Stop Losing Sales- The 1 Technique You Need

I met with a veteran Real Estate agent this week (27 years in the business!) and she told me the story of how she lost a listing contract to an agent who worked for one of the larger New York City firms. We’ve all shared similar tales of woe, heard from friends about the “one that got away”. My response to her was that she lost the listing months before the appointment took place. How could that be, you may ask.

Well here is the straight answer I have for anyone looking to develop a successful, consistent and enjoyable business. You must stop leading with the “what” and begin to capture people who are ideal clients who may not be ready to buy, sell or rent (the real estate agent example) today. Those “Just listed” cards are thrown in the trash if I am not ready to buy today. I’ll visit your website but will probably not come back if I am not ready to buy today.

Imagine if that agent I mentioned in paragraph 1 had a compelling giveaway that was aligned to her brand (Ex: Brooklyn’s Top kid friendly restaurants) and people who came in contact with her “opted in” to receive the guide via email. She would have an opportunity to educate/build trust through email sequences and offline connects. When those new relationships are ready to buy,sell,rent or refer that agent would certainly be on their short list if she conducted herself in a “giving” way with her interactions.

Simon Sinek brings this new approach together in "Start with Why" and his amazing Ted Talk. I highly recommend that you watch his presentation!

Contact me if you are done with losing business- I have the formula that works in today’s Relationship Marketing environment.

Social Before Brand:Putting the Cart Before the Horse

Working on a Social Media strategy before sharpening the edges around your unique business brand is like putting the cart before the horse. This realization rang true for me after the few weeks I spent with clients and during my weekend at Social Media expert Mari Smith’s VIP retreat.

It is a natural instinct for us to do exactly as others do or to develop collateral and messages for the sake of doing something. All of this leads to us “shutting down” because we are going in many different directions.

David Tyreman’s “World Famous: How to Give Your Business a Kick-Ass Brand Identity”  was introduced to me through this webinar and I highly recommend that you give it a listen (1 hr 20 min). Here are the compelling statements from David that led me to downloading the book:

  • We can’t afford to be like other people, it makes us invisible.
  • What specifically makes you unique & valuable out there in the world must be defined so people can identify and choose you more easily.
  • When you know what you are about & stand out then business comes to you.

So how does this relate to Social Media? Defining you and your unique identity drives engagement from the audience that you are most likely to have sales success with. Being likeable online, demonstrating that you are trustworthy and communicating greatness through your consistent message will drive the development of Advocates, people who will sing your praises and send qualified contacts to your sales funnel.

I have a corresponding work plan that I am developing for my clients and for my “8 Steps to Advocate” program. I invite you to reach out to me if you are interested in showing the world that there is no one quite like you, and that there is no brand in the world quite like your own!

1 Facebook Fan Page Tip That Drives Major “Likes”

Many people have asked me “How do I get a great initial base of “Likes” for my Facebook Fan Page”?

Before you start going after “Likes” I suggest that your Facebook Fan Page have the following components:

  • A great “Welcome” tab: You should change your default to this being the first thing that a new visitor sees when they visit your page. This tab should be welcoming, clearly define the information and/or offers that your page will be consistently posting, and insure that your brand shines through (like this page). I compare having a Landing Page for your Facebook Fan Page to wearing the proper suit for a business meeting- would you show up to a $5MM real estate listing appointment in cut-offs?
  • Now that you are dressed up in a suit, make sure that you are not taken for an “empty suit”. Have a great base (at least 10 over 1 week) of engaging status posts on your wall. The best way to learn how to be engaging is to model Fan Pages like Lujure that rock it!

Once you are set with the above, you can drive the following process for instant “Likes” (this tip comes directly from Mari Smith, my Social Media Mentor):

  • Contact your “Advocates” (people who are your raving fans) and ask them to help you drive “Likes” to your new Facebook Fan Page;
  • Make these “Advocates” admins to your Fan Page (for a week or so);
  • Instruct them to the link to the right of the Page “Invite Friends”, click “Search all Friends” and suggest that they invite as many friends as possible.

This is a natural way to drive community from the people who speak highly of you! I’d follow up with an act of appreciation so these Advocates keep helping you with filling your marketing pipeline.

If you are looking to take it to the next level, here are some tips more Fan Base building tips from Social Media Examiner.

Cheers! Dawn

Facebook Success Summit 2011 (view this video of Michael Stelzner, Founder “Social Media Examiner”)- join me at this amazing session if you are interested in staying current with Social Media. Click here to find out more about Facebook Success Summit 2011.

Facebook Success Summit 2011

(Source: http)

Be “Enchanting” on Twitter

I had the great opportunity to participate in a webinar lead by Guy Kawasaki yesterday (thanks to my mentor Mari Smith for pulling this together!). His new book, "Enchantment", is a business book for our times- a guide to understanding how to connect to your ideal client through “wowing” them in today’s interactive emarketing environment.

Guy’s definition of what our intent is with Social Media: “To position yourself as an expert on any subject in the world.” A tall order but something that I am successfully achieving through the tools!

Interested in how to start through Twitter? First off, establish your intent. Mine is to be a go-to “giver” in the areas of Social Media, coaching/spirituality/motivation, real estate and New York City lifestyle. Guy emphasizes that Twitter is a “Link Economy”- every tweet of Guy’s includes a link to an article associated with the area that he is working to establish his expertise in.

My daily program to drive Twitter expertise (and increase your “Klout" per my post from yesterday):

  1. Set up content aggregation in Alltop, Stumble Upon, and Smart Brief. I have set up a “Magazine rack” in Alltop for NYC Real Estate Professionals and I encourage you to use it!
  2. Choose at least 8 pieces and craft at least 8 Twitter posts where you comment on the content. 
  3. Use Hootsuite and schedule your posts with 1 hour intervals between them so you are set for sharing the knowledge of the day.

This great start to developing consistency has a by product- you are increasing your knowledge in your subject of choice daily. Win/win/win- your future clients are waiting for your direction!

5 Ways to Give Daily

Klout is a new phenomena in Social Media measurement. Your “Influence” as a contributor is measured and shared across the network of those in the know- do you know your score?

How do they determine your worth? According to Wiki:

"Klout is a San Francisco based company that provides social media analytics that measures a users influence across their social network. The analysis is done on data collected from sites such as Twitter and Facebook and measures the size of a person’s network, the content created, and how other people interact with that content.” 

"Klout measures influence by using data points from Twitter, such as: following count, follower count, retweets, list memberships, how many spam/dead accounts are following you, how influential the people that retweet you are, and unique mentions. This information is blended with Facebook data such as comment, likes, and the number of friends in your network to come up with a “Klout Score” that measures a user’s online influence.”

I am all for improving communication globally so identifying who excels where is a passion of mine. Klout allows you to give credit called “+K” daily to 5 people who have influenced you. Here is how you can start:

1) Sign into Klout;

2) Click on “Influencers” on the left of the page;

3) Type in the Twitter handle of the person you want to recognize in the search bar;

4) Click on the “+K” category you’d like to give them credit as influencing you.

I plan to support my network daily through recognizing them here- are you determined to boost those who motivate and inspire you in this same way?

I have many contacts questioning the ROI of Social Media and asking for examples of how to go about using this medium to drive “conversion”. My mentor Mari Smith just shared this example. Getting your clients to “smile” is paramount, especially in today’s market where connection/ transparency/ being genuine is most valued.

Here is a video of how KLM used a flight list, social media trained staff, and personalized gifts to drive MASSIVE Social Media praise and awareness. How can you adapt this approach to the way you do business?

More at:

Amazing and Engaging Facebook Update Strategy

This is from an email I received today sent by the super prolific and talented Nathan Latka. I used this technique today and received 18 comments and several likes on Facebook.

From Nathan:

Let’s face it,

If you haven’t used this EXACT strategy, your fan page updates are missing the mark.

Post this as a status right now on your fan page:
"The first thing I do on a Monday Morning is _______"

…. to be short and sweet- your page dies if it’s content doesn’t get in the newsfeed of your fans.

Did you know that only 3% of Fans ever actually come back to your fan page?

Try these tactics for sky high engagement:

1. Ask yes or no questions:
Example: “Yes or no do you like dogs”
For a Chinese Restaurant: “Yes or no, do you like to use Chop Sticks”

2. Post fill in the blank updates:
Example: “My favorite thing to do at 10pm is ________”
For a Network Marketer: “The last conference I went to was _________”

3. Ask for opinions or edgy questions:
Example: “What is wrong with this picture?”

Lujure: “If we said we’re about to release something absolutely revolutionary what would you say?”
(See Live Example Here)

4. Ask True or False questions:
Example: “True or False, on average 80% of start-ups fail”

5. Ask for tips:
Example: “What are your top 3 strategies to improve your Yoga workout”



Will they never learn?


Will they never learn?