Episode 81 – Social Selling with Glenn Gaudet
We discuss the Social Selling with Glenn Gaudet in this episode of Business Growth Time
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About Glenn Gaudet:
Glenn Gaudet is the President & Founder of GaggleAMP Inc. GaggleAMP is the leader in providing content amplification and engagement solutions. Glenn has spent over 25 years in Marketing and has led efforts leveraging technology in the sales and marketing realms. Glenn is a published author, entrepreneur, industry influencer and former nationally certified snowboard instructor. Glenn lives in the Boston area and fancies himself as quite the home chef.
Time Stamped Show Notes:
03:32 – Let’s get to know Glenn Gaudet!
GaggleAMP – Is the flagship product that allows companies to get their employees to be part of their digital marketing efforts. The marketing department packages what it wants its’ employees to help share socially to help build the brand. It’s a great way to share content.
07:00 – When you’re thinking about any kind of an engagement whether it’s your employees, your channel, partners your customers you want to keep it simple!
07:30 – What is social selling?
It sometimes is a misnomer because people think that is a formal thing It is leveraging social as part of your entire selling process . I think when people start thinking of it as the separate little entity over here, that’s when they get into trouble.
In talking about sales, Glenn says, “How do people want to be communicated ?”.
If I get communicated by my cell phone, if somebody starts calling my cell phone, I’m probably not going to react well to that. In fact, if you ask anyone in my company they know if somebody gets a hold of my cellphone and calls me during the day and is trying to sell me something, I’m not very happy about that and I respond.
Social allows multiple modalities, there are ways that everybody likes to be communicated with and that’s where social can come in.
- Perfect example LinkedIn. Companies use it for prospecting. companies have their sales people search on LinkedIn. Rather they should be doing value-add.
- Pull strategy is better than push strategy.
- Find out what modalities your consumers use, which social platforms are your customers? Where do they consume content?
- Go where your audience is.
- Engage with your content that you create and curate
09:29 How do you add value?
Although, what happens is when you start doing that, you’re probably going to get more followers, more contacts, depending on the platform you were using. But, you’re also going to raise your view of your content within your community, you kind of know what’s going on in this industry, you can be value-add, so that when there is a need for that person to do it. I really view social to a large degree being more of a pull strategy rather than a push strategy.
10:41 – Need to know the modalities that prospects, customers consume their content. So how do they consume their content?
- There are a lot of companies that are just going to say, “I need to be on every social platform
, well, you don’t you need to be on every social platform. - If you think about where the person is spending their time, that’s where you want to have your content
* We should be where competitors are and where our industry thought leaders are too. So, we can be giving some education and they’re going to be sharing things that make it easier for us to put that information out, because, it doesn’t really matter in the minds of our audience if you created the information or you curate the information.
It’s not just about putting information out there, but, it’s also about engaging with that information! Right?
12:33 – Mentioning Influencers
We recommend to our customers that if you want to reach influencer, say, if you’ve got some industry influencers out there, why not get everyone in your company to follow that influencer?
- Then, the influencers start to notice, they think, “I’ve got all these people from this company following me now” and then that management company shows up in their radar.
So, a lot of times people just kind of get this thought process around.. I’ve gotta push content! I’ve gotta push content! ..But you also have to think about engagement, so how I engage with those people that I want, too?
13:48 – A word from Terry…” If you want more engagement, be more engaged!”
- It’s more important than what you post is the comments
Some employees do not know what should be shared, followed on social, so, support your employees and guide them with this technology.
15:20 – What do you see as some good approaches, some do’s and what do you see as some less good approaches?
Start with your outcome, what are you trying to achieve, right, and then work backwards. So many people jump in the social because they think they need to be on social. What happens what they don’t realize is when you start it, you need the care and feeding, because one of the worst things you can do is start it and then all of a sudden let it dissipate.
So, don’t get on the bicycle unless you’re sure that’s what you want to do!
18:59 – Take a breath on social!
Everyone who’s in, who’s thinking about social or even in social to take a breath and the reason why I want them to take a breath is to not apply the rules that they may have applied in the past to social, because particularly when you’re talking about social selling there’s always these things.. okay I’ve got to get an email there, so I can get a response right? I’ve got to make a phone call, so I can get that meeting, right?!
Think about it from a different perspective, how can I add value to the community that I’m creating and then I’m nurturing, so that I will be part of the discussion when these people need me, when they need my products, when they need my service. It’s authentic.
21:29 -Terry mentioned Chris Brogan used to do consulting engagements. Chris’ fee was $22,000 a day to spend the day with him.
Keep putting that information out, being consistent, that’s a great way to to have your audience find you to solve what you do best.
22:46 – Simple Acknowledgement!
Say “Thank you!” A really simple way to get your feet wet and social to is just acknowledge if somebody does something on social. They retweet something, share something, even read a comment, just acknowledge them and you never know where that’s going to lead to you.
24:12 – Glenn’s platforms to use & where does he spend most of his time
- Glenn really focuses on Twitter and LinkedIn because that’s where all the people that his business relates to and tend to be.
- Facebook for more personal, more consuming side for him
Janet uses LinkedIn, Facebook, Instagram, plus Pinterest (due to her client’s that are on Pinterest).
Bringing people to the forefront, people want to buy from people and relationships, rather than corporate faceless identities.
30:43 – Annual Event called The Employee Advocacy & Engagement Conference
31:08 – Where to find Glenn Gaudet
32:17 – Action Steps: Use the golden rule! Treat others in social the way you want to be treated!
Share information, first, rather than trying to sell something.
Where to Find:
You can find everything you need to know about Glenn Gaudet on Twitter and If you want to learn more about GaggleAMP
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