From the Forward of “YOUtility Why Smart Marketing is about Help Not Hype” by [Jay Baer] of [Convince and Convert] (with permission)
I was officially scared to death. It was November 2008. The stock market was in a terrible nose dive. Presidential candidates John McCain and Barack Obama debated what should be done about failing banks and financial institutions. To say the U.S. economy was in a tailspin would be an understatement, and consumer confidence was suddenly, almost overnight, shaken to the core.
Within days of the market collapse I had four customers withdraw their deposits. More would follow in the coming weeks. What had appeared to be a healthy late spring and winter for my business was becoming a nightmare.
I was a “pool guy,” as homeowners often call us. Along with my two business partners I had owned River Pools and Spas in Warsaw, Virginia, since 2001. We started with a beat-up pickup truck, three guys, and a dream. By 2008 we had become a formidable in-ground swimming pool construction company with more than seventy fiberglass pool installations a year in Virginia and Maryland.
Going into 2008 I was oozing with confidence. Our brand was expanding, and we were pushing growth as hard as we possibly could. Finally, after years of physical, mental, and emotional sacrifice we were going to experience the fruits of our labors. But no amount of sacrifice or experience could have prepared us for the economic collapse. The faucet that had been flowing wide open during the previous decade suddenly refused to allow even a drop to fall.
By January 2009, our company was on the brink of complete financial ruin. The phone simply wasn’t ringing. It stood to reason; one thing consumers rarely do in the worst economic times since the 1930s is sit around the dinner table and decide to purchase a swimming pool. Even in the rare circumstances when there were interested customers, banks had made luxury-lending nearly impossible with the tightening of credit and the evaporation of home equity due to the collapse of the real estate market. We had almost no projects for the foreseeable future. Our credit lines were maxed out, our sixteen employees were sitting at home with nothing to do, and our bank accounts were overdrawn for three consecutive weeks.
I was depressed, scared and out of ideas. I found myself turning to the one place we seem to go to find the answers we’re looking for – the Internet. Since I certainly wasn’t installing pools, I had plenty of time to research new marketing and business concepts; as I did, concepts like “blogging,” “inbound marketing,” content marketing,” and “social media” kept coming up again and again.
Like most of us I had an inherent sense that business and marketing were shifting to the web, but, as a not particularly computer-savvy guy, it wasn’t something that had ever seemed applicable to my business. But, I’d never been more ready to try something new. Unless we figured out a way to generate more leads and sales without spending money on advertising, we were going to close our doors, and my business partners and I would lose our homes.
It was time to sink or swim.
What I discovered first, and what will become exceptionally clear in this book, is that consumers of all types expect to find answers on the Internet now, and companies that can best provide that information garner trust and sales and loyalty. Success flows to organizations that inform, not organizations that promote. It’s a fundamental change in how I think about business, and you’ll think differently too, after reading Youtility.
So this one’s going out to all you small business owners out there. You’re my people. You’re the ones that have everything to lose by remaining stagnant. You might have thoughts similar to those of Jay’s at the time… feeling technically inept. There is more than a sufficient supply of contractors out there who can teach you. If you fear you’re just not teachable when it comes to technology – maybe you’re right. In that case, find a contractor to take care of your efforts for you. I’ve said multiple times on this blog that you absolutely must know what your strengths and weaknesses are. If you don’t – chances are you’re wasting YOUR time and energy (which equals cash by the way… YOUR cash) that could be focused where you excel.
I have two clients that are older gentlemen. One in his mid-sixties – the other in his mid-seventies. The gentleman in his mid-sixties is like a bag full of ADD mixed with good intentions. He is insanely good at what he does – working with animals. He is insanely bad at anything technically related. Instead of trying to figure it all out, he hired me. He gets to spend his time doing what he loves, I get to take care of what he doesn’t excel at. Likewise with the 75 year old. While he can’t afford to have someone take over his entire social media presence (which I can appreciate), he can pay me to meet with him once a month to fine tune his SM strategy, and while he has to take care of all logistics himself, we take out all the guess work of what needs to be done, when and how, with setting monthly goals and creating a plan for him to follow. This works great!
My rule of thumb is this: If I have to sell you on the fact that as a business, you NEED a Social Media presence (and a strong one at that) – I likely won’t take you on as a client. Why? ‘Cuz ain’t nobody got time for that! My time needs to be focused on coming up with content for my current clients, not spent on trying to reassure you (after two days) that SM is a valid and vital form of marketing. One of my friends says this in regards to finding clients: “If you get a potential client that wants to see immediate results….. RUN. They need to understand that Social Media Marketing is not a sprint. It’s a marathon.” Oh how right she is. This beast is all about building relationships. I don’t know about you, but if there is a man who is interested in me – if he tries to go from 0-60 in 3.2 seconds, he’s going to scare me off. Why? Because as a (somewhat) rational human being – I understand that solid relationships take time to build if they’re going to be sustainable. Friendships are the same way. If I just met you and all of a sudden you want to spend every waking moment together – it’s quite likely that this is going to be a turn-n-burn friendship – which I quite honestly have no time for. Social media is the same way. Take the time you need to build rapport with your audience. Make it your job to care about what they care about. Be genuine.
What I DO have time for is what Jay talks about a bit later in his book – spending time on MY content. Coming up with content that makes me an expert in my field so that I’ll be the resource everyone wants to come to. My number one client is me. It has to be. Why? Because if I’m not consistently staying up on what’s happening in social media – my clients suffer. If you take time to blink in this field, you’re behind your game. If you’re looking for a Social Media professional – I’ll leave you with this – make sure you ask them this question: “What client do you spend the most time on?” You might be surprised at the answer you get.
Until next time – where I’ll be reviewing more of YOUtility – You can get your own copy of the NY Times Bestseller ——>HERE<——-