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All posts by David Graham

David Graham
David Graham's passion is business-to-business digital marketing with a specific focus on value networking and inbound marketing. He consults on business-to-business digital marketing strategy and execution, with an emphasis on building sales pipelines and generating new prospects
  • Follow this approach to attract new prospects

    attract verb - cause to come to a place or participate in a venture by offering something of interest or advantage."a campaign to attract more visitors to Shetland" cause (someone) to have a liking for or interest in something."I was attracted to the idea of working for a ballet company" There are thousands of individuals and companies using online communication channels to sell themselves, their companies, products, services and solutions however most of them are doing it wrong. Blatant promoting of your company and products does not attract new customers. In fact, it does the complete opposite and repels them. People are...

  • How to spend quality time on LinkedIn

    Are you using LinkedIn regularly to expose your personal brand and articles in order to be seen as a thought leader and trusted adviser, who people will turn to for information and assistance? If so, how much time do you spend on LinkedIn and how do you use the time? Are you being productive and getting the desired results? I have provided a guide in terms of where you should be focussing your time on LinkedIn to maximise the return on your investment in time and money (if you are a LinkedIn Premium user). The guide I have provided below...

  • 8 things you can do to improve your LinkedIn etiquette

    I have been using LinkedIn for many years now and have also been through an intensive LinkedIn certification Programme. Based on my years of experience and my learnings from the certification Programme and LinkedIn specialists, I have provided some tips on what you should and shouldn’t do on LinkedIn. The list is not finite however it contains some of the main considerations. 1. Read and absorb articles before reacting Before liking and sharing your connections' updates or articles published on LinkedIn Pulse, make a point of READING the article first. Provide a comment that aligns with the content of the article...

  • 5 steps to overcoming your fear of publishing on LinkedIn

    There are many types of users on LinkedIn ranging from users who publish new content daily and spend hours on LinkedIn to those who never post content, never Share, never Like and never comment. These users are content to browse and read content without engaging or interacting with anyone. There are those however who would like to publish content, but they are terrified to take the first step. One thing is certain, if you are hoping to get noticed on LinkedIn, you have to connect, publish content, share relevant content and interact with other LinkedIn users. So how do...

  • Why you need to start publishing on LinkedIn now

    LinkedIn never used to be the ideal place to publish content, however this has changed and the platform is attracting more readers, and more importantly, more writers. Initially, the LinkedIn publishing platform was only available to a select group of individuals, however this has changed. LinkedIn has now made the platform available to all English-speaking users. The LinkedIn “Influencers” program now comprises approximately five hundred subject matter specialists. Potential to reach millions If you are publishing on LinkedIn, there is the potential to reach millions of LinkedIn users who are interested in what you are publishing. It extends way beyond your...

  • How to add warmth to cold online relationships

    In an article titled The False Face of Our Social Media Persona published on Psychology Today, Michael J Formica states, “Social relationships, by their very nature, are transactional. They are richly imbued with nuance, color and tone. Relationships engaged in the various theaters of social media - even when those relationships exist in a coincident social milieu - lack these characteristics. This is due in part because social media introduces two parallel and paradoxical elements - false intimacy and social distance. These elements contribute to the fostering of relationships that, in their lack of authenticity, can sometimes be at best...

  • 7 things you need to know about fostering authentic relationships

    American self-help author and motivational speaker, Dr Walter Wayne Dyer, said in one of his lectures, “The mantra of the ego is What’s in it for me? and the mantra of the higher self is How may I serve?” Jon M. Huntsman said, “Selfless giving unto others represents one’s true wealth”. Madeline Bridges said, “Then give to the world the best you have. And the best will come back to you”. How do you apply these quotes in your business relationships? I have provided some examples below. 1. Lose the ego Words relating to ego include I, me, us, we and ours. From an...

  • 3 ways to maximise the exposure of your LinkedIn posts

    If you are a thought leader and want to expose your online brand and thought leadership on LinkedIn, you need to start publishing content on the LinkedIn publishing platform. The LinkedIn publishing platform is an ideal platform to publish blog posts which your connections can easily view, like, share and provide comments. In order to maximise the exposure of your published content, I have provided five suggestions below. 1. Reach out to your network Once you have published your post, LinkedIn will immediately send a notification to your connections, however not all connections will see the notification or may not respond...

  • Finding the right platform mix to maximise market reach: 5 things you should know

    Experienced digital marketers who have used social media marketing, email marketing and employee advocacy platforms know the pros and cons of each environment. They understand what works well and what doesn’t and how one environment’s shortcoming can be countered by another to maximise the benefits from their digital marketing efforts. In this context, I have provided five reasons how the above-mentioned platforms complement one another. 1. Your target clients’ preferences You can have the best marketing plan in history and share the best content but you cannot force your target clients to use specific platforms. There are individuals who love Twitter...

  • The case for an employee advocacy platform

    This is a case study of an employee advocacy platform implemented recently at a professional services firm with a pan-African operation. The firm in question has a highly successful email channel with thousands of executive decision makers at target clients subscribed to receive introductions to their thought leadership on a weekly basis. The email campaigns are managed through a reputable email service provider and emails are personalised (i.e. emails are sent from a known person and email address and emails begin with “Dear FIRST NAME”). Email subscribers are categorised by industry and management category and email campaigns are filtered as such....

  • 5 bad LinkedIn habits you need to break right now

    For those of you who use LinkedIn on a regular basis, you will have come across a wide range of LinkedIn users. These users range from those who know how to interact in a pleasant, engaging manner and those who really upset other LinkedIn users. I have listed 5 bad habits you need to stop now. 1. Using standard LinkedIn text There is nothing worse that receiving a LinkedIn connection request which says “I'd like to add you to my professional network on LinkedIn followed by your name. It implies that you have not put much thought around why you would...

  • 5 things LinkedIn could have done to retain share value

    Silicon Valley-based LinkedIn's shares closed down 43.6 percent at $108.38 on Friday, after hitting a three-year low, following a sales forecast well short of analysts' expectations (source Reuters.com) Barclays analyst Paul Vogel said he was not surprised by the sharp reaction in LinkedIn stock. “It is definitely a lot harder not to wonder if the company is starting to hit saturation levels with certain users or enterprises,” he said in a note to clients (source The South Africa Technology News) As a Premium Account LinkedIn user, I have a good understanding of how LinkedIn users are able to derive...

  • 5 ways to radically transform your presence on LinkedIn

    I have been using LinkedIn for many years now and have used everything LinkedIn has to offer other than the recruitment environment. Based on my experience I have listed five things that may help you derive more value from your participation on the platform. 1. Add value to others Make your primary focus on LinkedIn to add value to others. Take time to understand the needs and requirements of your connections. Share content that will enrich their lives that will educate, inform and help them do their job better. The ultimate id to share content which they would be willing to...

  • Is your LinkedIn presence a barren wasteland?

    According to figures published by Statista LinkedIn had 364 million users globally, as of the third quarter of 2015. Whilst this is an impressive figure, many of these accounts are dormant. Even though LinkedIn is the top global business-related social media network for job seekers, recruiters, networkers, consultants, small business owners, large corporation and marketing and sales people, there are millions of LinkedIn accounts that have as yet to reach their full potential. If your account is barren, you are most probably not reading this article on LinkedIn however it has been shared with you from LinkedIn. To reap the tremendous...

  • Email is dead . . . . Long live email

    Even with the proliferation of new communication platforms that are now available such as social media and mobile communication apps, email is still the most effective way to nurture clients and prospects. I have been managing and interacting with a large email community for a number of years now and these are my observations. Managing subscribers Most organisations who are communicating with individuals at companies require subscriber information such as company name, job title, industry, country, telephone number, postal and physical address in order to effectively categorise subscribers. This is very important if you intend to share relevant content...