.

His premise is that social media success is just like boxing.  You use setup “jabs” over and over on each platform by providing value–not self-promoting.  Only after you’ve set your audience up with enough jabs (valuable information), can you go with the knockout right hook (your own self promotion).   He’s BIG on using social media for storytelling.  Here are my favorite quotes from the book.

  1. “Great marketing is all about telling your story in such a way that it compels people to buy what you are selling.”
  2. “There is no sale without the story; no knockout without the setup.”
  3. “A story is at its best when it’s not intrusive, when it brings value to a platform’s consumers, and when it fits in as a natural step along the customer’s path to making a purchase.”
  4. “Your story needs to move people’s spirits and build their goodwill, so that when you finally do ask them to buy from you, they feel like you’ve given them so much it would be almost rude to refuse.”
  5. “Creating content that allows us to share our experiences, thoughts, and ideas in real time is becoming an intrinsic part of life in the twenty-first century.”

Check out the book here. (We have no affiliation to Gary Vaynerchuck):

http://www.amazon.com/Jab-Right-Hook-Story-Social/dp/006227306X

Books that Changed Our Business: Buyology by Martin Lindstrom

BUYOLOGYIf you’re fascinated with how our brains function and, more importantly, how they aid us (and your potential customers) in buying decisions, this is the book for you. Science and marketing have finally intersected in a meaningful way, as this book discovers various studies involving studying brain activity during marketing experiments.

Some of the key take-aways for me were:

Focus groups and other similar “market research” activities are practically worthless. People may think they are expressing their true opinions, but the brain activity research suggests otherwise.

Sex doesn’t sell! It’s true…when used improperly, it actually distracts from the message and causes more damage than good. So what sells? The controversy created by sex (or whatever else.) Think Miley Cyrus. The uproar she caused earlier this year got everyone talking about her. And the result? Record-breaking sales and video views. The lesson here? To break through the noise, you must be a little controversial and polarizing. It takes balls to do it, but it works. Other brands that have used this technique: Apple, Virgin, Calvin Klein, American Apparel.

The most effective marketing campaigns touch on our fears but offer a solution. This ties into the most primitive part of our brains—the part that wants to escape pain and seek pleasure. Be careful though: too much fear evoking will have a negative effect. It’s all about the balance between presenting the fear and offering the escape method.

Books That Changed Our Business: Pitch Anything

pitch anythingHere at Mojo, we’re all massive nerds…oops! I meant to say avid readers. And we don’t just read – we like to implement the cool stuff that we learn from the super smart authors. Our business has dramatically changed due to our love of reading.

This month’s book is “Pitch Anything” by Oren Klaff. If you’re in sales and you haven’t read this book, I’d recommend you get it and read it in its entirety before doing another sales presentation. The techniques outlined in this book are really powerful.

What you’ll learn:

  • Why people REALLY buy – the science behind how our brains work and how you can use it to your advantage
  • Frame control – how it applies to every sales situation and how you can overcome any “frame” you encounter
  • A very specific methodology that effectively get sales from start to close.

You can buy it here: http://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/00…

P.S. We’re thinking of starting a “book club” where we would go into more depth on the books we’re reading via webinar or video conference. Cool idea or crazy idea? Let us know.