Some say that hard work, determination, and commitment
are the most important attributes to achieve success in sales, but what about
your personal brand?
In this week’s episode of INSIDE Inside Sales, Darryl teams up with Alistair
Neal, business recruitment rockstar and Paiger’s VP of Americas, to discuss the
importance of building a strong online presence and putting your name in front
of the right people. Learn how to develop and utilize your personal branding to
showcase your expertise, leverage social media like a pro, and organically
attract potential customers. Subscribe now and discover how to build a brand
that shines!
Darryl Praill: We are back, folks. How's everybody doing? It's another week. You've been okay? Talk to me. Now for those regular listeners of the show, and there are millions worldwide, at least that's my claim and I'm sticking to it. I threw you a curve ball, didn't I? I threw you a curve ball and you thought you were listening to me, and instead, I did an encore presentation of a brand new podcast we have going on here called The 0 to 5 Million and that features Shawn Finder and Ali Whitfield. That's a new show intended to focus on entrepreneurs and how you kickstart a company and start from nothing or almost nothing and you physically drive it and grow it. Keep that in mind. If you haven't listened to it, go back, you can listen to that last episode here and you can check it out. The first one was with Peter Kaputo, formerly of HubSpot. He was there nine years, helped drive them to massive, massive numbers, now the CEO of Databox, a dashboard reporting analytics company with special emphasis on their HubSpot and Salesforce integrations amongst other things. He's got some great stories. When he went from HubSpot to Databox, even though he was CEO, he was their one and only sales rep. Talk about the life of an entrepreneur. All right, and that's what it's all about. So check that out. If you really like it, you don't have to listen to my last episode, just go to your favorite app and subscribe, do a search on 0 to 5 Million and you'll find it. But a couple things that are interesting there. One is, the fact that that focus on entrepreneurs, right? So how do you grow and get visibility on you? The second part is a little bit related. It's how do you scale that across your organization? So what was interesting, on a parallel track, we were having conversations over the last several months, internally here at VanillaSoft, and it was conversations around how many inbound referrals that I personally get just because of my reputation and I'm not saying it's a good reputation. I'm not saying I'm a poster child. I'm simply saying, because I have some reputation in the industry, that there's a number of people who literally come seeking me when they have sales issues, wondering if our solution might be something they should evaluate. The beauty of that is that it's free. I didn't pay a damn thing to have these people come and kick the tires on my platform. That was magnified when we acquired Autoklose and Shawn Finder joined the team because, Shawn himself, has got a similar reputation. Ali Whitfield, out of the UK, is doing a great job building his reputation. I've had a number of people come back to me in referring to him as the next Chris Orlob or the next Devin Reed, so again, building his personal reputation. All three of us are doing gangbusters and getting a couple of things happening. One is, as I mentioned, those inbound leads, so those inquiries, but the other part is getting referrals, word- of- mouth, so maybe they don't know why us, but they know somebody who knows us and they say," Check these guys out," based on that, which is kind of cool. Referrals and direct inbounds, high intent, talk about easy sales, assuming it's a right fit. That was interesting, but as we were having that conversation recently, the whole thing was around," How do we get the rest of our organization to do this?" So we're busy on Slack. We're sharing LinkedIn. We have a LinkedIn amplification channel to try to amplify in our own little pods. Reps see this transpiring. They want it themselves, but we see over and over again where they don't actually make the effort, without sounding judgmental, to become their own brand, to become their own inbound reputation- driven machine. When you ask them about it, because this frustrates me as the CRO, it frustrates me to know, and I'd imagine if you have a sales boss, it frustrates them as well if you're not doing this, because we will give you the tools. We will teach you, we will train you and you're not doing it and I bang my head against the wall. So then we're having these conversations," Well, how can we get around that?" So then we talk about the whole idea of employee engagement, employee advocacy. So you start to just realize we've got some themes going on here. We got," How do I drive more high quality inbound leads at minimal cost?"" How do I develop my people?" Then the last theme from the last episode was talking about entrepreneurs and co- founders and scaling. It all comes together on this topic today. I want to talk to you about literally this: employee advocacy and your personal brand. The right person to have this conversation, if you don't know him, let me introduce you to Alistair Neal. Now Alistair, he's the VP of Americas for Paiger, P- A- I- G- E- R. Secretly, between you and I, he's also a co- founder, so he knows this entrepreneurial thing and he knows this scaling thing. Paiger, if you're not familiar and you've been living under a rock, it is the award- winning marketing tool for recruitment, bringing sales and marketing together. Now, that's only part of what he does. He's also the host of Fails N Prevails. Really, I should rephrase this as being Sales, Fails N Prevails and that's really fun. You got to check that out. It's a daily briefing of the highs and the lows of being in sales and marketing. So Alistair, he's the man bringing that to you. He interviews guests every single day to have a laugh, give a boost to everyone in sales and marketing. So sidebar, you should listen to it. If you, yourself, have a fail or prevail story, you may want to go and drop him a note and say," Hey, I want to share it with the crowd." So with that said, Alistair, welcome to the show, my friend.
Alistair Neal: Heck of an intro, Darryl. Thank you. Thank you so much for having me. I appreciate it.
Darryl Praill: All right. By the way, while we're waiting, folks, go follow him on LinkedIn. It's literally Alistair Neal, A- L- I- S- T- A- I- R N- E- A- L. It's one word, the classic linkedin. com/ in/ Alistairneal. He's also on Twitter. Check him out. Talk to me, my friend, I've set the stage a little bit. I mentioned employee advocacy and personal branding. Is that the term you would use, and if not, what is the definition you would use? Then I want to get into why we should be doing this or why we're not doing it? What are the excuses you're seeing?
Alistair Neal: Absolutely. That is how I would describe it. Employee advocacy, you have company content, you want your employees to be out there being advocates for you. Then personal branding, it's all about just letting the world know who you are. My mom always told me that 90, 95% of life is just showing up. Just be present and especially with the pandemic, everybody is very present on social media. So part of success is simply just being there, just having your name in front of people and letting them know who you are and what you're about on a business front.
Darryl Praill: I love your mom's answer. I don't want to interrupt you, but whenever a mom is involved, I have to stop and comment. Just showing up. That's an awesome rule in life and especially in sales. True story, I was sitting at my desk a couple of days ago. It was 6: 30 at night and I see a notification come in. I get notified every time somebody is on our chat and nobody answers the chat because it drives me nuts. We had this note come in saying," I'm sitting here waiting on this demo and nobody's showing up." I'm freaking out like," Why would you not show up when it comes to sales?" Good news is, we did show up. We got the deal. Life is grand. Bad news is, I popped a cork to make that happen. So talk to me. So when I say personal branding or employee advocacy, what's your definition of personal branding? Is it being somebody who's a bigger- than- life rep in legend on social media doing the speaking circuit, being in high demand, being engaged and retained to do all these sales kickoffs? Is that what we're talking about?
Alistair Neal: Not at all. That's for the 1% of experts out there, right? For the 99, the rest of us, it's all about just having a presence. Everybody's at least some level of an expert in your field. We all have imposter syndrome to some extent, but that doesn't matter; what matters is talking about it, right? If you're not an expert, you can always use other people's content or comment on what they're talking about, because we all have thoughts and it's always worthwhile sharing them. The reason for that is, A, if you have to talking about an industry, you're going to naturally learn more about it, right? If it's in your consciousness, if you're looking at competition and talking on their posts and reading what they're saying, that's great. But if you're out there talking about yourself, A, in order to do it, you're going to learn more about it, which is always crucial for sales, right? Then B, people are going to know that you're out there talking about it. I'm going to bring you an example. There's a guy that I follow on LinkedIn. He always does this thing called The Red Jacket Report. I've watched very little of his actual information, but I know that he's out there constantly talking about it. It's in my consciousness of," If I need to talk to somebody about an applicant tracking system, he's the first person I'm going to go to, simply because I've seen his name and the fact that he's talking about it over and over again," even though I haven't actually consumed all of his content, right? You, as an example, I consider you a sales expert. I've done enough research to come to this podcast to know who you are and what you're about and especially what VanillaSoft does. That's simply because I've seen you show up. I see you posting, I see you comment on things and it leads to that curiosity of," Who is this person out there? What can I talk to them about? What should I learn about them?" It's all about people seeing your name, your company name, what you're talking about and that's how you develop that brand. You don't have to be an expert; you just have to show up and talk about it.
Darryl Praill: All right. So I agree with everything you're saying, and it's true. In fact, ironically, everything you were saying about the example you just gave, The Red Jacket Report and then that individual, was exactly how I opened it up by saying it's amazing how many inbound leads that I get, people simply saying," I've seen you out there and I think maybe you can help me," which is pretty much what you just said," If I need that kind of a solution, I know who I'm going to go to first." It doesn't mean they're going to get the deal, but that's who you're going to go talk to first and you're going to get educated and engage in a conversation. That's what we see over and over again. I love it and it's so fricking cheap. Did I mention the cost of acquisition is low? I'm sorry. I'm speaking like a CEO for a second. So here's the thing, you didn't mention, I'm surprised you didn't mention it, but let me chirp in here. Even if you don't pursue this for your own selfish sales interests, you should be doing exactly what Alistair is talking about for your own selfish career interests. In other words, what if your current gig or your current employer doesn't work out and you need to go, and I guess I just use my Canadian version of out on that, and then you needed to go and find yourself a new job and then there was a gazillion applicants. How are you going to stand out? Why are they going to hire you? A lot of it is your personal brand. What about when you go back to your network and you say," Dudes and dudettes, I am looking for my next great adventure." If you have a killer reputation, there's a gazillion people out there. It's a real number, look it up, and they're going to go advocate on your behalf saying," Oh my gosh, Alistair is on the market. We have got to evaluate. Can we make a position for him? Is there an opening? Can we talk to him? He's available. This rarely happens." All around personal brand, so it's not just around sales, it's around you and your career too. Now that's me speaking selfishly, so...
Alistair Neal: That brings up a great anecdote. I follow somebody. I can't think of her name, but that doesn't matter because I know the next time I scroll on my feed, she's going to pop up there. She wrote a post about," I've got this really kick- ass sweet job. How did I get it? It wasn't easy." She said," I posted three times a week on LinkedIn for the last 12 months and established myself as an expert in this area simply by showing up and that's how I got the job." It was like," It wasn't easy. It wasn't overnight," because that's the thing with personal branding is it's not a," I posted twice. Sit back and let the money roll in. Let the job offers roll in." It's about consistency, right? Going back to my example, it's about showing up three times a week with something to say or commenting on other people's posts. That's also super [ crosstalk 00:00:13:29]
Darryl Praill: All right. So let's talk about that because the biggest excuse I have, I've had a variety, but let me see if I can summarize it," Darryl, I don't have time." That's why I don't do it," Because I'm busy closing deals, dammit. Don't you know?" That's number one. Number two," Darryl, I'm not you." This is what I get. I don't know the video thing or I don't have an opinion." Darryl, I don't like conflict and if I put an opinion out there or a point of view, I will get shot down. I don't have time for the drama. I don't want to be attacked. I don't want to be canceled, so I just avoid it altogether." Where else can we go to?" I don't have enough followers," that's another one, or rejection." I put something out there and I get no comments and no likes and I just want to bury my head in the sand and wish I'd never done it. I've tried it and nobody ever engages with me." These are the excuses I get. So let me ask you this, Alistair. How do I do it if I truly want to pursue this, because you make it sound so easy?
Alistair Neal: Well, it's a double- edged sword. It is easy. It is easy to show up. Even if you could just start off by liking a post. Most people, they want to know who likes their stuff, right? So if you just go out and start liking some posts, A, that person whose post you liked gets a little rush of endorphin. That's why we all post on social media. We need that little validation. So they're going to go see," Hey, this person is liking my posts. Who are they?" It's going to take them to your profile. Now they know your name and what you do, first step there. So it's not that hard to hit the old mouse button on the thumbs up there. So that's the easiest thing you can do. If you just scroll your feed for 10 minutes and just like the posts that you see or follow a certain hashtag, go and like the stuff that you see, maybe 10% of those people are going to go," Oh, who is this person?" They're going to see what you're about and they're going to start following you back, so that is piece- of- cake easy. The next step is comment on somebody's posts. It's really not hard to have a simple opinion. If you're worried about people being negative, LinkedIn tends to be a pretty safe place in terms of negativity. There's not too much controversy, not so much for Twitter or Facebook. But to my point, HTML 6 is the future and somebody comes in and says," No, it's all JavaScript- based." Well now, you've probably learned something, increasing your knowledge, which is beneficial and somebody's engaged with you. Great. So you're off to the races and that's going to get more traction and get your name to more people. Then the third step is use other people's content, right? It's very hard to write your own content, but you can use other people's content. If you see a blog post that you like, share that person's blog. It's great for that you're sharing that person's blog. Also, you can just write two sentences on it," Hey, I really enjoyed point number three. I, in my personal experience, anecdote, anecdote, anecdote," done. That person now is going to check you out. It's in the same industry. They're going to see who you are and what you're about and that's done. Then the fourth step is create your own content, which is harder to do, but once you've started doing the first three things, commenting on other peoples' content, you'll find that it naturally slides into that, right? Go ahead.
Darryl Praill: No. What I love about what you said, and you're the first person I've heard put it that way, is you just gave me a plan, all right, phase one, phase two, phase three, phase four. I find right away, many people are overwhelmed by," Where do I start and what do I do?" So some of the feedback I give people, on a related note, is I say," Yes." I said," Figure out the top influencers in the market." This is my approach. In other words," Okay. Let's look at who's speaking at a variety of events. Let's look at who's quoted. Let's look at some of those bestselling authors and let's follow or connect with them. Let's start with that." By the way, you send a connection request, personalize it. For the love of God, personalize it." I just read your book. I saw you present at this show, would really like to follow you," and that just goes so far. That's the starting point. Second, once you do that, you can engage on their content. So it starts with likes as you're saying, but if you can, add value so that's the actual comment. How I did it when I was starting, because when I came at VanillaSoft, like everybody else, I'd had a LinkedIn profile for years and years and years, but I was the poster child for not really using it and this is how I had to start. So what I started doing was I didn't want conflict. I didn't want to be canceled, so I would say," Alistair, I really like the point you're making here, where you say A and B. Love it. In fact, I've seen huge success on beep, but your third point, C, I disagree with and this is why. Maybe instead of doing the way you do it, I'd do it this way. Thoughts?" So what I just did was I validated part of it and then I was provocative on the other part of it. More importantly, I took the time to be respectful because they actually put themselves out there in the first place, so I didn't want to say" You're full of shit. It's stupid," and away they go. You kind of reap what you sow-
Alistair Neal: Just write," Wrong!"
Darryl Praill: "Wrong!" Exactly. When I did that, what was remarkable was these influencers, these best- selling authors, they'd have a gamillion, a gamillion, that's another word, totally legit, likes and they would respond to me because I was specific. It was amazing. All these other comments," Atta boy! Go! Preach! Truth!" Got nothing, but they would respond to me because," Darryl has an interesting point about C. Let's talk about it." Boom. Now the second part I would do, I started there. I looked at it over and over again. By following them, I started to see the same people engaging, to your point," Oh, Alistair is commenting. Oh, Joe's commenting. Oh, Susie's commenting." Boom. Follow them. All right. So that was the second thing and again, context, connection requests," Hey Alistair, I saw you commenting on All- Star Authors posts about ABC. Loved your point of view. Let's connect." It's kind of a family tree. We start there at the root and then we branch out to the siblings and then you go to Alistair's followers and Alistair's content. Before you know it, you've covered off a large portion of the people in your target audience. Then you can start, to your point, adding your own content to the mix because now you're comfortable and you've got enough, let's call it reputation and credibility, with the tribe. Now it's a safer place to go out and be bold. But even when you go out bold, you got to be either a good storyteller or you got to be concise and to the point like you would on a sales call, right? Chorus and gong measure how much time you're talking because, obviously, they don't want to talk forever. You want to make your point and then shut up. Social media can be the same way, so I love your way. That's the how.
Alistair Neal: I'm just going to expand on that. You made a very good-
Darryl Praill: Go ahead.
Alistair Neal: ...point around, you're seeing people like the engagement pods and you'll see a post and five people comment and write," Great post."" Nice post."
Darryl Praill: Yes.
Alistair Neal: There's no value there. You have to say something, have an opinion or just show that you've least read it, right?
Darryl Praill: Yes.
Alistair Neal: You can't just go write," Nice post," on everybody's post is like," This guy's a jackass or he's a robot." There's also negative brand value out there, so you have to be careful with how you engage, but be a human.
Darryl Praill: It's a huge point your making right now because there are a lot of bots out there that just auto comment and auto like because they think that's the way to go because it's a sure form. It isn't. They're people. You got to invest the time to actually have context. What I like doing, I like cherry picking the stuff they mention near the bottom of their post because a lot of people don't get that far down. They just skim. When you comment on that, you're really sending a message to the poster that you're commenting on that you've read their content and you stand out. Trust me, you stand out. You totally stand out. I want to bring in a sales angle here. A big thing that we do here at VanillaSoft, a lot of people are doing it, is the whole idea of account- based marketing. So how does targeting your account, because there's your tribe, but then there's also your target accounts, do you have an approach on how to engage with those specific people that you're trying to sell into? Because usually what I get is I get a follow and the first message that I get is" Hi, Darryl. My company does this. Do you have 10 minutes?" Right away, I'm like," Unfollow." So that's not-
Alistair Neal: That's a good robot.
Darryl Praill: Yes. I hate it-
Alistair Neal: Those get ignored. They never get answered.
Darryl Praill: So talk to me, then. You talked about, you can share content, you can post your own content. You talked about how much time in a day should I reserve to do this? How much time should I reserve for actually being in social media just to engage, like, comment? How much time should I allocate for maybe building my network and then finding new people? How much time should I allocate for creating content? Then I want to go into the whole content topic because a lot of people get lost in the content. They don't know where to start in the content.
Alistair Neal: Yes. The time and investment is whatever you can put into it. Start with the time you have and as you see the success come in over time, you're going to naturally dedicate more and more time to it. The account- based marketing bit that you brought up there, so your goal as a salesperson is to get somebody to answer your email or pick up your phone call, because at the end of the day, if life was all inbound, that would be great. But the vast majority of salespeople are out there doing cold or semi- cold outreach, right? It's part of the sales game and most companies still survive with people doing outreach. So the goal in outreach is to get as many responses as possible from your target market. Now, if I've seen your name and I know you've commented on my posts, there's a natural," I know this person," because even though there's not been any real interaction, there is a natural," I know this person." So when you do get a well- researched cold email that says," Hey, I liked your post about X, Y, Z. I'd love to talk to you about your focus areas around sales software," you have a much higher response rate. So you can sit down and send 100 cold emails to people that don't know you and hope that you get 10 responses. But if you sit down and send a hundred emails to people whose posts you've commented on, you're going to see the response rate go up dramatically. So maybe you just send 50 emails and take the time that you spent writing those 50 other cold emails and dedicate it to talking to people and engaging with them on social media. All right?
Darryl Praill: Oh, oh, oh. I love that and that's something we haven't even talked about. Let me stop there for a second. Your personal brand, it doesn't need to be far and wide. So let's say you're doing ABM and you've got 100 accounts on your target list and that's it. You can build a personal brand up with just those 100 accounts. You don't have to have 30, 000 followers.
Alistair Neal: I will say, when you're commenting on your target market's posts, don't say," Hey, we fix this over at my company." That's the worst possible thing you can do because then, going back to that negative energy, and then it's like," This guy's a jackass. He just wants my money. Next." Then when you do send that call and they're like," Oh, this guy's after my money, thanks." But engage with a non- sales mindset first. I can't stress that enough.
Darryl Praill: So I'll share with the folks what I typically do on a time commitment. Basically, I allocate about a half hour a day, or every other day. In all sincerity, sometimes I just don't have time in my day. Often, for me, it's at the end of the day, after 5: 00, which is not necessarily optimal for times, but that's when I do it because that's when I finally have time and I go through and engage. Often, I also know, though, if there is something, if there's content that I want to make or put out there or even some promotion, and here's the thing, if you add enough value over your time on social as you build your brand, your audience, your tribe, will indulge you when you want to do a little self- promotion. They're okay with that. So when I'm in that point in time, and I maybe do that once a week, twice at the max, is I'll do that in the morning. So I get in and I shoot a quick little video and I trim it all up, maybe I caption it. By the way, if you're doing video, you should always caption it because 90 plus percent of people are watching it with the sound off. They're going through the timeline, but they'll stop and look at captions-
Alistair Neal: And transcripts.
Darryl Praill: ...and transcripts. Yes. Absolutely and that's kind of my time. So when I'm doing a promotional piece of content, to me, this is lead generation. This is development. This is not social media and personal branding; this is something I'm doing to drive, to hit my number. The half hour of the day when I'm actually engaging with the tribe, to me, that's more like social. It could be a mindset thing, but that's how I look at it as, personally.
Alistair Neal: Yeah. Absolutely. Going back to what you said about your self- promotion classic old Gary V., Jab, jab, jab, left hook; so value, value, value by the way we do this and those people aren't going to mind it because they've already added enough value that it's like," Oh yeah, great." Now they've got another snippet of who you are and what you do so then when that email comes in or that cold call gets made, they're more likely to answer it. Yep.
Darryl Praill: There are tricks to the trade. If you want to optimize yourself, we haven't even talked about that. Some of the tricks there's, what is it? Don't quote me on this one. It's been too long now, 310 characters, whatever, or 210 characters to the opening paragraph before it says," Read more." So if you want to hook something, that little click bait, do it in less than 210 characters. That's your first thing, right? I think it's, what is it? 1300 or 1250, whatever total character count, so you got to save it in that, a few hashtags. In my case,# sales,# marketing. You can have some fun. I always have# prailltale if I'm telling a tale. If I'm sharing a story, it's a Praill tale. If I'm not telling a story, I don't put Praill tale. You don't include links because the algorithm frowns on that. They don't want you leaving, but you can go in the comments and include links. You want to space out. You see a lot of spacing in a lot of posts. The spacing is for skimability. All right. You put too much in one paragraph, people will just literally bounce off your post, but if they can skim it, they will. Tagging is okay if it's contextual. So if I was talking about employee advocacy, I could say," I was just in a podcast recording with @ AlistairNeal talking about the importance of personal brand," and blah, blah, blah," and Alistair shared this." Then I could say," So then I went and checked out @ Paiger to check out more about how they could help me out." That's great. But when you hash tag 40 of your top influencers who barely know you, that's going to work against you and make you look really, really desperate. So don't fall into some of those mistakes. These are simple things you can do on LinkedIn, especially. I want to to go back to Paiger for a second because what's interesting with Paiger is-
Alistair Neal: I'm going to jump in before-
Darryl Praill: Go ahead. crosstalk You want to say something?
Alistair Neal: I want to talk about tagging people a little bit more. So in my 37 episodes, I've had some people with massive networks and some people with small networks that aren't as active, right? If you tag somebody that's very active and has a massive network, at least in my anecdotal experience, I'll get fewer views than if I had tagged somebody who's not that active because LinkedIn algorithm is going," Hey, this person has posted in a while. They're in this post. Let's show it to their network. Let's get their name out there for them." So sometimes tagging folks that aren't that active is actually more beneficial than tagging Gary V.. It's a BS tag. Sorry, just wanted to hit up on that.
Darryl Praill: You mean if I tag Gary V., he won't come and check out who little old Darryl Praill is? Is that what you're trying to say? That's so bizarre.
Alistair Neal: Then the photaggers would be like, I should make up a name for it, I don't know if there's a name for it," This guy's a photagger," right?
Darryl Praill: Yeah. This guy's a desperate poser crosstalk.
Alistair Neal: ...a photagger, crosstalk so he doesn't have to give us traction. I learned that because I had a great guest who's one of the top people in the recruitment industry and the post got a fifth of the traction over everybody else, even though he was literally on my video. It just wasn't out there. So anyways, back to what you were saying.
Darryl Praill: No, it's true. How about scaling? So I open up by saying," I want my whole sales team to do this, not just me or a handful of people." We've tried using Slack just to share links and that gets some traction. We've reminded people it's part of our ongoing training non- stop to do this and they go," Yeah, yeah." Paiger is interesting because it's actual employee advocacy. It's a vehicle to literally help my sales team and my marketing and everybody else who I want to, really magnify each other. So talk to me about that because this is a really cool feature that a lot of people aren't even aware of. It's tools like yours out there that do this.
Alistair Neal: There are tools that will do this. What Paiger is designed to do is help you do steps one through four without investing as much time as if you're doing it manually. So let's talk about company content. My little step plan of likes, then comments, then your own content, start with the company content. Most firms out there have a company blog or they have a marketing person that creates things. They would love for you to post. So what Paiger does is it takes out the steps where you can just get that company content and schedule it and send it out there, or the marketing person if you've got someone that's real hands on who can say," Hey, sales team, I wrote this post just for you folks. You don't have to do anything. Just let me post on your page." So you can actually have somebody come in and get the company content out there or they may get," Hey, here's the blog post." Here's an easy way to write two sentences on it so you can brand yourself and then send it out. Then it's got a bunch of other stuff that I don't want to dive to into, but the platform as a whole is," Let's take the marketing and turn your employees into personal branding and company branding experts without sucking up all their time."
Darryl Praill: That's a wonderful, concise way of putting it. We're out of time, but I loved today's conversation because today's conversation wasn't me and it wasn't Alistair telling you folks that you need to be social media rock stars. What it was saying is that you do need to curate your own brand. You don't need to be on stage. You don't need to be a best- selling author, but you do need some reputation because as Alistair said, when you're doing the emails and you're doing the phone calls and you're doing the outreaches as you're doing business development, name recognition results in a much higher response rate. Trust goes up dramatically. They're listening to you when you're talking about the issues. If you're not sure how to do it, well then, you can work with companies like Paiger. Check them paiger. co, P- A- I- G- E- R, or better yet, just follow Alistair Neal. My friend, I enjoyed talking to you. Thank you so much. Everybody else, I expect you to post something right now, dammit, about this podcast and what you've learned. It's content. Tag me. Tag Alistair. In the meantime, we'll see you next week. Take care. Bye- bye.
Alistair Neal: Thank you so much, Darryl.