Social Media, a Game for People to Sell more……?

By | Business

social-mediaSocial media is a way to sell more social media.

Social media does not sell more of your products and services.

Social media takes significant time, but there is no evidence for an acceptable return on the time investment.


A quick scan of Google (and a few abstracts from academic articles) doesn’t help a great deal.  As a business owner what I really want to know is how much additional turnover I can gain from investing in social media.

Social media gurus (who DO make money from selling the idea of social media) turn the idea of ROI into just about anything that they like and it no longer means ‘return on investment’.  We are all drawn into discussions on ‘Attention’, ‘Interaction’, ‘Velocity’, ‘Conversation Index’,  and for websites- ‘click throughs’ and so on and on.

My question is still not answered.

OK, so how about brand.  Is it all part of that far less tangible idea of brand and reputation?  Do we need to just ‘get our name out there’?  I return to the old idea of the sales hook, you get someone’s attention, you engage them with information that interests them, persuade them that they want to buy in, then close the sale.  Social media might well catch someone’s attention, but the real trick is to engage them and hold them there.  It might do. But the final parts of the sales process are already disappearing into the mists of the day.  Remember that car salesman?  He knows only too well that if he doesn’t close the sale when he meets his customers, then there is a slim chance of closing the deal. So I suspect it is with social media – it just gets us part way.

I’m still not convinced.

“Ah”, shout the gurus, “but you need to ‘do’ social media because all your competitors do it”.  Hmm, well, I still have a problem here because they aren’t the same as us and anyway, that doesn’t make it right does it?  We become followers, (An unplanned pun there!), not leaders.  We want to be at the front, changing ideas not running to keep up with the rest.  So it’s going to take one of the big boys to be brave enough to say NO to social media. Well, maybe.

So, I’m opening up this question – ‘how much extra revenue does social media bring to YOUR business?

I’m waiting to hear from you…. 




People are central to our corporate strategy…….

By | Business

I hate that title because it is a contradiction in terms – linking people so closely to something that sounds like a book or file of papers.  Perhaps I’d be happier if it said, “they are central to our success”, or better still, “to our development”.

It’s often said that people are the critical part of a business, but how often is that ‘value’ really played out?

Type ‘People are central to our business’ into Google and you’ll get just under 50 million results.  On the front page we see some major corporations, but how many companies actually live this phrase I wonder? Exactly what does it mean?

Of course, businesses need people just in order to operate, but we are really considering how people can add value and help the business towards success. This could be a v.e.r.y.  l.o.n.g. article, but let’s stick to the idea of developing engagement and skill through coaching.

In conversation with a leading educationalist recently, she was telling me how the value of coaching lies in its bespoke nature and its continuance.  Compare this with training courses and it a bit like the old story of employee benefits: the long term value of an appreciative working culture compared to the short term one of a raised salary.

Investing in your people can mean many things and often involves direct financial resource (paying for it!) as well as indirect resources (cost of time out for example). Offering people the chance to learn and develop means that you are giving them special consideration and this is a powerful motivator. Think how good this can be over a period of time….Think how quickly it could be forgotten after a training course.  (And then compare the relative returns on investment!) Imagine the opportunity to deal with challenges when they occur and have someone there to help you think through them? Compare it with a course… which ‘tool’ was I shown for dealing with this problem?

This is just food for thought…. what do you think?  Read More


By | Uncategorized

A few thoughts on the understanding of coaching.  This is also on Linkedin

Coaching is not always well understood and whilst there are many people out there who call themselves coaches, it is important to know what you really expect from this kind of support. Here are a few thoughts…