If you want to grow your business using social media, your personal brand is one of your most powerful assets
But here’s the catch: most people get it wrong from the very start
1. Start With Your “Why” — But Not the Obvious One
When someone asks, “What do you want to be known for?” the default answer is often, “Whatever my company does.”
And that’s mistake number one
Why? Because social media is about connection, not conversion
No one logs into LinkedIn hoping a stranger will pitch them a product
So when you show up and immediately start selling, you sound like everyone else they’re ignoring
Instead, anchor your personal brand in your purpose
What’s the problem you’re passionate about solving?
What conversations do you want to lead?
That’s where trust begins
2. Solve a Real Problem
Social media works best when you're useful: helping, informing, educating, or entertaining
Take one of our clients who sells HR software
Their sales team doesn’t show up shouting, “Buy our platform, we’re amazing!” That’s what their competitors do, and it doesn’t work
Instead, each salesperson chooses a problem to be known for: work-life balance, hybrid work, AI in recruitment
They start conversations
They share insights
They lead debates
They become known
And when buyers are ready to act, they know exactly who to turn to
3. Show Up Consistently
Yes, it takes time, but not as much as you think
Block out a few minutes a day
Be intentional
Be consistent
We help clients build simple content plans
We even provide daily content ideas by email or design digital territory strategies that map content to buyer journeys
(And yes, commenting on other people’s posts is part of the strategy too.)
This isn’t about being everywhere
It’s about showing up with value, every day
4. Choose the Right Platform
You don’t need to master every social platform
You just need to master one
If you're in B2B, that platform is LinkedIn
It's where your audience lives
It gives you reach, nurtures relationships, and enables conversions, all in one place
Trying to spread yourself too thin?
That’s a fast track to burnout and irrelevance
5. Be Authentically You
If you’re trying to fake it, people can tell
Authenticity cuts through the noise
Be yourself, curious, helpful, honest, encouraging
People don’t buy from avatars
They buy from humans who show up and add value without asking for anything in return
6. Humanize Your Business
Remember, people connect with people, not logos
What do you care about?
What do you do outside of work?
Who inspires you?
Who are you mentoring?
This isn’t fluff
It’s what helps people lean in and trust you
The more human you are, the more magnetic your brand becomes
So, What’s the ROI?
When sales professionals apply this approach:
Account Executives see up to a 30% reduction in sales cycles
SDRs are gaining on average one new ICP meeting per day
Teams achieve up to 20% revenue growth
That’s the power of a strategic personal brand, built with intention, grounded in value, supported by AI and fuelled by our proven, ISP-certified social selling methodology
If you’re ready to activate yours, let’s talk
What are our customers achieving by using our social selling methodology?
A measured average across our customers
For an AE, we can shorten sales cycles by 30%
And the average SDR will get 1 x ICP meeting a day
Which should increase your revenue by 20%
You can get these results by using our social selling methodology, that is certified by Institute of Sales Professionals (ISP)
"social selling techniques to influence buyers and changemakers - 2nd edition".
In this brand new edition, I have updated all the text, I have also got 15 practitioners, so people who are doing this already to explain how they are get (practical) business benefit. From the CEO that has been running a digital business for over 18 months to sales leaders and sales people who use social selling every day to drive revenue growth.
Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, DLA Ignite and more.
What does Mark Schaefer, Marketing guru think of the book "social selling - techniques to influence buyers and changemakers - 2nd edition"? watch the video here
It's available on Amazon worldwide. Link to Amazon.com here and Amazon.co.uk here.
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