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by Steve Phillip 10 Jul, 2017

Any infection will lay you low and if that illness continues for more than a few days, there's always a risk, in some instances, that it could become terminal. Many small to medium sized businesses experience a particular type of infection that if not treated will first paralyse that business and in time take such a hold that the outcome is the death of that company.

Last week I met with a sales director to discuss LinkedIn training and I how could help that organisation's sales team develop a continuous pipeline of potential new clients.

As the sales director read through my proposal, he came to a list of the clients I had worked with to date; firms like FedEx, the British Red Cross, Toyota GB, Deloitte, Oxford Brookes University and many others. He turned to me and said "There's some pretty big names here. How did you get to work with these firms?" . I replied with a slight smile and one word, "LinkedIn" .

by Steve Phillip 05 Jul, 2017

1 in every 5 parents think that there are no age requirements for joining a social media site and most parents in the UK have no idea whether their children are old enough to have a social media account.

by Steve Phillip 12 Jun, 2017

I got cross this week, mainly cross with myself I must say. On Thursday, I'd set some time aside, late in the day, to carry out my usual LinkedIn and social selling activities, when I received a scheduled call from a client.

I’d kind of expected the call to last 15 minutes or so and when, 45 minutes later, we were still talking, I began to realise that my social selling window had rapidly diminished.

After 20 minutes, I knew I’d missed the boat, as far as engaging with my network for that day was concerned and I   was   cross for 2 reasons; one because I knew I was clock watching and after 20 minutes or so, not giving my client the full attention he deserved and 2, because I knew that I should not have left my social selling activity until the last job of the day!

by Steve Phillip 29 May, 2017
Have you ever found yourself thinking   "I'd like to send that person a LinkedIn connection request"   and instead, you hesitate and think better of it? Are there moments when you want to leave a comment on someone else's post but a mild level of stress builds up inside and you quickly move your fingers away from the keyboard? Do you have some great insight that you'd like to share with your LinkedIn network but the very thought of posting an update, let alone writing an article, fills you with dread? If you experience any of these traits, then welcome to Parapet Syndrome!

'Putting your head over the parapet' is a term with various definitions, some of which include:   to do something that may cause people to criticise you; to be brave enough to state an opinion that might upset someone; to do or say something you think is important even though it may have bad results.   Each of these examples involve taking a risk, where the outcome could be a level of physical or mental pain for person sticking their head over the parapet.

by Steve Phillip 15 May, 2017
In the new age of social selling, if you keep on doing what you've always done, you will not achieve what you used to get.

There are few things that annoy me more than a cold call, which interrupts my morning, my routine, my thought process and my equilibrium. You'd think by now that I would be disciplined enough not to answer such a call, especially when I'm in the middle of doing something 'important' but no, like you possibly, I kid myself that this unrecognised number could be my next most valuable client. Of course it isn't - instead it's Mike from an insurance company asking me if I have time to discuss my options for health cover.

After 2 minutes of Mike trying to convince me to spend "just 10 minutes" with him on the phone to discuss how I might protect myself and my loved ones from the devastating consequences of leaving my health to chance, I manage to release myself from our call and attempt to get my head back into the business proposal I was writing before Mike intruded on my time.
by Steve Phillip 02 May, 2017

If you’re reading this post, the chances are you’re a parent, with a child or children who attend school and if you’re not, then you probably know someone who is. If you are a teacher then you're probably wondering why I'm providing parents with advice about how to criticise you? If so, then please read on and be reassured.

Rarely, these days, does a week go by, when we don’t hear coverage on the news about cases of online bullying. You’d be forgiven for thinking that this phenomenon, tagged as ‘cyberbullying’, is mainly aimed at children, such as the tragic story of 14 year old Megan Evans , from Millford Haven, who, in February 2017, was driven to take her own life, following a consistent campaign of cyber-bullying on the social media site Snapchat.

Such stories are particularly heart breaking when they involve children. Equally concerning though is the increase with which teachers are on the receiving end of similar bullying and abuse and often from the parents of the children they teach.

The National Association of Head Teachers (NAHT) receives hundreds of calls every week from teachers who are being ‘cyberbullied’ The majority of such complaints are about parents using websites and social media, in particular, to attack those they entrust with their childrens’ education.

This week, the media has emphasised the problem of inappropriate online posts by singling out some of the top web and social media sites for failing to do enough to prevent illegal and hateful content being shared online.


by Steve Phillip 24 Apr, 2017
Are you exhibiting at a business market in the coming weeks? Perhaps you've organised your own conference or seminar and you're keen to ensure you achieve a high level of quality attendees?  Such events are great opportunities to network, attract new customers or partners and do business but only if you've prepared adequately.

Over the years, I've exhibited and been a keynote speaker at many business markets and conferences but it never fails to amaze me how so often companies fail to maximise their involvement at these events. Whenever I exhibit or speak, I never turn up without first letting the world and her dog know that I’m going to be there.

I’m always surprised when event organisers email to thank me for frequently tweeting my attendance at their event. Often I’m provided with a database of registered attendees and again, the organisers thank me for sending out an email to let these contacts know where they can find me on the day and in the process, of course, I end up indirectly promoting the entire event.
by Steve Phillip 12 Apr, 2017
One of the most common questions I'm asked is, "How much time do you spend on LinkedIn each day?" I soon see through this inquisitive probing of my own personal LinkedIn habits and recognise that what the questioner is really wanting the answer to is, "How much time will I have to spend on LinkedIn to win new business because, actually, I'm very busy doing all kinds of other important stuff ?"
by Steve Phillip 30 Mar, 2017
Should you have a LinkedIn company page, what are the benefits? This particular aspect of LinkedIn is one I receive a lot of communications about. For many members, it seems that LinkedIn company pages are somewhat of an inigma; "what are they for, how do I use them, do I need one?"
by Steve Phillip 28 Mar, 2017
In my recent post The Demise And Rise Of The Car Dealership , I examined the changing face of the new car buyer and stressed the importance of automotive retailers building online communities to engage with their customers, if they expect to still be in existence in years to come.

The retail experience, at the majority of car dealerships, has changed little in decades and falls well short of customers’ expectations. It’s little wonder then, that so many customers prefer going to the dentist than entering a car showroom . Something has to change and the industry has a tool at its disposal that will go a considerable way to winning over new customers and securing the future of the car dealership.

The future of retail is not going to be about simply selling more products, instead it will come from encouraging customers to engage with the buying process because they know, like and trust your brand and your dealership’s employees – you must first make them ‘ raving fans’ .

Imagine a future, where your salespeople keep in touch with their customers, throughout their ownership cycle, even becoming friends with them and your customers become your best ambassadors, regularly sharing your news, offers and product launches with their friends and families. What would happen if your customers bought into ‘Brand You’, as much, if not more than they do with the manufacturers’ you represent?
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by Steve Phillip 10 Jul, 2017

Any infection will lay you low and if that illness continues for more than a few days, there's always a risk, in some instances, that it could become terminal. Many small to medium sized businesses experience a particular type of infection that if not treated will first paralyse that business and in time take such a hold that the outcome is the death of that company.

Last week I met with a sales director to discuss LinkedIn training and I how could help that organisation's sales team develop a continuous pipeline of potential new clients.

As the sales director read through my proposal, he came to a list of the clients I had worked with to date; firms like FedEx, the British Red Cross, Toyota GB, Deloitte, Oxford Brookes University and many others. He turned to me and said "There's some pretty big names here. How did you get to work with these firms?" . I replied with a slight smile and one word, "LinkedIn" .

by Steve Phillip 05 Jul, 2017

1 in every 5 parents think that there are no age requirements for joining a social media site and most parents in the UK have no idea whether their children are old enough to have a social media account.

by Steve Phillip 12 Jun, 2017

I got cross this week, mainly cross with myself I must say. On Thursday, I'd set some time aside, late in the day, to carry out my usual LinkedIn and social selling activities, when I received a scheduled call from a client.

I’d kind of expected the call to last 15 minutes or so and when, 45 minutes later, we were still talking, I began to realise that my social selling window had rapidly diminished.

After 20 minutes, I knew I’d missed the boat, as far as engaging with my network for that day was concerned and I   was   cross for 2 reasons; one because I knew I was clock watching and after 20 minutes or so, not giving my client the full attention he deserved and 2, because I knew that I should not have left my social selling activity until the last job of the day!

More posts
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