Connect with us


Social Media: What Does it Mean for you and your Business?

Leverage the power of social media and maximise your ROI with powerful campaigns that will boost your traffic, promote your brand, and grow leads and sales.

Greg Fisher




I was taking some time out over the festive season when I picked up a copy of the December issue of Time, which names the magazine’s ‘Person of the Year’ 2010. Time selected Mark Zuckerburg, the 26-year-old founder and CEO of Facebook. For “connecting more than half a billion people and mapping the social relations among them, for creating a new system of exchanging information and for changing how we live our lives,” Time awarded the Harvard dropout its highest honour.

While I lay on the beach reading the Time article, absorbing the crazy statistics related to Facebook (more than a quarter of people globally with access to the Internet are now active Facebook users) the reality hit me: Social networking is way more than just connecting with long lost friends, it has profound implications for how business is being conducted and will be conducted in the future. As the Time article points out: “What Zuckerberg is doing is fundamentally changing the way the Internet works and, more importantly, the way it feels…Right now the Internet is like an empty wasteland: you wander from page to page, and no one is there but you. Except where you have the opposite problem: places like product pages and YouTube videos, where everyone’s there at once, reviewing and commenting at the top of their lungs, and it’s a howling mob of strangers.

“Zuckerberg’s vision is that after the Facebookization of the Web, you’ll get something in between: wherever you go online, you’ll see your friends. On Amazon, you might see your friends’ reviews. On YouTube, you might see what your friends watched or see their comments first. Those reviews and comments will be meaningful because you know who wrote them and what your relationship to those authors is. They have a social context. Not that long ago, a post-Google Web was unimaginable, but if there is one, this is what it will look like: a Web reorganised around people.”

In response to this important realisation I decided to explore what social media really means for business? What do business owners need to do right now to ensure they maximise the opportunity and do not get left behind? After reading more than 50 articles and interviewing multiple experts I synthesised the most important lessons into eight points for business people to digest.

1. Social media is about (two way) engagement

Marketing a product or service has traditionally been a one-way affair – you would put an advert on TV and people would be forced to watch it; you would take a spread in a newspaper and people might read it; you would sponsor an event and people would be bombarded by your brand as they participated in the event. In the social media space consumers can choose who they wish to interact with and they have a voice in the marketing conversation – they can post on your Facebook wall, reply to your Tweet or comment on a blog post. As Justin Spratt, the CEO of Quirk Agency Group, a leading South African digital marketing agency points out, “Social media, in its ability to allow information and conversations to flow freely, helps drive business and reduce service costs. From a branding point of view, if customers feel that they have the ability to engage with the brands, their emotional attachment and thereby lock-in to the brand increases.”

Kate Elphick, the founder and CEO of Digital Bridges, a Web 2.0 consultancy, says that the most important thing for business owners to realise about the rise of social media is that “social networking is about people. It is all about using your brain and spending time engaging, communicating with and entertaining your audience. It is not about shouting your wares like a street vendor.” In the Sun International Springbreak case study on page 104, consumers were given a chance to participate in the build-up to the event by uploading photos and participating in competitions. It was critical for the event organisers to recognise the contributions of those who participated and to make them feel heard. In that way, they created a strong, committed community around the event.

2. Not all platforms are equal

Over time there has been a proliferation of social media platforms. You can pretty much find a social media network for any niche community. Yet not all social media networks are equally popular and therefore the leverage from participation on a platform varies. Setting up a business profile and being an active participant on a social media platform takes time so it is important to decide where you wish to have a presence. “Facebook, LinkedIn and  Twitter are the big three,” says Spratt. “Blogging’s popularity has plateaued although a well crafted thought leadership blog can be the best way to engage.”

Elphick echoes his sentiments about the big players but also says that a number of bespoke media communities designed around special interest groups serve a particular purpose such as MBAConnect (for MBAs to network), Bizcommunity (for the business and marketing community), Moneyweb (for the business community) and MyDigitalLife (for some of the more technically minded), Women24 (for women’s interest) and (for self publishing authors). Different platforms are targeted to different audiences and it is important to ask “who do I want to engage with?” and then figure out which platform will help you best reach those people. As a broad categorisation, LinkedIn is targeted toward professionals and linking business people and businesses together. Facebook is geared toward those wishing to serve a broader consumer base. If you choose one of the more niche platforms as your primary social media outlet, or if you choose to use a blog as your online voice, it may be valuable to replicate what you do on your blog or niche platform on one of the larger platforms like Facebook or LinkedIn. This can normally be done with relative ease via the applications that link the various blogging and social media platforms.

3. Audience matters

Because social media is about really engaging with your audience (see point 1), it is important that what you do on your social media platform appeals to those people. This may sound obvious, but there are many stories of failed social media campaigns where companies expected consumers to disclose information, upload videos or write long stories when it was just not normal or natural for that audience to do such things. As a hypothetical example, imagine Sun International liked the results from the Springbreak campaign so they decided to replicate it for an upcoming business conference at Sun City. Because they asked 18 to 25-year-olds to upload photos of themselves in beach gear in the lead up to the Springbreak event, they may try doing something similar with attendees for the business conference. It’s just not going to happen.

High-level business people generally don’t have the time or inclination to upload photos onto a public forum. Although this is an extreme example, it represents the problem with cookie cutter approaches to social media.
For social media to be effective, the campaigns must ask the participants to do things that are natural and easy for them to do. They must play to the intended audience’s strengths.

4. Learning through participation

For those who are not acquainted with social media channels it can be a daunting prospect to all of a sudden create an online profile for your business and begin interacting with customers. Don’t! Take it slow. Warren Sukernek, partner and vice president of strategies at Alterian, a social media monitoring company, says there’s a massive rush to get onto Twitter and launch a blog without a plan. He stresses that it is important to spend time upfront getting to know the landscape: “First, get active as a lurker on different social media networks to see what’s happening and what people are saying. For example, check out what other companies are doing on Twitter or Facebook and then assess what you like and don’t like.” It costs a business owner nothing to hang about on Facebook, Twitter and LinkedIn. Look at what your competitors are doing, observe what the big companies are doing, take note of what the innovators are doing and use all this experience to craft a social media plan that fits with your business and aligns with your customer base.

5. Tracking creates transparency

One of the beauties of social media marketing is that it allows for almost perfect tracking of response rates and interaction. In the featured case study, the statistics relating to the Sun International Springbreak campaign were accurate down to the last user: A total of 18 989 ‘likes’ on the Springbreak Facebook page; an average of over 90 interactions a day leading up to the event; 441 links to the Springbreak Twitter account; 4 500 views of Springbreak YouTube videos; 800 Pokens distributed; 4 012 Poken Interactions over three days. When have you seen marketing statistics that are so accurate and precise? And those statistics cost almost nothing to track. Because of this you can see what works and what doesn’t work; you can try stuff out and monitor response rates to all aspects of a social media campaign. Over the long term this will allow any business owner or marketing manager to make much better marketing decisions, thereby leveraging a small marketing budget for big results.

6. Integrate across platforms

As you make advances in the application of social media to market your business, it is useful to work across platforms. The various social media platforms can work in synergistic ways as illustrated in the Sun International Springbreak campaign. Working across different platforms allows different versions of the same message to get out and it enables different audiences to get the message. For example, Sun International used video (on YouTube); micro messages (on Twitter) and photos (on Facebook) all to communicate a similar message. The company also worked across a spread of ‘new’ and ‘old’ technologies. YouTube and Facebook can (in this fast-paced world) be considered older, more established platforms whereas Poken is a new, still to be proved technological device that allows people to quickly share digital information. By using Poken alongside YouTube the company is getting the benefit of what it knows will work (eg YouTube), while still being seen to be the innovator that’s leveraging cutting edge new products (eg Poken). Using all these different tools, the company was able to create an integrated, holistic experience which made its users feel that they were part of something big and meaningful.

7. Complement traditional marketing

Just because social media is rising up as a new and important media channel, this does not mean that the traditional forms of marketing are going to die. Social media can serve as an important complement to traditional marketing efforts. A case in point is the recent Super Bowl in the United States. The Super Bowl is the traditional showcase for American brands. The half time advertising slots are the most expensive TV advertising slots on any US network. For years the biggest brands have fought to secure these slots and to create the most interesting adverts to appeal to the large US audience that traditionally watches the Super Bowl. Enter social media and all of a sudden there is an opportunity to get much more marketing mileage from all the work that goes into creating a Super Bowl advert.

Every year, Americans wait in anticipation to see how creative the big firms have been in coming up with their Super Bowl adverts. Now with YouTube, millions and millions of people go online after the Super Bowl and re-watch their favourite adverts. They post them to their Facebook profile, discuss them on blogs and Tweet about them in the second half of the game. In this case, social media and traditional media (TV advertising) come together to create a marketing explosion. The best example from the recent Super Bowl is the Volkswagen Passat Advert with a six year old boy pretending to be Darth Vader. Having captured people’s hearts in the Super Bowl halftime slot, the advert was viewed more than 27 million times on YouTube in the three days after the Superbowl. In that same time, I saw at least 20 Facebook posts referencing the advert from my Facebook friends.

8. Be yourself, stand for something and be consistent

One of the biggest mistakes that anyone can make when trying to market a business through social media channels is to make the business appear to be something that it’s not. Being fake and superficial online is possible in the short term, but it is not sustainable in the long term. People will see though a façade and it will damage your brand if you pretend to be something you are not. I did a brief analysis of the blogs I read, the companies I follow and the people and firms which I think have created a valuable online presence. Three things are evident across this group:

  1. The people behind the online messages believe and care about what they are saying
  2. The people behind the messages are not scared to be provocative if it aligns with what they believe
  3. The people behind the messages are consistent in their interaction with their online audience.

If you choose to utilise social media as a channel for your business these are three crucial lessons: care about what you are saying, be provocative if you need to be and be consistent in interacting with your audience.


Springbreak: Social media fever
Sun International leverages the power of the youth to promote its brand.
By Nadine von Moltke

Each year, Sun International hosts Springbreak, a weekend of parties and fun on the beach at Sun City’s Valley of the Waves. The event attracts more than 20 000 people between the ages of 18 and 25. In 2010 the organisers decided to reach their target audience in a more active, engaging way, and asked Quirk eMarketing to design a social media campaign that would encourage the youth already attending the annual event to connect to the Sun International brand in a new way.

“The people attending Springbreak are highly connected and very tech savvy, so a social media campaign was the obvious choice to encourage engagement,” explains Justin Spratt, CEO of Quirk Agency Group. “Sun International has been active in the social media realm for over two years, so it wasn’t a new area for them, but because forming long-term relationships with their customers is key to their success, and the youth market has immense buying power, connecting with them in the spaces they play makes Sun International a chosen brand in their minds.”

The campaign
“We needed to create a campaign that embodied the ‘Suit Up!’ theme of Springbreak, built hype leading up to the event and reinforced the Sun International brand,” says Spratt. “We used the Facebook page that we had created for Stimorol Springbreak to promote the ‘Suit Up!’ campaign even before the offline elements had launched. We ran two competitions, one that allowed fans to be a part of the campaign photoshoots and the other that encouraged fans to upload photos of themselves in beach gear, preparing for the event.

“We also used the Sun International twitter account, @millionthrills to raise awareness and drive accommodation bookings before Stimorol Springbreak and as a live reporting tool during the event, coupled with videos and photos uploaded throughout the weekend. “We particularly wanted to encourage participants and Sun International to collect and share social media data ‘in the real world’ while at the event. We partnered with Poken Africa to distribute and sell Poken devices which formed the link between the digital and offline worlds. Users were able to register their social networks with Poken at The Valley of Waves in Sun City during Stimorol Springbreak and just by touching two Pokens together, share their digital ‘digits’ with new friends at the event.”

Forming a new community
Stimorol Springbreak received a total of 18 989 ‘likes’ on the Springbreak Facebook page and interactions on the page averaged over 90 a day leading up to the event. Springbreak related links from the twitter account were clicked on 441 times and the videos created at Springbreak have had over 4 500 views. Over 800 Pokens were distributed and there were 4 012 Poken interactions over three days. “By effectively utilising Facebook and other social media platforms, we reached our audience and interacted with them in a space where they felt comfortable,” says Jana Kotze, digital marketing, Sun International. “We are extremely satisfied with the results for Springbreak 2010.”

The engagement
Social media success is about engagement. “Our 18 898 ‘likes’ represent an opt-in database of people who fit within our target market and chose to engage with us without being asked,” reveals Spratt. “The interactions recorded represent comments and votes by users who wanted to share the channel with their friends.” According to Spratt, if used effectively, social media can be an extremely cost effective marketing tool. There are no media bookings required and most of the networks allow brands to interact at no cost. The viral nature of social media also means that if the content is compelling enough, users will advertise your campaign for you at no cost to you. In Springbreak’s case the page’s growth was almost exclusively organic, demonstrating the high ROI that social media brings when implemented correctly.

Implementing a campaign
Before launching a social media campaign, Quirk has one golden piece of advice though: Know your market. “Research what your target market’s preferred networks are, and whether they respond to competitions, promotions or informative content,” says Spratt. “What tone do they prefer brands to adopt when engaging with them? Users drive social media so you need to research and cater to their preferences above your own. Brands should have a strategy, a communications plan and an escalation process in place before stepping into social media. You can’t control the environment so prepare for any eventuality.” Keep in mind that a poorly constructed campaign can actually damage your brand. “It’s happened countless times before,” reveals Spratt. “Brands that enter into the networks and spaces where users play must do so cautiously. If you approach social media like traditional advertising, you will not succeed. It’s a liquid and unpredictable environment but, if handled effectively, it can bring you massive reward.”

Avoid These Social Media Mistakes

These are the worst social media mistakes as pointed out by the experts Justin Spratt of Quirk & Kate Elphick of Digital Bridges.

Mistake 1: Promoting products without offering value first.
“This will result in no followers and without a following of engaged users, it is a waste of time using social media.”

Mistake 2: Not having a human element.
“Social media is about engagement.  People don’t want to engage automated feeds; engagement relies on human to human interaction.”

Mistake 3: Not respecting your audience and trying to hard-sell online.

“Creating pages and harassing people to join, conducting a one way conversation about your products and services or bombarding users with rubbish will result in a failed effort.”

Mistake 4: Expecting to build it and they will come.
“Building an online audience takes time and effort. You need to interact consistently and allow the network to grow organically.”


Dos & Don’ts for Facebook Pages

Use these tips to make the most of your Facebook
marketing efforts. By Scott Gerber

Facebook may have 500 million users, but having an outpost on the social media site won’t necessarily increase sales or referrals to your website. But the right tools, used strategically, can help make Facebook an important part of your marketing, lead acquisition and customer service strategies. Here are some dos and don’ts for your company’s Facebook page.

1. Take advantage of Facebook Places
This location-based application allows users to ’check in’ – or alert their network — wherever they are. If you have a brick-and-mortar location, turn patrons into Facebook promoters by giving them freebies or special offers if they check-in from your location, using Facebook Places. But be sure to connect your check-in page to your company page, otherwise Facebook users who click check-in links on their News Feeds and Walls will be taken to a generic Facebook page that doesn’t contain your keywords or branding.

2. Use Facebook for customer service

Online support forums and live-chat services can be costly. But Facebook can help you communicate easily with customers who become your fans on the site. Facebook’s Wall, forums, status updates and other features let you answer technical and other queries, post new product upgrades or offer a frequently-asked-questions section. Additionally, your fans can help each other out.

3. Go ‘tag’ crazy
Tagging is simply to identify a Facebook user in a photo or video, an action that triggers an update to the user‘s News Feeds. Tag your business and your customers in videos and photos as often as possible. Why? Tagged photos and videos, especially those tagged by your fans, have a higher likelihood of being seen by more people. If you decide to launch a Facebook promotion, try to find ways to integrate tagging into the plan.

4. Befriend Facebook group administrators

Search out influencers on Facebook and offer them specials, coupons and other perks they can offer to their Facebook groups. A status update, Wall post or message from a group’s administrator will return better results than a mass message to their members from you.

5. Add a well-placed ‘Like’ button to your website and newsletters
Don’t just throw a ‘Like’ button on your site, integrate it into the customer experience and surround it with a call to action. For example, place one near your mailing-list sign-up form. Users are more likely to click a ‘Like’ button while opting-in for a subscription. Test, track and adjust this tactic until you see results.


1. Let your Facebook Wall be the first thing newcomers to your page see
The company page Wall is usually busy with status updates and user comments. Instead, use Facebook’s page settings to set up a ‘welcome’ page (see ‘How do I change the default tab’). Make sure it inspires action. Perhaps you can post a short YouTube video about your company with a vanity URL to a big promotion website or design a custom background showing users how to sign up for your mailing list.

2. Turn off your user comments function
If you promote your brand online, odds are good that you’ll receive some negative feedback. Whether or not these comments are warranted, your responses and communication with these individuals will demonstrate your commitment to customer service.

3. Use the Facebook Events tab for RSVPs

If users register for events that you list on Facebook, you will not capture their data for your mailing list. Always ask registrants to sign up for events on your own site.

4. Send mass messages to your network
Most users will never even look at your messages. Should you be compelled to send a message, make sure it offers something of real value. Clearly state that value in the message subject line. Avoid general brand messages and announcements, or you’ll lose supporters.

5. Link Facebook Ads to your Facebook page
Targeted and compelling Facebook Ads may get you results. But link them to a page on your website that hosts information about the promotion and encourages users to take action in as few clicks as possible. Remember to push users from Facebook to your turf – a web page – where you control the content, environment and functionality. Doing so may provide a higher probability of converting leads into sales and acquiring consumer contact information. n

© Entrepreneur Media Inc. All rights reserved.

Greg Fisher, PhD, is an Assistant Professor in the Management & Entrepreneurship Department at the Kelley School of Business, Indiana University. He teaches courses on Strategy, Entrepreneurship, and Turnaround Management. He has a PhD in Strategy and Entrepreneurship from the Foster School of Business at the University of Washington in Seattle and an MBA from the Gordon Institute of Business Science (GIBS). He is also a visiting lecturer at GIBS.

Click to comment

You must be logged in to post a comment Login

Leave a Reply


Tips For Start-up Owners When Approaching A Networking Event

Here are a few ways in which you can approach networking.




It’s “easy” to start a business and generate an idea you think will make a difference in the world, but unfortunately, it’s not that simple in reality. Entering the start-up world requires more than just the knowledge you’ve gained through your studies or what you’ve read up about online. Success is about putting your business, and yourself, out there and connecting with influential people at events.

If you don’t have a budget to market your business, you need to speak to the right people in order to help grow your business. For introverts, this might sound the worst idea, but if you want to attract influential people in the industry and increase your client base, you need to be your business’ own marketer.

Here are a few ways in which you can approach networking:

Build your own network of people

When you start networking, think of it as an opportunity to build your own network of influential individuals in the industry who can assist you when you need it most. Networking shouldn’t be as daunting as you make it out to be. If you believe in your idea and your employees, and you genuinely want to find the right tools to propel your business into the right direction, you need to connect and engage with people who can help you.

In the beginning stages of your startup experience, you should try to attend events to meet with other African start-ups. African tech innovation is advancing, and it’s worth your time to explore the technical space to see how you can leverage technology to succeed. If you have an interest in meeting people who could introduce you to others and vice versa, your business will flourish.

Related: The Top 10 Behaviours To Avoid When Networking

You are your own superhero

For years, it has been said that people buy from people and not adverts which is 100 percent correct. You are your biggest strength in that, if you believe in yourself and your product or service, you will be able to boost sales drastically. People are convinced by people, which is a huge part of your networking abilities and how people remember your products or services in an impressive way.

If people can see that you believe in your own business, are confident in your abilities and are trying to convince people otherwise, people will take a chance on you and put more effort into supporting you.

Always be strategic about your approach

The more you network, the more you will realise that you need to have a plan in place before you approach anyone or attend any event. A plan is crucial if you want to achieve a particular goal out of a face-to-face interaction. Before you attend an event, meet up with someone outside of the event or even speak with someone over the phone, make a list of the topics you what you want to talk about.

Events are usually jam-packed with people, and if you don’t have a purpose for your interaction, it will turn into a lost opportunity. You cannot leave without speaking to people you were interested in or without the information you need. If people are leaving in a rush, ask them for their contact details and make another plan.

Network both online and offline

If you’re putting yourself out there and attending a marketing or tech conference, also consider the online elements, for instance, LinkedIn, which you could explore. Many people believe in one or the other, but a combined approach is extremely powerful. Once you have met someone, make an effort to look them up online and follow up with a meeting request if you are interested in creating a further relationship. Your networking circle will not be complete if you aren’t making use of both offline and online networking in your community and the industry at large.

Related: Great Places To Take Your Clients When Networking

Provide more than you take

Don’t be a taker. People try and stay away from these types of people once they know who you are and feel sceptical about the interest you’re showing in them. While you might genuinely be interested in seeking advice on an innocent level, it can quickly give you a bad name if people spread their feelings about your motives. So, in order to avoid this, be willing to give. Of course, you need to limit your “free” offerings once you’ve met with someone new, but keep that opportunity open in the beginning. Show people that you’re willing to offer them information or free trials for their time. When people see that you’re not just taking what you can get your hands on, they will start to give you their attention.

Continue Reading


The 12 x 12 x 12 Rule For Successful Networking

If you follow the three parts of this rule carefully, you can learn to network successfully.

Brian Hilliard




The following excerpt is from Ivan Misner, Ph.D. and Brian Hilliard’s book Networking Like a Pro. Buy it now from Amazon.

Perception is reality. How many times have you heard that saying? Probably enough to know that the way you’re perceived really does affect the business you conduct (or don’t conduct) with other people. This is especially true when it comes to networking and meeting someone for the first time, and this is where the 12 x 12 x 12 rule becomes so important.

Basically, this rule involves three questions:

  1. How do you look from 12 feet away? Do you look the part?
  2. How do you come across from 12 inches away? Does your attitude and body language reflect what they first saw?
  3. What are the first 12 words out of your mouth?

What we’re talking about is how important it is to create the right perception of yourself and your business.

Let’s face it: As a businessperson, you’ve got a lot going on. But, most prospects don’t care how much you’ve got going on or how many balls you have in the air. They just want to know if you’re a potential solution to a problem they have, and their initial perception of you goes a long way in making that determination.

The same is true for potential referral partners.

They want to know if they can trust you with their referrals – people (and sometimes clients) with whom they have a good relationship. Do you have your act together so you won’t jeopardise their good name when they refer business to you? Right or wrong, their initial perception of you is going to play a large part in answering that question.

This is precisely what the 12 x 12 x 12 rule is all about. It looks at you from the perspective of other people (prospects or referral partners) and shows you how to optimise their perception. This doesn’t mean manipulating or deceiving them; experienced people can see through that. Nor is it about checking your personality at the door. What it does mean is fine-tuning your networking practices to avoid shooting yourself in the foot.

Related: Great Places To Take Your Clients When Networking

Let’s go over the specifics of the 12 x 12 x 12 rule and how you can manage the perception others have of you.

Look the part before going to the event (How do you look from 12 feet away?)

professional-appearanceYou’d be surprised how many people fall short in the fundamental area of appearance. If it’s a chamber of commerce networking breakfast, don’t go casual. Instead, consider wearing a good suit or nice outfit. You need to be well rested and clearheaded when attending a morning networking session; make a conscious effort to get plenty of sleep the night before. If you’re not a morning person, hit the sack earlier than usual so you don’t look like the walking dead. Regardless of how many cups of coffee you’ve had, people can tell if you’re not all there.

Make sure your body language sends the right message (How do you come across from 12 inches away?)

When it comes to forming networking relationships, most of the important information – trustworthiness, friendliness, sincerity, openness — is communicated through nonverbal cues such as posture, facial expression and hand gestures. When engaging in conversation, look the other person directly in the eye and stay focused on what he’s saying. Lean a bit into the conversation rather than away from it; don’t stand rigid with your arms crossed.

When meeting someone for the first time, a lot can be said about how much your attitude can impact her first impression. Make sure that when you’re talking to others, you have a positive, upbeat attitude.

Another part of the “12 inches” away rule is making sure you know which pocket your business cards are in and having plenty on hand. Nothing screams, “One of these days I’ve got to get organised!” louder than handing a potential referral partner someone else’s card. So make sure you have some type of system for keeping your cards separate from the cards you receive at the event.

One more thing: Remember to smile when meeting someone for the first time. Studies have shown that if you smile when you talk, you seem more open and forthright. Obviously, you don’t want to go overboard with this and start grinning and shaking hands like a hyperactive clown; just show that you’re having a good time, and that will send the right message.

Related: The Top 10 Behaviours To Avoid When Networking

Make sure you’re ready to speak (What are the first 12 words out of your mouth?)

When someone asks you what you do, make sure you’re ready with a response, or unique selling proposition (USP), that’s succinct but memorable. A good USP is the offline equivalent of a good post on social media… something that promotes curiosity and engagement. The attention span of the average adult is 20 seconds; a long, drawn-out answer to the question isn’t going to work. Whatever words you choose, make sure your answer is quick and informative without sounding over-rehearsed or contrived.

Perception is reality when it comes to meeting people for the first time. If people perceive you as not being right for them, they simply won’t be inclined to refer business to you, regardless of the work you can actually do. However, by keeping the 12 x 12 x 12 rule in mind, you’ll go a long way toward creating the right impression in the blink of an eye.

This article was originally posted here on

Continue Reading


Why I Never Meet Someone For Coffee

The conventional offer of “getting coffee” is, in my opinion, one of the most frustrating offers that can be made.




First off, I need to make clear that I am not against meeting people for coffee or even drinking coffee. My issue is that I’ve learned that the offer to go get coffee usually means that somebody wants something from me. Whether it is time, money or to help them make a connection, an offer to grab a drink almost always has some ulterior motive behind it.

You might think that I flat out don’t want to help others, but the real issue is the other opportunities that I have in front of me. I have a lot on my plate, so dedicating the time to a “quick” coffee meeting does not make much sense.

Related: Starbucks Coffee Is All About Culture… For A Reason

Say no to getting coffee

Hours spent in the office doing business are not the time to sit back, relax or socialise. I try to be as efficient, effective and statistically successful as possible during work hours (and beyond). The conventional offer of “getting coffee” is, in my opinion, one of the most frustrating offers that can be made.

I rarely take anyone up on the offer to “do lunch” during work hours. Just consider the amount of time that it takes to get to and from a coffee or lunch meeting, and how much business could be done in that same time.

Then, think about the inefficiencies of utilising that time for things such as small talk, even before you get to the critical business issue.

Have an objective in mind

I have the objective to try and keep every phone call to a maximum of five minutes. When it comes to in-person meetings, I prefer them to take place at my office or overlapping other meetings I have outside the office, which I call “holding court.”

Even then, I try to keep those meetings to 20 minutes long. This allows me to fit in as many meetings or calls as possible. So many people make the excuse that they are “doing business” and then leave the office to do unimportant things, or overlap their meetings around errands.

Make no mistake, I’m not advising against meeting people in person. I’m saying take control of the business opportunity and have them come to you, or meet them somewhere convenient when you are outside of the office.

Related: 5 Ways That Coffee Affects Productivity

No coffee, just grind

The majority of lunch and coffee meetings that take place are nothing but an inefficient use of time. I would suggest not only rejecting such meetings during work hours, but to also stop asking for coffee meetings unless they’re absolutely necessary.

How do you determine whether or not a meeting is necessary? Take a look at the reasons and impacts the meeting can have. If these outweigh the potential drawbacks of an in-person meeting, then it is acceptable to ask. Make sure that you focus on making efficiency a key principle when chasing your objectives.

Stay focused in on critical business issues and you will find that focus will provide you with everything you desire in business and life.

This article was originally posted here on

Continue Reading



Recent Posts

Follow Us

We respect your privacy. 
* indicates required.