Facebook has a great way to increase sales and it doesn’t cost you a cent. You can easily create offers on your Facebook page, Facebook handles the rest. Example you can post a 50% discount on a product, add restrictions and even limit the number of people that claim the discount. Facebook handles the rest. Click here to watch a video and learn more.
If you want your conversations to have a real impact, you need to simplify your message.
I recently read a study that confirmed my suspicion that most people don’t remember what we present to them in a sales call. The data suggested that the average buyer in a meeting will only remember one thing–one!–a week after your meeting.
Oh, and by the way: You don’t get to choose what that one thing is. Sigh.
So what have sales professionals done about this? They have worked on “honing the message,” developing a “compelling unique advantage” and, of course, the ultimate silver bullet: a surefire elevator pitch.
But here’s what you’re fighting: A world cluttered with information, schedules, packed with more meetings and work than a person can handle. A decision-making process with more people involved in every choice–many of whom know little about your product or service. No wonder so little is remembered; often your audience doesn’t even understand much about what you’re offering.
What Kids Want to Know
I have a 9-year-old daughter with spring freckles, long brown hair and blue eyes the size of silver dollars. She asks the kinds of questions that on the surface seem so simple:
- Daddy, what do you do?
- Why do people decide to hire you?
- Why don’t they hire somebody else or do it themselves?
One of the great things about 9-year-olds: Like many buyers these days, they lack context. Any answer that you provide has to be in a language that they can understand.
What does a procurement specialist know about what you sell–or the IT person, or the finance person? The challenge is this: Can you answer the three questions my 9-year-old asked, for your own business?
Hint: There are right and wrong answers for both.
Daddy, What Do You Do?
- Right answer: “I help companies to grow really fast by teaching them how to sell bigger companies much larger orders.”
- Wrong answer: “Our company helps develop inside of our clients a replicable and scalable process for them to land large accounts.”
Why Do People Decide to Hire You?
- Right answer: “We have helped lots of companies do this before, so we are really good at it as long as they are the right type of companies.”
- Wrong answer: “We have a proven process for implementation that allows organizations to tailor the model to their market, business offering and company’s growth goals.”
Why Don’t They Do It Themselves?
- Right answer: “Just like when you learned to play the piano: Mommy and I could teach a little, but we don’t know as much as your teacher, and teaching you ourselves would take a long time and be very frustrating. Daddy is a really good teacher of how to make bigger sales, and people want to learn how to do this as fast as they can.”
- Wrong answer: “We are the foremost expert in this field with over $5 billion in business that our clients have closed using this system. Usually our clients have tried a number of things on their own before we work together and have wanted outside help to get better results.”
In these cases, both answers are accurate, but that doesn’t make them right. In a world in which more decisions are made with less information and context, our responsibility is to get to as clear and memorable an answer as possible for all of the buyers to understand.
We have all heard of horror stories about personal Facebook postings. But this is serious.
Facebook “likes” can possibly get you fired, and if you take your employer to court over the punishment you may have an uphill legal battle.
That’s what several plaintiffs found when they took the matter to the U.S. District Court for Eastern Virginia. Click here for full story.
I was so excited to experiment with the new large timeline photo. Here’s something we did for one of our pro bono clients, Hope Water Foundation.
Now we learn that Facebook will be changing the size of the profile picture. Hmm, seems like they are following Google+ profiles which recently enlarged their photo.
Previously, a photo measured 130 x 125 pixels, overlaying a user’s Timeline Cover image. However, on April 26 Facebook’s profile images will be enlarged to 166 x 160 pixels. Guess we will need to resize the photo to work as a larger image.
Before we get to all that, keep this in mind:
The goal of a headline is to seize readers’ attention and convince them to continue
Facebook will be converting all Facebook business pages to the new Timeline look and feel at the end of March. Are you ready to take advantage of this huge change. Perhaps the most obvious change is the new larger timeline photo.
Timeline Cover photos size will be 850 px wide by 315 px tall. These images can be changed or updated as often as you like.
However, please not there are some Facebook rules governing this new image. According to Facebook, cover images may not contain:
- Price or purchase information, such as “60% off” or “Download it at our website”.
Contact information, such as web address, email, mailing address or other information intended for your Page’s About section.
References to user interface elements, such as Like or Share, or any other Facebook site features.
Calls to action, such as “Get it now” or “Tell your friends”.
I am still working on my new image.
Here some examples of how others have used the new size to project their identity.