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The Number One Thing You Must Do Before You Begin Writing

pencil blank paper

There’s a widespread misconception about writing that needs to be cleared up. We read a captivating blog, spot a witty billboard or receive a thought provoking direct mail piece and assume that some very talented writer sat down, opened their mind and let the words flow onto the paper. Done! The perfect content was crafted in a moment of sheer inspiration. Unfortunately this writing fantasy rarely exists in the real world. Instead, inspiration must be paired with strategy and a great deal of pre-planning before fingers ever hit the keyboard.

Oh it’s tempting to dive right in. Feeling a rush of creativity, you figure the smartest thing you can do is to get it all out while you have it. I’ve tried this myself. Still, all I’m really left with is a disorganized doodle of words and phrases that, while they sound great independently, require as much time and editing to string together as if I were to just write a new article from scratch.

I’ve since realized there’s one thing I must always do before I begin writing. I don’t write the introduction, craft a title or pick out a piece of accompanying clip art before I’ve answered just one question…

What effect do I want to produce on my readers?

This is more specific than how it reads, so let me explain a bit further. Every great piece of writing evokes some type of emotion – hope, joy, fear, excitement, doubt, anger, trust, curiosity and the list goes on and on. After pondering this, I promise you that you will analyze what you read the rest of today more critically. And you’ll find that it’s true. Effective content centers on emotion. What you must determine before you begin writing is exactly what emotion from your readers will be of most value to you and the purpose of your writing.

One of the forefathers of professional copywriting, Robert Collier, says it like this. “Before you put pen to paper, before you ring for your stenographer, decide in your own mind what effect you want to produce on your reader — what feeling you must arouse in him.”

Create a Magnetic Headline

Once you’ve selected your desired emotion, every other component of your writing will work to emphasize it. A big one is your title. This should be carefully crafted to be emotionally charged. Aim to create a magnetic headline that readers can’t pass up. Check out the one I chose here, “The Number One Thing You Must Do Before You Begin Writing.” As the reader, this plays to my insecurity of always striving to be a better writer. I wouldn’t dare miss out on learning the one thing I “must” do before I write. It evokes an emotion that is strong enough to drive me to read on. This leads to another important point…

Select the Strongest Emotion

You want to choose the strongest (relevant) emotion that will make your readers act. My example of insecurity is a powerful emotion that identifies a reader’s weakness and leads them to seek a solution – which your writing should provide. Less influential emotions like empathy or contentment won’t create the same urgency for action. If using a negative emotion, you must make your readers feel uncomfortable enough to want to change something. If using a positive emotion, you must tempt readers with a benefit so life-changing that they can’t pass it up.

Avoid Scare Tactics

Emotions lead us to act, but if too strong, can also turn us off. What may appear to be just words on paper actually hold the power to draw us in to a new reality (talk to any Harry Potter fan), so use with care. When selecting a strong emotion, don’t overly dramatize your writing. Scare tactics and overwhelming sadness can make readers uncomfortable enough not that they’ll act to resolve the emotion, but that they’ll shut down and tune out. One classic example of this in video form is the ASPCA’s “Arms of the Angel” commercial. It’s been spoofed many times over because I don’t think anyone can watch the whole thing without turning it off or crying so hard you can’t see the phone number to call to make a donation. While it certainly evokes a strong emotion, it’s overpowering to the point of becoming less effective than some of their newer, toned-down commercials you’ll see on TV now.

Remember, when it comes to incorporating emotions in your writing, a little goes a long way. First select the strongest, most relevant emotion that will compliment and promote your message. Then, center all other aspects of your writing, like creating a magnetic headline, on this emotion. The end result will be content that is organized, creative and effective – from start to finish!

How do you determine the effect you want to produce on your reader before you begin writing? Share your thoughts and ideas by commenting below!

 
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Posted by on April 14, 2014 in Business & Success

 

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Dealing with the Pain Points: The right way to identify your customers’ needs

pain pointsIn my line of work, I’m often brought on board to deal with pain. Let me clarify this a bit further. I help my clients identify the pain points of their business as it pertains to communication. I also help them identify the pain points of their target audience so we know how to better connect with them. And even with years of experience now under my belt, this task has become no easier than the very first time I learned about the abstract concept of pain points – mostly due to the fact that every client is different, and so is their pain.

Uncovering a client or customer’s pain points shouldn’t inflict them with more pain. Which is why we can’t overlook the fact there are right ways – and some very wrong ways – to go about this process. I’m willing to bet many of you have been subjected to the wrong way at least once, even if you didn’t realize it at the time. This is the salesperson who tells YOU what your pain is, before really getting to know you or your needs. This is the business advisor who offers no insight and simply asks you to tell him what your biggest pain points are as he jots them down with a nod and smile.

So what’s the right way to identify your customers’ needs? Here are four snippets of wisdom I’ve compiled after talking with fellow communications professionals and business owners. Across the board, these are the key concepts you need to keep in mind whether you’re identifying your own pain points or the pain points of your target audience.

Make it a discussion

Clients and customers just want to be heard, especially when it comes to understanding their greatest pains. Don’t walk into a meeting with a list of predetermined pain points to sell them. Instead, start a conversation. Get to know more about them, their business and their needs. As the conversation progresses, you’ll gain a better understanding of the pain points they share with fellow businesses in the industry as well as pain points that are completely unique to them.

In an effort to start a discussion, don’t go to the other extreme of making them do all the talking either. Sure, ask questions, but don’t drop a bomb like “What are all your biggest pain points right now?” First, you can’t assume your client even really knows what a pain point is. Second, you’re likely to turn a nice conversation into an interrogation with a loaded question like that. Let them talk and then offer insight. You know, like a dialogue?

Share your experience

Once you’ve started a pleasant discussion and gained a foundation for understanding their needs, it’s time to offer some valuable input. Given things have progressed in the direction you anticipated, you can refer to some information you’ve prepared in advance. For example, this could be a slide or printout of what you have found to be common pain points within their industry – shared by other professionals with whom you’ve worked. Guide them with your experience, but acknowledge and respect the fact that every business is unique and so are their pains.

Peel back the onion

What many perceive to be their pain points is only the first layer. This is where your expertise becomes so valuable! Don’t take what your clients or customers identify as their pain points to be the final answer. Ask more questions to gain a deeper understanding and even challenge some of the points, if you feel necessary. Your goal should be to expand your clients’ understanding of their business’s needs or customers’ pains. You need to be the mirror that allows them to see their blind spots – this is where you add value to the process.

Keep it reasonable

Some strategies aim to amplify pain points and blow them out of proportion. I find that this comes across both dramatic and cheesy – and at the end of the day, makes YOU look less professional. Make your pain points both real and relatable. For example, if you choose to incorporate your pain points on your website, you want them to ask rhetorical questions that almost everyone in your target audience can answer with a resounding “Yes!” They should be general enough to relate to the vast majority of people you’re trying to reach, yet specific enough to still be meaningful. You want your pain points to really strike a chord with your audience, and after they answer these rhetorical questions, make them want to do business with you!

What strategies have you used to identify your own pain points or the pain points of your customers? Share your thoughts in the comments below!

 
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Posted by on April 7, 2014 in Business & Success

 

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The 11 Most Annoying Email Personalities

annoying_email_habits

Proper email etiquette is an acquired skill and one we must actively work to maintain. Communicating with someone who lacks this etiquette can be one of the most frustrating experiences for any professional. A few of your most frequent offenders might be coming to mind right now. You know who they are. They’re the people who never respond, always hit “reply all” or frequently fill your inbox with spam.  Simply put, they make communication far more complicated than it needs to be.

From my experience, I’ve identified 11 personalities of poor email etiquette. Some stem from ignorance while others stem from defiance. No matter the origin of the personality, they all produce a similar aggravation when it comes time to communicate with them. How many of these sound frustratingly familiar?

The black hole

You may as well be sending your message in to outer space. No matter how many times and ways you follow-up, you never receive a response. Ever. I mean, why even have an email account?

The never BCC

Blind-closed-copying (BCC) is a glorious tool that allows people to send a message to the masses, without disclosing everyone’s email address to each other. That is, until it is misused. Such as when you get included in a long email chain with people you don’t know – and don’t really want to have your email address. Which leads to…

The reply all

Inevitably the “never BCC” offender brings about the “reply all” guy who copies the entire email list on a response that is only relevant to the sender…or no one at all. Most of us know this disastrous scenario. The reply all email responses keep coming days, even weeks later and not one of them ever really relevant to anyone more than the sender (yeah, the “never BCC” guy).

The reply one

In selective instances where you actually want people to reply all, like when you’re trying to introduce two people or have them work together, one person only ever replies to you. This means you have to constantly forward to the rest of the group so that they’re aware of the response.

The forward with no explanation

This is the person who forwards a message to you with no additional details and it’s not overly apparent as to what’s expected of you. Do you need to respond? Is this just FYI? Forwarding an email takes no effort, at least grant us with a small explanation so we don’t have to send the passive aggressive response, “Is any action needed for this?”

The single word response

You’ll send a long email with various topics requiring some thought and explanation in return, yet this person finds it somehow sufficient to respond simply with “okay” or “yes.” After a while, you’ll try tactics like bolding, highlighting and underlining the exact questions you need answered in detail – but I promise you, even with all that effort, they’re only ever going to tell you that it’s “okay.”

The stream of conscious

These email messages tend to read like a terribly written monologue. They include every thought that pops into the person’s head during his time writing, sometimes even including strange and irrelevant details like what he ate for lunch or that he has to walk the dog tonight. You’ll wholeheartedly wish it was acceptable to respond with “Can you just boil this down into an executive summary for me?”

The spammer

This person clutters your inbox with non-work related emails, sharing those forwarded messages that contain corny jokes, awkward gifs and links to download a video you just “have to see to believe.” Not everyone thinks that video of a dancing cat is hilarious – or deserving of 5 minutes of your busy work day. If only the government would also mandate a required unsubscribe option for these people as well.

The hit and run

This is the person who, for a while, will answer your messages quickly and with enthusiasm. Then, he goes completely AWOL. What changed? What did I do? I get it. Everyone can get swamped with work for a few days or be out traveling. Still, such a drastic 180 in email communication is as hard to rationalize as it is annoying.

The last word

This person always has to have the last word, even when a response is completely unnecessary. Say, for example, you send an email to coordinate a time to meet. Once you decide on a place and time, it’s perfectly acceptable to close the conversation there. Instead “the last word” guy will always shoot back a final email to whatever you say even if it’s merely repeating your exact message. If you have the time and patience, you could really have some fun just to see how many of the same responses you can get from “the last word” guy.

The selective responder

This email personality is most frustrating when you have several important questions for which you need answers. You clearly outline each one (maybe even with numbers or bullet points), yet “the selective responder” will reply with only a fraction of the requested information, offering no acknowledgement of or explanation for the outstanding questions that remain. Inevitably, you reply again (and again) with a narrowed down list of questions until you get all your answers. You may as well be a dentist pulling teeth.

The better late than never

Finally, there’s this wild card. The “better late than never” guy will finally respond to an email you sent months ago without acknowledging the fact half a year has gone by or offering an explanation as to why it took so long. Even odder, this email personality doesn’t seem to realize that his response has little to no value now as you’ve had to move on and find your information elsewhere.

What type of annoying email personalities do you most often encounter? Do you have some more that should be added to this list? Share your thoughts by commenting below!

 
 

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How to Become a Better Writer

good writing

To excel in any profession it takes both dedication and talent. From doctors and lawyers to singers and actors and everything in between, you must continually practice to stand out in your respective field. Writing – whether as a profession or simply as an everyday skill – is no exception.

Writing is the core of my profession, but it’s also an essential skill I use well outside of what earns me a paycheck. This is why I am always on the search for ways in which I can improve the effectiveness and efficiency of my writing.

Thanks to technology that directs us to resources and connects us with fellow writing professionals, there are more opportunities than ever to improve your written communication. So how do you narrow them down? Really, it’s trial and error to find the triggers that inspire you to become a better writer. I know I have spent years trying to find my own. While what works for one will not work for all, these are five launching points that provide a solid foundation for overall “good” writing and will help point you in the right direction.

Understand your purpose

Diving into a writing project before you fully understand exactly “why” you’re writing is like shooting an arrow before you’ve seen the target. Maybe you’ll get lucky and end up with a well-crafted piece, but the outcome that is far more common is mismatched content that reads more like a stream of conscious than strategic and intelligent thoughts.

To understand your purpose, first put it into words before you write anything else. For this very article, I organized my purpose and main points before I started writing. The title and bolded sections (the bones) were formed before I filled it in with content (the meat). If you struggle to identify a purpose, this is a big red flag that indicates a weak idea and lack of organization.

Find passion

Purpose is one very important component for quality writing, but so is passion. An article can have a clear purpose, but passion is what draws readers in and makes them want to consume the information. If you’re passionate about what you’re writing, you will be excited to sit down and put your thoughts into words. You’ll also enjoy reading and re-reading these words until they say exactly what you want them to.

But finding this passion can be a mental challenge. So often the fear of putting your thoughts into words, or a lack of confidence in your ability to do so, can overshadow your passion. Overcome these roadblocks by shifting your focus back to you – not your critics, competitors or writing idols – simply you. When you are writing for self-satisfaction, you will be open to embracing the same passion with which people dance when they think no one is watching.

Do it for yourself

For writing to become an enjoyment and not a chore, you must learn to do it for yourself. This is the point I just touched upon above, but I wanted to dive a little deeper into exactly how you learn to write for yourself.

If you have complete freedom to select your topic, first choose a topic about which you’re knowledgeable, curious or passionate. In doing so, you’ll be able to fully immerse yourself in the topic – and enjoy it! All good writers are able to gain some level of enjoyment in their writing. If your topic is strictly chosen for you, the angle with which you approach it becomes ever important. It’s possible to take the driest topic and turn it into something you enjoy (even if only slightly) and make the writing about you!

Put the effort into proofreading

One essential component of good writing that we can’t tip-toe around (oh and I’ve tried) is proofreading. Yes, it’s that element of writing that simply isn’t as fun as dreaming up big ideas and writing from the soul – but it’s absolutely necessary. Proofreading can be intimidating because it takes time and a very specific knowledge of a complicated topic, making it all the more valuable of a skill for good writers to have.

Aside from hitting the books to brush up on your grammar, you can also turn to technology to provide you with some pretty helpful tools. Google can serve as a quick spell check, but it won’t catch the more complex errors. I often use Grammarly for proofreading because let’s face it, the English language is challenging enough to speak, let alone write. What I really like about this particular tool is that it teaches you why you’re making common grammar mistakes so you develop into a better writer – not a lazy writer.

Stop overthinking it

Finally, in order to become a better writer you quite simply need to chill out – relax! When you’re stressed and hyper-focused, your writing will reflect this. It will seem rigid and anxious. Writing is an art form after all, and it requires organic creativity that is only able to freely flow when you’re relaxed.

Before writing, take a deep breath. Close your eyes and find a relaxed space in your mind. Don’t look at a clock or agonize over how long you’ve been staring at a blank page. If you’re feeling blocked, take a break and walk away. You can’t force good writing and the grade school philosophy of “sit there until you finish it” will only turn your temporary writer’s block into a lifelong fear of the written word.

What have you found to be the most helpful tips and tools for becoming a better writer? Share your advice in the comments below!

 
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Posted by on March 17, 2014 in Business & Success

 

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Make Your Business Strategy a Mile Deep and a Foot Wide

mile deep foot wideYou can’t scroll through your social media news feed without coming across an article, video or photo that has gone viral. And don’t forget about the sponsored posts that force us to consume information all because Facebook says it fits our demographic. This communication overload can lead us to believe that we must utilize every marketing strategy out there in order to grab the attention of potential clients or customers.

This goes against the longstanding wisdom to be “a mile deep a foot wide.” And by that I mean – be selective about where you dedicate your time and money and choose only the strategies that best fit your goals and audience.

Instead, I’ve been seeing a growing trend where business owners spread their time and budget thin by trying to do it all. While an effective communications strategy requires a variety of tactics, it also requires you to be selective with your tactics and then focus your full attention on doing them exceptionally well.

So why should you rethink your complicated and scattered communications, marketing, advertising or business strategy? Here are four key reasons why being a mile deep and a foot wide will better serve your business and your bottom line.

You’ll be able to devote more resources to what makes the greatest impact.

When you try to do it all, you can’t provide each task with the time and attention it needs to produce the best results. So often, I’ve seen business owners throw their hands up as to why – with all that they are doing – nothing seems to be making a difference. Instead of stopping to take a look at the chaos and disorganization of their strategy, they try and do more.  And so the downward spiral continues.

The only solution is to stop, breathe and take a critical look at where you’re devoting your resources. If the depth of your tactics is not yet a mile deep, your breadth should be no more than a foot wide. More simply put, first master the tactics that are producing the greatest results before adding in anything additional. Once you’ve found a good pace and are happy with your ROI, you can slowly explore with more variables.

You’ll be able to more easily identify what’s working.

If you begin your communications efforts with a massive strategy right out of the gate, it’s going to be difficult to identify exactly what tactic is helping you reach your goals. Changing everything at once will only add more confusion as to what’s really working – and what isn’t.

Instead, the “doing less, but doing it well” approach will allow you to more easily identify what each tactic is accomplishing as you slowly add them in one by one. If your web hits skyrocket over one quarter’s time and the only thing you changed was adding in a monthly e-blast, you can likely credit this as the catalyst.

Every strategy does not apply to every business.

When I help businesses to develop a comprehensive communications strategy, I’ve found that this is often misdirected with the desire to do everything they’ve ever seen another business do. I see innovative marketing techniques around me every day, but I know that only a fraction of these would work well for my business. The same is true for any business. Not every strategy is necessary, nor effective, for helping you reach your specific goals.

Business owners take note, you must consider many factors that make your business unique (i.e. industry, size, target customers, location) when selecting the tactics to best serve your business.  While you might be inspired by the multi-million dollar grassroots campaign of a powerhouse brand, this is not likely the most feasible or effective strategy to help you reach your specific audience.

You’ll preserve your sanity.

Finally, your ability to embrace a “mile deep and a foot wide” mindset will remove the stress and frustration caused by wasting your resources on a cluttered and misdirected communications strategy. Don’t you want to do everything to the best of your ability? Trying to do it all won’t allow you to meet this standard. Instead, narrow the breadth of your tactics and focus on their depth. Produce quality and consistent messaging that helps to build a loyal and attentive audience.

Do you practice the “mile deep and a foot wide” philosophy? Why or why not? Share your thoughts!

 
 

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Why No Experience is Ever a Waste of Time

waste of timeThe past several years spent starting my own business and living the out-of-the-box life of a young entrepreneur have provided me with as many new experiences as the 23 years prior. While “new experiences” may sound fun, exciting and even a little sexy, any business owner will tell you that there is a large range in altitude between the valleys and the peaks.

In my reflection upon these life experiences, the negative and positive, the helpful and hurtful, the uncomfortable and encouraging, I realized that I’ve developed an almost nostalgic sentiment around each one. Even the moments that could be viewed as mistakes or wastes of time have all helped to teach me something and bring me to where I am today. And I think we can all relate this back to our own lives.

Consider this thought for a moment. “If we do not find anything pleasant, at least we shall find something new.” This quote, attributed to Voltaire, challenges us to never see anything as a waste of time, but more as an opportunity to experience something new. Is this a reasonable request? I think so.

Here are four reasons why we should reframe what we’ve been dwelling on as past mistakes and wastes of time and view them simply as a new experience.  

Because something motivated you to make this decision

When you feel like something has become a negative experience or a waste of time, stop and recall what led you down this path to begin with. In many instances, passion, inspiration, hope for a better future or enjoyment guide our choices. While you may never know where the journey will lead you, it’s the best intentions with which you began that really matter.

Because you choose your experience

We are the keepers of our own happiness and only we determine how we feel about any particular situation. There are some people who have really been dealt a tough hand, yet they live a life of contentment and gratitude. Then there are people who appear to have everything going for them, yet they couldn’t be more miserable. What sets each of these types of people apart is simply how they choose to experience life. We must choose happiness in order to be happy. And if we choose to never see a situation as a mistake or waste of time, then we will live with a lot less regret.

Because there’s always a bright side

Any experience – even a negative one – contains at least a pebble of happiness, if only we’re willing to look for it. To apply this to a challenging example, let’s say the experience was that your new business failed and you had to close your doors. As Voltaire would reason, this is not something pleasant, so we must then look for the “something new” to turn this into a positive experience. The bright side would be that now you have the opportunity to restructure your business model and try again, venture into a new line of work or simply spend more time with your family. The bright side will not always cast away all of the dark shadows, but it will at least restore some of your hope and happiness.

Because dwelling is not mandatory

By nature, I dwell. I dwell on the big things, the small things and everything in between. Sometimes I’ll continue to walk around with this weight on my shoulders, unable to remember what was bothering me in the first place. This makes it very easy for setbacks or negative life experiences to take a toll on my emotions. But I’ve gotten better. I now remind myself that worrying accomplishes absolutely nothing, so instead I get active. If it’s a problem I can’t solve personally, I go for a run to clear my head or start working on another project simply to feel in control. We determine how much we allow ourselves to dwell and the sooner we take our mind off of a negative experience, the closer we are to our next positive one.

Share your thoughts! Have you found any life experience to truly be a waste of time? How much does your mindset impact how you experience life?

 

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How to Outsource Work Without Losing Control

outsourcingAs a business owner or entrepreneur, your time is limited and there are only so many projects you can take on or directions in which you can be pulled before you feel like your head is going to explode.

Hiring a fulltime employee to help with this workload isn’t always the right answer, either. Sometimes the situation is better suited for a subcontractor who can tackle specific projects or lend the expertise that you’re lacking. Even if you know outsourcing work is the right answer for your business (and your sanity), it can still be a scary experience to relinquish control to an “outsider.”

Here are five key ways to outsource some of your business responsibilities without feeling like you’re losing control over the consistency and quality of the work you’re used to doing first-hand.

1. Be a part of the process

This starts at the very beginning of every project and carries out the whole way through. To maintain some control over the direction of your marketing or communications strategy or your overall brand, you have you be a part of the process. Yes, outsourcing is a wonderful opportunity to shift some of the work off of your plate and delegate it to others, yet you can’t completely disconnect from the project or you will risk becoming disconnected from a very important part of your business.

When working with a subcontractor, clearly define the roles you and everyone involved in the project will play. This will help to establish realistic expectations and clearly communicate with your contractor just how much or how little you plan to be involved. Even if you choose to only play a minor role, find a way to still be a part of the process.

2. Know what’s most important to you

It’s okay to have a few key things that are “non-negotiable.” This won’t necessarily make you a micromanager or stifle the creativity of your subcontractor, if done selectively. On any given project, you should have clearly defined goals for the work and standards to which it must adhere. When outsourcing your work, it’s the subcontractor’s job to satisfy these goals and standards, but it’s first your job to identify what’s most important to you.

For example, if you feel that the fact your business is 3rd generation family-owned is one of its most distinguishing factors, you may require your contracted copywriter to focus the web site’s content on this aspect. Select no more than 3 important factors (ideally one or two) and express these clearly from the beginning. Trust me; this will save both you and your subcontractor a lot of time and revisions in the long run and help them to share in your vision from the start.

3. Be accessible

When you can’t be reached, decisions will have to be without you and they may not be what you would have preferred. The lesson here is to be accessible to your subcontractors throughout the project. This will keep you involved in the process (as I stressed in my first point) and in control of final decisions.

So what are reasonable expectations for being “accessible?” Respond to emails or phone calls within one business day – or at least acknowledge that you’re working on an answer if one can’t be made in that time frame. As a business owner, it’s often the deadlines that you’ve set that the subcontractor is working to meet. If you become a plug in the process, you’ll either get cut out or have projects that stretch far past their due date. Both consequences can be avoided simply by being accessible when needed.

4. Select your contractors carefully

When looking to outsource work, one of the first areas you have complete control over is who you hire. Simply put, choose carefully.

You should take as much care in hiring a contract worker as you would hiring a fulltime employee. Even though they won’t be working in your office, they still need to mesh with the company’s culture and share in your vision. Overlooking this important decision will most certainly result in a disconnect between your existing messaging and branding and the work done by a subcontractor.

5. Check-in on a regular basis

This doesn’t mean micromanaging every task, but it does mean staying apprised of the work your contractor is doing for you and checking in with them on a regular basis. This will effectively address (and stop) any straying from your company’s brand and help to create cohesive and consistent messaging.

To establish an appropriate time frame for your regular check-ins, first think about the scope and length of the project. If it’s detail intensive or urgent, you should plan to check-in with your contractor at a set time on a weekly basis. If the project is ongoing, straightforward and consistent, you can scale back to checking in with your contractor monthly or quarterly. Remember to always be accessible in between these regular meetings as well!

Do you use contractors for any of your business’s responsibilities? How do you maintain control when outsourcing this work?

 
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Posted by on February 24, 2014 in Business & Success, Entrepreneurship

 

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How to Cultivate Social Media Relationships (Outside of Social Media)

cultivate2Social media has forever changed the way we connect and communicate with people all across the globe. I’m always amazed to see the many various states – and countries – in which my followers reside. There’s no question that social media has fostered relationships that simply wouldn’t exist without this technology. Although social media helps to make communication easy and automated, there’s one very important aspect of relationship building that we must never put on autopilot or take for granted.

To cultivate meaningful (as well as beneficial) social media relationships, we must continue to build this connection outside of social media alone. Here are four important practices to help you foster your relationships and make yourself more than just an avatar.

Make it one-on-one

Following or friending a contact is only the first step, yet so many of us stop there and think we’ve built a meaningful relationship with someone. Sure, it’s exciting when your favorite celebrity follows you back on Twitter, but this hardly means you’re anything more than a number. To take it one step further, you have to seek out one-on-one interactions.

Once you get a good interaction going with someone on social media, such as a retweet, a like or a comment, follow-up with a private message (or even better an email) to continue the conversation on a more personal level. This could be a potential client, someone you admire or someone who has a question for you. While it’s not exactly face-to-face, in the virtual world, this one-on-one interaction makes you feel like you know the person on a much deeper level and is an important step in building a meaningful relationship outside of the massive, public social media platforms.

Reciprocate

It’s what every social media guru preaches, yet so often we still disregard this advice. To build a meaningful social media relationship, you must both give and take. If you have a connection that loyally supports you by retweeting, commenting, liking and sharing – look for opportunities to do the same for them!

The reason so many of us fail to do this is because we can’t rely on platforms like Hootsuite or Socialoomph to monitor this for us. Sure, they can tell us who interacted with our posts, but we need to take it one step further and closely follow our feeds, looking for appropriate times to reciprocate such support for news our contacts share. In doing so, we build mutual trust, respect and friendship that lay the groundwork for a meaningful relationship.

Put a face with a name

Any in-person, social function like a networking mixer, awards dinner or happy hour is a prime opportunity to take your social media relationships offline. There’s always that awkward moment when you know you’re already connected with someone on Linkedin, Twitter or Facebook, but when you meet them in person for the first time you still introduce yourself like you’re complete strangers. Stop the madness!

So long as you’ve kept a clean and professional relationship with them on social media (i.e. no stalking or creepy personal messages), there’s no shame in acknowledging you’re already connected with them. Introduce yourself and let them know you’re connected online; they might be thinking the same thing but don’t want to say it. This will put a (real) face with a name and show that you’ve done your homework. It will also make you memorable. Which brings me to my final point…

Be memorable

To make yourself more than just an avatar, you must first make yourself someone worth remembering. Out of all the people who contact me for various reasons, I’ve found the most memorable ones to be those who feel the most genuine. It’s easy to spot a message that was written just for you versus one that’s being sent out to an entire contact list. Private messages on social media are a great tool for cultivating meaningful relationships, but they’re also heavily abused. Be sincere in why you’re contacting this person – this will show through and help you stand out among the spam. It will also increase your chances of getting a response in return.

In a world where virtually everything is accessible online, the need to build personal and meaningful relationships becomes ever more important. It’s possible to accrue thousands of followers without a single one knowing you beyond your twitter handle. As a business owner or entrepreneur, you should strive for quality – not quantity – of connections. For it’s how well you engage your audience that ultimately determines whether they become a future client or customer.

Do you actively cultivate your social media relationships? Share how you do it!

 
 

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4 Reasons Why You Don’t Know What Your Business Needs

confusedOne of the biggest challenges of any business owner is the ability to identify what your business needs. You often find yourself in the trenches and bogged down with the day to day tasks that require almost all of your time. How can you also find the time – and unbiased perspective – to address the needs of your business before they begin to hurt your bottom line? This is a great question and one I wish more business owners would stop and ask themselves.

The first step to meeting the needs of your business is to acknowledge that you might not be the most qualified person to identify them. Here are four reasons why you might be missing what your business needs and how an outside perspective can help bridge this gap.

1. You’re too emotionally involved

As a business owner, it’s common to hold your livelihood as near and dear as your own child. But this strong emotional connection can hurt your ability to make the hard decisions that might be best for your business.  You want to nurture its growth and tend to handle it with kid gloves, when a swift and strong shakeup may be what’s really in order.

An outside perspective can help to eliminate the emotional bias that often exists for the entrepreneur or business owner. This is the most accurate way to prescribe the medicine to fix the problems, even if it doesn’t taste so good. It’s okay to be emotionally connected to your business, just be sure to call upon the advice of some outside eyes to give you a more accurate assessment.

2. It’s not your area of expertise

Being a business owner doesn’t automatically make you a jack of all trades – nor should you strive to become one. There’s a steep learning curve for even some of the most basic responsibilities like taxes, payroll and healthcare. It’s unfair and unrealistic to expect youself to also be a public relations/marketing expert among other things.

To put together an effective and strategic communications strategy, it’s perfectly alright to call upon outside help. Leave the experts to do what they’re most qualified to do – and this includes you! Focus on the aspects of running your business at which you excel and outsource the critical tasks that aren’t the best use of your time.

3. You don’t see the need for change

You might have a strong opinion about the communications strategy that is best for your business, but don’t let this be a reason to hide your head in the sand to other opportunities that might be more effective. I’ve personally seen many business owners who are in denial about their ineffective and outdated public relations strategy. They don’t see a problem and therefore don’t see the need for a new solution.

This is where an outside perspective can really be a valuable asset. It provides a fresh set of eyes and a higher level of expertise to identify what you’re business is missing. If you think your communications strategy is working perfectly fine, but your profits are waning month after month, this is a good indication that something needs to change, whether you see it or not.

4. You can’t take a step back to see the full picture

As a business owner, you’re often in the weeds of the day to day activities of your business. You may not have the chance to ever bring your head up to really see what’s going on from an outside perspective. This makes it very hard for you to see the full picture of how your business is functioning as a whole and where certain components may be missing.

Again, the key to seeing this bigger picture is to call upon an outside expert that can separate any bias or emotion to the business. Instead of focusing on all the little components that go into the day to day operations, an outsider will see your business as your target audience sees your business – which is one of the most valuable snapshots for really accessing the health of your business.

How well do you think you know what your business needs? Share your thoughts by commenting below!

 
6 Comments

Posted by on February 10, 2014 in Business & Success

 

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The Virtual Work Environment: When it simply doesn’t work

virtual work environmentAs a consultant, I strive to run a lean business. I work from home and meet clients on location to eliminate the overhead of an outside office. I delegate work to additional contractors rather than taking on full time employees. And because I require merely an internet connection and laptop, I can and have worked from almost every location I’ve ever been in. The virtual work environment has suited me very well. My clients have also experienced the benefits through my pricing and availability. But as fun and flexible as working from home can be, I acknowledge that it simply doesn’t fit every situation.

Different personality types are better suited for the “home working” experience and depending upon the job description, a business may need an in-office employee to meet various needs. I’m a full subscriber to the virtual work environment, as it lends itself to my particular services very well. But before you start setting up your own home office, take into consideration these following work situations that shouldn’t go virtual.

When you need immediate responses.

I make the commitment to my clients that they will receive a response or acknowledgement of their message within one business day – often much sooner. In comparison to most email communications, this is quite a quick response time; however, it’s still not as quick as if I were sitting at a desk next to you. In-office employees allow for almost instant communication because you have the benefit of popping your head over a cubicle or hunting them down in the break room. If the job description requires immediate responses, a virtual position could substantially decrease efficiency.

When you thrive on social interaction.

This is when working from home may have nothing to do with the job, but everything to do with the person. I thrive on a quiet, uninterrupted work environment. I used to HATE having people drop-in just to chat or getting pulled into an impromptu meeting. I worked much less efficiently because of these distractions. But I’m an introvert. For others, these are not “distractions” but are part of the company culture that makes them feel like a team. They thrive on social interaction and pull their energy and inspiration from those around them. If you took this away, work would suffer.

When you don’t trust your teammates.

Trust influences how well tasks are accomplished when employees aren’t working face-to-face. When working virtually, you don’t have the benefit of building relationships as quickly as you do in a traditional office. It takes a lot longer to build up the feelings of trust and accountability toward someone you don’t see day to day. Distrust can also come from not knowing if someone is doing the work they need to be doing. It’s easy to assume your co-worker is snoozing on the couch at home while you’re slaving away on a project if you don’t trust them or have the ability to check-in on them as you do in a traditional office.

When you’re needed to serve various, undefined roles.

The final work situation that does not lend itself well to a virtual position is one in which you are the Jack of all trades. Think of an office assistant. Their job description might outline the role of answering phones, entering data and scheduling appointments. But in reality, they are likely asked to take on many additional projects to help around the office since they are there and available. In an office where it’s all hands on deck, virtual employees benefit from being “out of sight, out of mind” and are not utilized to their fullest. This leaves the in-office employees to pick up the slack.

Even though we just covered four situations that are not best suited for the virtual work environment, don’t get me wrong. There are still many, well-documented benefits. Studies show that home workers are more productive, happier in their jobs and less likely to leave than their office-bound peers.  Virtual working also saves money, is better for the environment and gives staff the flexibility that many people crave. But it’s equally important to note that “home working” simply doesn’t fit every situation. Technology can connect us from sea to sea, but it can’t completely replace the need for in-office employees.

 

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