I've just got off a team call where we talk about what we have done in the last week. Very informal, none of this "stand by the beds" stuff, but of course as it's a business call, we often talk about business.
One of the team did a presentation yesterday, the amazing thing (for me) as we come out of lock down was it was in an office and he actually stood up and presented to the Board of the this business.
No Zoom, they stood and presented. It feels such a long time ago, when we did that! I digress.
Social Media Has Changed How We Live and Work
At DLA Ignite a presentation will consist of some context, so research that shows the way that social media has changed the way we live and the way we work.
We are not saying things have changed, the figures from the research show how the world has changed. For example ...
We Have Transformed In Work and Play on Social
In this report by Simon Kemp he outlines the extent that social media has become part of our lives.
Linkedin have just announced there are now 706 million people on Linkedin.
How You Can Make a Difference?
We then talk about how you can make a difference.
Using ourselves as a case study, we show you what we do to "social sell". We don't advertise, we don't cold call and we don't send spam emails. We social sell.
We always point out that we are presenting to the Board of the business, through our own use of social.
Explaining with examples, of how we use social, is a great case study. Everybody who works for DLA Ignite has to be a "high water mark" of social. Why? Because if we are to stand up in front of your sales team and say "do this", it will be a short conversation if we are not exhibiting those behaviours.
(Somebody just launched a social selling business this week by sending an email. Would you really buy from a company that sold social selling, that didn't use social selling?)
What are Your Competitors Doing on Social?
Next we show how your competitors are using social. Everybody is interested in what their competitors are doing and we can show you an analysis of what your competitors are doing. Most of them are invisible to the digital customer, so this allows you to see the competitive advantage and revenue potential. If you move into the digital space, you are out maneuvering and out selling the competition, which is a good thing, right?
Who's Doing This? - Case Studies
We then walk you through the companies and the people that are doing this already. The actual $ the people have achieved.
I often write about BMW, while this is B2C it is a considered purchase and they use LinkedIn to generate leads. In November 2019, they got 28 pieces of inbound from Linkedin and converted 14 of them. Let's assume a BMW is $50,000, then that's an additional $700,000 of revenue for zero marketing spend.
My point being that even before Covid19 there was clear winners and losers.
We do have NDAs in place with all of our clients, as you can imagine this is a massive competitive advantage, but there are details, like the one above, we can share.
If anybody tells you there is no Return on Investment (ROI) from social selling, they don't know what they are talking about.
Next we talk about the opportunity and show a list of target accounts ... companies that you currently don't have relationships with, you could sell to with social and digital.
Target List and Accounts and People
In this meeting it ended up with us giving a presentation on Sales Navigator. Not a technical presentation, but focused on your business. Using certain search criteria, we pulled up a list of 800 people all of whom are possible target people / companies. They are all are people that could buy from you. It surprised this business, that they were not connected to any of the people. Again, this gives you some idea of the potential you have.
Where Do We Go From Here?
At the end of the meeting the MD stood up and thanked our person and said "We went into lockdown analogue, but we will come out of it digital".
Obviously at this point a company needs to decide how they implement this.
We think that having being do this for 4 years, we are no fly by night company, it gives us a great track record. We have a proven methodology and all our customers get results. The methodology is repeatable and predictable as to the results. We are giving people a life skill, so they and you get these results, forever.
And finally, it's all we do.
If you went for knee surgery and found the best knee surgeon in the world, then that would be perfect. If the knee surgeon said they were also a ini cab driver and a gardener. In fact, the longer the list of "services" he provides the more likely you won't use him. The same goes for your "full service marketing agency". I'm sorry, but they are not experts on social. But all you have to do is look at their social profiles and compare them with ours.
How We Experienced 10 years’ Worth of Digital Growth in Just Three Months
We all know the world has changed and the fact we have "experienced 10 years’ worth of digital growth in just three months" just proves you cannot be doing the same as you were, pre-covid.
You have to stand up in your organisation and tell people that things have to change. You need to raise as sales meetings, management meetings, leadership meetings and board meetings that you need to be social selling.
And you need help from a reputable company that understands change and is totally focused on getting results, though social, for it's clients.
I'm contactable here
“For the last twenty years, companies have been gradually transforming themselves with digital technologies to adapt to new realities of the Internet and mobile. You’ll often hear brands discussing their ‘digital transformation’ initiative. Digital transformation roadmaps could be anywhere from a year to ten years. Then COVID-19 hit.” From 2,569 companies that Twilio surveyed, 97% reported COVID-19 had sped up digital transformation — and 68% said it sped up by “a great deal.”