Lessons

Lesson Info

Social Selling

Kim Garces in the house. And no, we didn't plan what we're wearing toe match up and I adore Kim. I met her at Social Media Marketing World When you know we had this. We had an online relationship first, like many you're having with each other with the live audience and everything Kim does resonates with me personally. We share the same family values, the same business values we have the same why we do what we dio and Kim and I were able to spend some time together here and sitting accident here in San Francisco. I wasn't sitting. We went for a power walk together before Nathan's course, and we've really been able to connect, and that's been super special. Like Total add on value to speaking here on stage for three days is to be with someone like Kim and Kim. Um knows Twitter like no one else I know, and I learned Twitter four years ago. You know, Twitter, to me is like at the time was like a new language. I sat down with Laura Fitton at Hub Spot. She wrote Twitter for Dummies book, and...

I'm like, What's the hash tag and what I needed on Twitter. So it really took me a good year to understand how to use it proficiently and to use it strategically and to use it for business. And it is absolutely a daily part of our content creation that we have queued up like you heard Morgan say everything systematized. I have 30 tweets going out every day. But I'm actively in there engaging every day as well. So I'm excited to bring came to the stage to really share with you how she has grown her Twitter following uses it every day and more importantly, celebrates her community the same way that I do so. Welcome, Kim Gars I love you. You Teoh Remember where the limelight iss How yours? Okay, I'm like I got Am I in the right spot? Beautiful. Alright. So I thought you I thought you'd enjoy the slide I took from here On your feet. I know you love quotes and you have such beautiful quotes and you share with me, like a couple times that this is what you believe in. So I'd love to talk about this point of social selling and then we can move into Twitter. Absolutely So as it relates the social selling, uh, on instagram or Twitter in general. I mean, you said to me, I really think selling is social, and I weight in that. Yeah, I do. Yeah, that we're better. I wasn't in the limelight. Um, but I personally think I said this Nathan show as well a Nathan ship with anything that, um, you know, we're all salespeople. We don't think we are. You know, we think we're in fact, I hear this all the time, but I'm not sells E But we all recommend things each and every day. If you go to a great restaurant or a movie, you tell people about it. And so, in my opinion, social, That's how we're going. I mean, people don't buy like they used to. They don't if you go, if you are going over to Amazon, for example, to buy a new vacuum cleaner. You look at the reviews, don't you? Do you know those people? No, we don't know those people, but we value what they have to say because they're somebody just like us. And on social today we're seeing so many people just talk about products and services or brands because they recommend them where they don't recommend them. So sometimes the negatives could be Justus impactful as the is the positives. Um, but I I personally think that the the advent of social and the connective ity that social has brought to our lives is going to impact the way people it already is impacting the way people by. It's not coming. It's here people, especially millennials, which I think I just want to throw this out there. Um, in, probably within five years. The millennial population is going to be about 70% of the buying population to wrap your head around that guy 70% of the mind population in about five years. So positioning yourself for where they are and they are on Instagram there on Twitter. Not so much on Facebook, but how did they buy? I have to millennials. They get on that phone, and that's how they buy. They see things on Instagram. They engage with brands on Twitter. It's all about the social engagement, and they pay attention to what other people are saying. So when somebody recommends something or somebody is touting somebody else's products and services, they pay attention to something like that. So we I think his business owners and more specifically, marketers because there is, we had as business owners, we have to market our business. It's not just about being a business owner and social is probably the best tool I have ever found to market our business right now, for the most part, it's free. I don't think it will always be free. I think we're going to get have to condition ourselves to the reality that all these platforms are gonna have to monetize at some point. You know, raise complain about Facebook right now because they're forcing us to pay to play. But ultimately, I think all social platforms, that is, they're gonna have to go that way. And you can't blame him there in business. They're just like us. So I mean, we've been used to the free, but ultimately I think we're gonna have We're gonna see that we're gonna have to pay to play on every platform. But until then, guys, get out there and run. All right. So let's focus the next 10 minutes on Twitter. Okay? I just opened up Kim's account. She has 209 de seven. I was in follow 0.5 followers on Twitter, and I want you to understand how long that took her to grow and how she's using it strategically, because it's pretty amazing. And you even share with me. Your son's friends ask you to tweet just so they can get more followers. They think I'm really cool, but I, uh for those who don't get Twitter or feel like they're not there or, um, you know, you don't want to be there. I was that person for four years. Well, probably a little more than four years ago. Um, I would go over to Twitter and try to catch a tweet, because that was when it would refresh. You know, those of you have been on Twitter for a while. You probably understand what I'm talking about, but I couldn't even read a tweet before it would refresh, and I'd be chasing it up the up the screen, so I was like, I don't get this. I don't understand. But I thought, Well, if I'm going to do this for a living, I have to figure out how to use Twitter. So I it was it was December the 23rd 2000 and 10 when I actively started saying, I have got Teoh wrap my head around Twitter and I started I built a strategy, paid attention to what other people that were successful on Twitter was doing. And I reverse engineered it until I came up with my own system that worked for me and, um and so I leveraged my content on Twitter Teoh a door openers to relationships. So when people engage with my content, I engage back. So I know many of you guys are probably the same people who, you know, share a lot of content, but they never talked to you. You know, you may share their content, but they don't They don't ever share your content or they don't ever talk to back to you. They don't say thank you or anything like of that nature. I'm pretty like hard core about believing that I need to do that. If somebody I want to honor some somebody's time, if they've shared my content or, you know we're engaging with me in any way, I went to try to engage back. Now I won't lie with 297. people. It's crazy these days. It was so much easier when it was just a you know, a few 1000 people anyway. But I do use Twitter list. I pay attention. You know, I make people that engage with me the most. I put them on a list and I try to make sure that I engage with them. But it doesn't really matter if you engage with me a lot or not. I still try toe use that opportunity to build a relationship because ultimately, in my opinion, social is all about community. It's not about just pushing your marketing message or, you know, you know, I use a variety of content. It's not just, you know about my business, it's about what my audience cares about. So I use a lot of inspiration, get a lot of engagement on inspiration, and then I just try to even you know what my company does and how we can help serve that community that we engage with. So that's essentially how I have leverage Twitter. Now I will tell you this, though. Guys, I've been online and owned an online business, and I'm seriously dating myself with this, But I've been online for 23 years, and, um, I have seen all kinds of marketing tools come and go. Banner ads paid to free. And I've never seen a traffic source like Twitter ever. I have built my fan base over the back of Twitter. I have built my INSTAGRAM account my following on instagram, which is over 52,006 or something. I think I know I should I cross cross leverage my platforms to share content and or, um, you know, drive traffic to other platforms. Twitter is my number one traffic source to my blawg. It's the number one traffic source to my fan page, and I would argue that it's I don't have any analytics for it, but I would say it's probably my number one traffic source to my instagram account. Um, I have a Google plus community as well that I have leveraged. I've grown my Google plus community off of the back of Twitter as well. It's a sales. I drive sales each and every day on Twitter. So you know, you say, Well, it's about building community, but we're in business guy s. So let's stop with this eso You build sales every day because you give so much value and I'm tweet were tweeting back and forth a lot. And you give so much and so that when you when you ask for when you take someone to an often that you might be selling a course or or even to a webinar that they want to sign up for, they're gonna go and follow you because they've seen that you've given so much free content, right? And you can even leverage free content as a za lead in to a sale. So getting people to spend that first dollar with you is the toughest. So if you can, you know, give something that's free like I have one of the things I'm actually giving here is that free e book. And at the bottom of the e book is, um is a lead in tow, a mini course that's like $9. So it's a very low cost item in a lot of people are willing to spend $9 that don't have a lot of experience with me. But you know, previous experience, they don't feel like that's a huge investment. And then if that is a great opportunity for them to learn from me, and they get a lot of value from that. They're more willing to spend more money with me so it's you can get free value that leads to a a low priced priced item that builds trust, builds trust and value because if it's if it's crap that that small piece of that you're selling for, you know, 77 to $9 then you're not going to get them to spend more money with you. But if it is valuable to them and they've gotten a lot from it, they're gonna be much more likely to buy from you again. Absolutely. So we have about four more minutes with Kim on stage. So I would like to take a pause to see Sorry, I talk about No, but she's gonna be back on again, so just yet. So we just wanted to really focus about Twitter writing on Twitter right now. Questions coming online. It's lovely to have you back with Thanks for being with a medium saying, What are your top tweets that attracted your audience? And what are some of the top ways people discovered you had never heard of you before. Well, my top content pretty much on every social platform out there, is the inspiration and my own Twitter. Specifically, it's also my blood content. Twitter is very unique and that it is both social and it is content driven. You know, Facebook is different cause people aren't necessarily searching for content on Facebook. But twitter, they are. It's a new source. It's a resource they're looking for content through hashtags. Yes. Um oh is so Twitter is a little unusual and that it is, you know, it's a it's a resource for people. So my blood content and the inspiration that I share are probably my top content pieces as it relates to growth. You know, it's amazing that once you reach a certain level of followers, people share you because you're giving great value. And so I get a lot of organic followers each and every day, just purely because people are sharing my content, you know, they're retweet him. Um, my blood content there retweeting my inspirational quotes. So, you know, sharing great value based content is the best way, honestly to get new new followers. Stephan, I want you to move to the side. Seven conceit. Look at the freebie I put together. I love it from Megan. We also got a question came what was the hardest thing or hardest part for you about just getting started on Twitter, Um, figuring out how to leverage it because it moves so quickly. Like, what is it that is going Teoh? How you gonna catch people's attention? You know how to people engage with it. You know, if seeing how other people did great things with Twitter, I seriously, I just reversed, engineered some of the top people and saw what they did. And then I made a system created system for my guys need to reverse engineer her. Yeah, I feel free to guys, please feel free to Teoh Emulate anything. Ideo? Yes. So I want to bring to everyone's attention to this slide because Kim has created a freebie just for us here today. So make sure you take a screenshot, write that down and grab that freebie, and Kim is going to be back on stage after our next Google hang out. I don't share one last comment. Few came for you guys over there coming back for this but Kim nailed it. I've been trying to engage on Twitter, but so many people never comment back or retweeted. This has been group has been wary. One way communication. So thank you. I really welcome Kim's tips. And that's from MBW. Thank you, nb w guys. Seriously, if you want to engage if you want people engaging with you on Twitter, this is my last on Ali's Engage with other people. Talk to people. And that's the thing about instant to its engagement. If you would say one word, it's engaged. Engagement it actually. Engage, engage, engage, rinse and repeat. Hello, Thank you so much. Isn't it great? I could spend a lot. I learned a lot from Kim. I can spend all day with her. Um, so last Google hang out. Um, is coming up and it's with Kendall Covitz, and I'm super excited for you guys to meet Kendall. She is a holistic nutrition gal who teaches yoga. She's the epitome of beauty, inside and out. I love everything about Kendall, and I'm really excited for her to come on to really share how she's using Instagram personally, and also she's using it because she's collaborating as a guest poster for another brand. And we haven't really talked about this yet, so I know that she's going to give us all a lot of great insight. So please welcome Kendall Covitz. Okay. Okay. You look fabulous. Oh, thanks. I work color for you. Usually I'm in all blast. So, Kendall, you are you You're used to using industry Graham for your personal branding. Tell us about your instagram strategy. So for personal branding on my personal account, I tried Teoh have a, um My strategy is I look at the top three pictures and I try to always have them cover each base of what I dio. I tried my best. It doesn't always work out, but I try to listen to you as far as something food, something yoga, there's something more lifestyle. And so when you say lifestyle, what do you What do you specifically showing? Um, I'm showing my walks. My you know, anything fashion or being out in the city. I think that's a big part of who I am and how people go get to my blawg. Um, and why they follow me. So you're driving a lot of traffic to your blog's from Instagram as well. Yeah, absolutely. I see the most. Like everyone else. I see them most follow through from Instagram to my blogging and you know, you contract that. And once they're on your blog's, you're getting that email. So you're building your list? Yeah, I got one this week. So, um, I know it works. It's amazing. It's amazing when people can see your face and watch a short 32nd video and how they connect to you even more so than, um, some of the other. I don't take away from Twitter, but some of the other way. That's OK, So let's talk about this guest posting first. If you could explain what that actually is, and then you can talk about the company activewear USA that you are a guest poster for and what you've been doing to help them build their account. Sure, So I actually managed the active where USA account and we've been doing a series called Active Takeover using that hatch tag where some of our fit pros and ambassadors share their a life a day in the life of their what they're going through and what they're what they're eating and what they're doing and the fitness and what they're wearing. So we sell high end Axler, but we also have an online magazine. So this is really helpful for, um, again connecting on more than just were selling likings, but more so to the magazine and the great topics and showing the people that actually wear and live in our clothing. I'm looking at the account right now, so everyone should goto active where u s a. To find this account that Kendall is managing. Kendall, have you been managing it from the very beginning when they had zero followers? I have, um and it's it's going to continue to be a focus of ours right now. We are, um we were using re Graham to highlight we have over 100 top high end brands on our site. We hand pick each brand from under armour to we have is really and Brazilian brands on our site. So we really are particular with the activewear. So we're re graham ing some of the smaller companies, even on our on our page and highlighting who they are. And they're great photographs as well. Yeah, and I definitely see a lot of variety of posting that you're doing here. So you're you're showing the lifestyle of the product as much as you are showing, you know, health related to it. I mean, I see you. What if there's a lot of cute pitches of you here is well, so you, you the model for them as well? I since I have the log in, I'm tryingto post I live my life trying to be healthy and in their clothing, So it's very easy for me to throw something up s. So how long has it been? So this conversion rates actually quite good. 43 posts with 314 followers. I'm sure that's going to go up significantly from this. But what? How long has it been that you've been actively posting from them? Actively? I mean, maybe a few months and not law. Um, we kind of have this new energy with our instagram. Um, but we've seen amazing growth. The content that we put out was really great, because everyone wants to live a happy, healthy life. And that's what we're showcasing. Absolutely. I see that. So if you were going to give advice to viewers here today wanting to find people to guess post with. What would you say to them? Because I'm sure a lot of people are thinking I want to be, um, you know, you know, I might want to be guest posting for somebody else's account. What is it? What does it need to do that? Sure. So, like, we're always looking for great people to post on our account for an active takeover. You can become a fit pro on our site, and you get 20% off all merchandise for life becoming a pro. So there's all these benefits and and if you connect, you know we'd be happy to do it. So I would suggest looking at brands that you think they you fit in with and that your pictures air similar with and then reaching out to their account. It's very easy, you know, follow their length. There's always a link. If there's not, you probably don't want to connect to them. And that way you can connect and ask them. Can we trade or or something like that, or can I show my life? And to be honest, it helps marketing managers. When somebody comes to us and says, Let me show my pictures. It's one last day we have to worry about. So it's It's great. Yeah. So there's a great collaboration. I see Paul like, smiling and beaming at you because he is. Have you been watching Paul with his headstands and active lifestyle? We're gonna have to put every gram or put some of his post. Yeah, I actually want to ask you because I've noticed a couple of the other profiles that I follow. There's every once in a while, they'll have, ah, take over for a couple of days and they will announce it leading up to it saying, Hey, this person is gonna take over our account and start posting. And then, um But I want to ask you as somebody who's experienced in doing that, um, what kind of things do you, um, implement or keep in mind when you're doing that? Is it Is there any kind of relation that you ask for linking the two their account and yours or any theme? Yeah, that's great. So what? We try to have somebody posts like I'm taking overall, um, active where you would say I prefer all images. I like to have just on our site. So not if anything, they can repost on theirs. But original images for the first time on our site. Just something that I prefer to make it really genuine and unique and something different that they're offering. Tow us, Um, when I I like to talk to somebody on the phone or on Skype and just get a feel for what they want to put out there on just a true snapshot into your life, which is what Instagram created. So just making sure that we're aligned and that even if you do cross it or something that I might not connect with the songs, it sounds like some you when you're doing it, you're living it. You know, we're game. I'm going to contact you then. I just great anybody have questions? Are there any coming in? I think we're good people really loving this. So it's It's been a really great segment, but I think people really warming to candle some really good love sending you out there from the chatroom scandals. You Anything else from our guests here in the studio? Well, I'm just gonna ask a normal question. Um Kendall, are you utilizing geo tags as part of your strategies? And if so, what's the value that you're seeing it for? Your activewear account? Well, absolutely. So I use it for both accounts. It's so great to have an additional link, and Teoh be able to track it as well. I just used it for this. Um, I think the creative live team saw me take a selfie. And then I added the geo tag right now last night, we can have on, So I mean, I think we used it. Also, Teoh, if an individual piece of clothing, I can put that in the geo tag and it leads you to the exact pair of leggings rather than having to search which he will get lost. Doing so. That's another great benefit of using the Geo tag and using Instagram. It's visual stuff. Connect to the correct length for the extra 30 seconds. It takes definitely well. I love looking at your last post of you in the green room, waiting to get on the Google Hang out E it. Does anybody else have one more question Before we think about it? Kendall can't. It's been great having you with us. Thank you. Thank you. Thank you. Okay. Next she lives Eaten breeze, her brand. You know, she recently just started doing this for them. So it's it. It came out of her passion for Instagram. So Kendall saw so much success using Instagram personally and for her business. She does coach and teach. She coaches and helps people with their nutrition. And she also teaches yoga. So it's just like a perfect fit for her for an extra revenue source. So questions have come in sooner. I think. What? We're waiting for Nathan and Kim to come back on. Let's just run through some of them very, very quickly. This comes from Vissel. Do you have any thoughts? No clout and clout scores how you track them. I do not endorse that Or follow that, Or am I part of that? Some people really get caught up in their clout. Numbers. I will be very interested to hear what Nathan and came out to say about that. When they get on the stage, I It it just it doesn't make any sense to May. Maybe. I mean, maybe they'll have some to say. But you will. Yeah, Kim said she waved her hands. So I'm not the person asked that question to okay, to use Vine videos to share on Twitter Or do you shou d Do you share short videos on instagram? I used to use fine and then I discovered Instagram So Vine is no longer in my life. Sorry, I do share occasionally videos over to Twitter. Very really. I mostly keep those within Instagram and shared a Facebook if it's relevant. And so do you have any websites or any of your guests follow to keep up to date with all the latest tech and social media stuff? How do you keep ahead of the game? Oh, I subscribed to a lot of great blog's some that come in my inbox, and I do invest in going to amazing conferences. Kim, who's gonna be on stage soon, has a conference in Tampa called Social Boom. That's next week, and being at places with other great speakers is really how I stay on top of my game and learn from other people. Now, one thing that I think you touched on this yesterday, but a viewer has been told that you shouldn't be duplicating content between social media platforms. Do you have an opinion on that duplicating cross promoting? Well, it depends on what the content is that you're starting with an instagram. I don't suggest sharing everything over to Twitter and everything over to Facebook, as we have talked about earlier. I think if you keep some of the contact content special on Instagram, they'll come back for more of the same. I do think it's important to share out because that's how you're going to get some of those Facebook followers over that might not know you're there. Same with Twitter, but, um, I don't do it for every post. Now, bittersweet design is asking, Do you? We've talked a lot about APS in the last couple days of some of the really, really useful Do you think like or use something like Giant Square to make images larger? Okay, so I haven't used that, but I know Katherine's used it, and I know Daniel, who was one of the featured accounts, used it. Who's the photographer? I think he uses it beautifully. Toe highlight those photographs that he takes in the show up in each square, and then avocados shirt company if you guys all get on there and see what he did. He told us in photo shop, and then he shared it over the instagram, and it just takes its more of a statement. It just took up more real estate in the instagram feed. It was like putting together a puzzle, right? Catherine, do you have something to say real quick about how you've been using Giant? Um, I like using the giant app. I wanted toe make my feed consistent and I thought that might be a way to do it. The one problem I have with it is that it seems like if you don't have three in a row, it gets the puzzle off. So that's you need to be ready to create that giant, right? And so that was my only So I think if it's done well, it could be really strategic and different and unique. Did you have some people I don't use? Drink up. I just have for example, take panoramic photos and and photo shop will break it up into squares. And I'll do that and everyone smile, Put another one. So they're all alliance. So because if I add a new photo. It kind of bumps it and makes it a little skewed. So it's just another way to get creative with how you're posting so that you can stand out.