LinkedIn, Facebook, Twitter, Instagram, Periscope, and dozens of other social networks fill our email signatures and overwhelm our thoughts of getting involved in social media. When you include the blogs and discussion boards that seem relevant to our business, now we’re really over our heads. When I speak to sales professionals in the security space about utilizing social media, I typically hear something like: “I need to do it, but I don’t know where to start.”
This week we’re going to offer three strategies to help some of you get started, and refine the skill of those already taking advantage of this huge opportunity. Let’s dive right into Strategy #1…
Social Media Strategy #1 for Sales People: Select two networks and invest all of your social media time there.
Why did everyone know each other’s name at Cheers? Because they never went anywhere else! If Norm walked into any other bar in Boston, not one person would yell “Noorrrrm”. Don’t try to tackle every social media network out there – stick with two. Which two? Obviously, that’s up to you, but below are some ideas:
- LinkedIn is the most commonly used network for business people. I remember a phrase from years ago “the power of the Wall Street Journal” because of its large yet targeted audience. Today, it’s “the Power of LinkedIn”.
- Get engaged in a blog or discussion board that your customers read. Maybe it’s focused on a vertical market, or maybe it’s a general security discussion board focused on a geographical area. If you can’t find one, consider starting one – even if it’s a LinkedIn group.
- Check out IPVM.com. You have to pay for it, but it’s specific to security technology and will help you stay on top of much of the trending news in the industry – it’s worth the investment. There are also some very good online training classes at IPVM (at additional fees).
- For now, avoid the more personal ones like Facebook.
- If you want a hybrid for personal and business, check out Twitter. I recommend Twitter because its users are obsessive about Twitter. Although few in the security industry, If you find a prospect that is a Tweeter, you’ll be able to get their attention much quicker there than anywhere else.
Whatever you do, select two and focus on them. What do you do once you decide on your two? Read our post on Wednesday.
