Tag Archives: Social Selling

The Social Media Sales Revolution – Book Review

There no doubt — the future of sales is in social media. The Social Media Sales Revolution by Landy Chase & Kevin Knebl (McGraw Hill, 2011), lays out the new rules for finding customers, building relationships and closing more sales through social media and online networking.

The way we communicate with prospects and customers has changed, and your sales skills need to change if you want to stay in the game. Traditional methods, like cold calling are no longer effective — social networking sites are now your best tools to get in front of clients. The opportunities for developing relationships and selling are enormous on social media, and is based on six simple, yet fundamental, shifts the Internet has created for the future of selling in the B2B marketplace:

  • Abandon traditional marketing
  • Become a marketer first, and a seller second
  • Build your sphere of influence
  • Become a value generator
  • Build your brand for top of mind awareness
  • Work the (temporary buyer’s) window

The Social Media Sales Revolution also includes very detailed activities for you to undertake on social media sites like LinkedIn, Twitter and Facebook as well as chapters on Blogging and time management. The letter of inquiry process found midway through is priceless; you’ll also learn the difference between TOMA and TOMATO (and why the latter is critical to your online success).

Buy The Social Media Sales Revolution — it’s the one road map you need to generate offline sales from online marketing.

Social Marketing for Lawyers: Do’s and Don’ts

social marketing for lawyersIt’s hard to ignore the presence and power of social marketing for business. And you don’t have to look far to see reports of sites like Facebook, YouTube and Twitter registering usage of billions of minutes per day. Even a large percentage of lawyers use these sites as well. A 2009 Martindale-Hubbell “Networks for Counsel Survey” had 89% of attorneys between the ages of 25-35 and 66% of those aged 46 or older belonging to one or more social networks. But social marketing for lawyers creates some unique challenges.

These do’s and don’ts establish good starting points for your online activities:


  • Consider social marketing as another tool in your client development kit. Along with your website, social marketing is an easy to use, intuitive way to build trust and create potential referrals.
  • Quickly remove or “untag” photo’s posted on Facebook that might cause a few eyebrows to wrinkle.
  • Use social networking sites to build contacts, answer questions and exchange information. LinkedIn and Martindale-Hubbell Connected are the two obvious choices here.
  • Let common sense prevail over your 1st Amendment rights before posting or publishing.
  • Use social networking, ethically, for information in litigation. Most users have little or no privacy settings set up, so it’s wide open. Happy hunting to all family & divorce lawyers.


  • Don’t avoid it because you think it’s just another online fad. Social media and social marketing are here to stay. Just ask Facebook’s 400-million+ plus members.
  • Before posting, think “do I want this information out there, forever?” Don’t put anything on any of your profiles you wouldn’t want potential clients, judges or opposing counsel to see.
  • Reconsider before you use social marketing or social networking sites to complain about judges, juries or venues. Just because you can call a jurist “clueless” doesn’t mean you have to publish it for the world to see. This scenario actually happened to a lawyer in Illinois! See this article from the NY Times for more examples.
  • And never, ever pretext or employ deceptive “friending” strategies to gain information on a defendant or client.

Social marketing and networking is a fun, exciting way to practice client development. Join, contribute and be part of the conversation!

Image credit by kentoh.