Monday, December 21, 2009

Did You Get Phished By Chase?


The holiday season is upon us. And with the usual holiday cheer and shopping rush, we can expect the usual host of… unsavory characters to make attempts at getting access to our online accounts and personal information.



It’s gonna happen so just expect to see it. I know I am.



I expect to see the email from an ebay participant telling me that they are anxious to complete the transaction and get the merchandise in question if I would just take the time and complete the conveniently provided form.




I expect to see the email from the “fake” Paypal company telling me that my account has been compromised and that I need to go to the account setup page to update my password. And they are even kind enough to provide a link to the page for my convenience.






I expect to get he occasional email from some “security professional” from a small bank telling me that my account has been compromised and that I need to use the supplied link to update my security credentials. Never mind the fact that I never heard of the bank let alone opened an account with them.



As the year draws to a close, more people will come under increased pressure between closing business at work and creating a memorable holiday event at home. Consequently, they won’t scrutinize those urgent and ominous looking email messages from “the bank” in their email inbox.




A Social Engineering Lesson From A Counterfeiter




When I was in college, one of the books that made the rounds in our class was an underground classic entitled “The Poor Man’s James Bond”. It was in the same class of books that included “The Anarchist’s Cook Book” so you can make a pretty good guess about some of the content.



I had obtained a copy of a copy of a copy, so you can imagine what the print quality and readability of this dog-eared document was like. Yeah, it was pretty ugly. There was one section, however, that was still in fairly good shape with no dropouts or additional markings, probably because it was the section that the past owners were the least interested in. This was the counterfeiting section.



I don’t remember all of the steps that the author outlined to create a passable counterfeit bill back then. In truth, I found it equally uninteresting and way too much work. However, I do remember the suggestions he made for passing one off.



His suggestion was to take the play money, roll it around in the dirt, and bake it in the oven to give it that well used look and feel. Then take it to a place of business during the busiest time of the day and buy something small with it. On checking out, get in the line manned by the greenest kid you can find with as many irate people as possible to make the purchase.



Now, when the counterfeiter is standing there with their dirty, smelly counterfeit $20 bill and a big smile, all the kid sees is a mile-long line of irate, rude people behind him. In an effort to get everyone out the door with as little drama as possible, the kid won’t put up much of a challenge to the counterfeiter.



I’m happy to say that measures have been implemented that make copying US bills extremely difficult if not impossible. But the social engineering piece is still out there and the phishers are making heavy use of the basic principles.



They are sending you email with official logos and lots of words implying urgency and importance in an effort to get you to react emotionally instead of responding logically.



They will do this at a time when they know you have will have lots of email from other companies making offers. And all of this will occur at a time when you are trying to juggle 7 different things while struggling under time and emotional pressures.




Email Phishing Example




Take this entry for example. Now I know that phishers have used banks in the past, but this is the first time I’ve seen them use bait this big.









As you can see, I’ve received what appears to be an urgent request from Chase asking me to update my security information (let's forget for the moment that I don't have an account with Chase, a dead give away that it's a phishing scam, and proceed with the usual shock and suprise). My guess is that the big oversized logo coupled with phrases like “site authorization”, “security”, and “strongly advise” will stir up some type of visceral response. The additional title of “Chase Security” is probably there to make me pay less attention to the name of the person encouraging me to change my security information. (John Edwards? Wasn’t he running for President of the US?)



They’ve even provided a convenient link for me to sign into my account.



Rolling the mouse of the link will give you the URL in the browser status bar (that bar down below that has the word “Done”). While I don’t have it shown here, the URL turned out to be a shortened URL, probably to hide the final destination. The URL was http//nuurl.us/97061.



Naturally, this thing stinks to high heaven. It has ‘phish’ written all over it. First there is the simple fact that I’ve received this email from a bank. Banks will never send out email regarding security. They may use email for marketing purposes and tell you about some new wonderful services they are about to unleash or some new shops where you can spend your money. But for any type of serious communication you can expect to get something in the USPS or a phone call. You can forget about email. They are wound way to tight for that.



Then there’s the URL, a masked URL that ultimately doesn’t go back to the Chase domain. Of course you can’t see where it goes until you click on it. But the very fact that it’s hidden is a very telling sign.



There are some other unspoken rules here as well. Nothing hard and fast, but it is something that I’ve observed. Banks are large corporations. As such, their IT department typically has a set structure when creating email accounts, and that structure is usually something like firstname.lastname@companydomain.com.



The other unspoken rule is the punctuation. Again, there is no hard and fast rule here on how someone in the banking industry should behave, but when was the last correspondence you got from a banker that had an exclamation point, let alone three? When someone in the financial industry is writing some type of correspondence, they tend to stick with the facts and figures. They leave little room for any emotional involvement. In general, if you get a correspondence from a bank punctuated with exclamation points, chances are it’s not from someone in the financial industry.



Now, clicking on this link results in the following:








So if you have the smartscreen filter turned on in IE8 (or Chrome or Firefox), you will see a screen similar to this. Congratulations! You’ve done your part to thwart the phishers.



However, with the smartscreen filter turned off, we see a page that looks like the following:













I imagine that Chase has a page somewhere that looks like this. The guys who are sending this one out probably just ripped off the template and modified it for their purposes. The phrase, “Chase.com Demo” is a giveaway.



Also look at the URL in the address bar. There is no reference to any legitimate business domain name, which is why the smartscreen filter kicked this thing to the skids.



The other thing here to notice is that this is not a secure connection. Anytime a web connection is transferring secure data, the connection will encrypt the data before it sends it. If the connection is secure, you will see something like the following:








This is for a Google Analytics account. The connection is secured using the https protocol. The quick way to tell if the connection is secure is to look for the “lock” at the top of the browser. If you don’t see the lock at the top and the site is requesting that you pass over secure or sensitive data like passwords or account numbers, it’s time to cut and run.



This site from “Fake Chase” is using the unsecured protocol, it isn’t locked down and it’s asking for secure information, like your User ID, the password to your Chase account, social security number…



And of course, no financial institution would ask you for this kind of information via email, ever. So don’t give it out.



This holiday season while you are out doing the “shop ‘til you drop” thing, remember that there are some unsavory characters who are also out there shopping… for you and your bank account numbers. Don’t let them get yours.



Stay vigilant.


Sunday, December 6, 2009

SEO Tip For Bloggers using Blogger


Today I discovered one of those Search Engine Optimization challenges that you know about but you don’t realize how it affects you until someone points it out.



In this case, Google pointed it out for me and it involved the blogging platform, Blogger.




Since I started using Blogger, I’ve been using the default font style when I create my posts. Then I would select certain blocks of copy, and sometimes all of it, and change the font style from the default Times Roman or Trebuchet, to Arial.






So imagine my surprise when, after looking at the Google Webmaster tools, it indicated that two of my major SEO keywords were “span” and “family”.



In looking at the code in the “Edit HTML” window, I saw a new “span” tag for every paragraph with text that I changed to a different font family.



Clearly, when considering Search Engine Optimization, the better way to change the overall font family for the body of the post is through the CSS.



With Blogger, the best way to do this is through the “Fonts and Colors” menu under the “Layout” tab. From there you can control a variety of variables like the “Page Background Color”, the “Blog Title Font” and “Post Text Font” to name a few.



And the modifications won’t interfere with your SEO efforts.



By using the “Fonts and Colors” menu under the “layout” tab, Google’s webmaster tools won’t show that your main SEO keywords are words that are actually a part of your site infrastructure. Then your Search Engine Optimization efforts can really make an impact.



Of course, if you are using one of the customized templates, you may have to modify the HTML before the Blogger platform will have access to the appropriate CSS variables. Just one more thing to be aware of.


Tuesday, November 24, 2009

Twitter Application Hootsuite Is Now A Social Network Communication Hub





Hootsuite Updated To Interface With LinkedIn And Facebook


Last night, I noticed that the 3rd party professional Twitter application Hootsuite went offline for maintenance. I really didn’t think much of it initially. Services like this go offline occasionally for routine maintenance and upgrades. But after 6 hours of not being able to connect to it, I knew something big was in the works.



Over the past few weeks, Twitter has made some major additions, one of them being the addition of lists. Professional Twitter desktop applications like Tweetdeck, and Seesmic recently made modifications to accommodate these updates, everything from the new way Twitter handles retweets to connecting with other social networks like Linkedin.

When Hootsuite came back online this morning, there were plenty of changes integrated into its structure. Now, not only does Hootsuite manages and organizes your Twitter lists, but it also interfaces to your Linkedin and Facebook accounts. This opens a host of possibilities which I’m sure we’ll explore in the coming weeks.

I’m sure that there were some other changes and upgrades integrated into Hootsuite to make it more stable and increase its flexibility. And I’m also fairly sure that there will be a few… surprises that we’ll stumble across as we move forward—you can’t make a major upgrade like this without a few oversights. But, these latest upgrades, coupled with some of the other features that were already integrated into the application, turns Hootsuite into a powerful social network communication platform.

You can find more descriptions of the Hootsuite upgrades on their blog here.

Monday, September 7, 2009

Free Social Media Icons For Your Blog

In a past post, I demonstrated how to acquire a badge from Linkedin and install the HTML code in your Blogger blog.


A number of you out there made good of that code and put it to immediate use.


Here’s what you need to know.

Facebook also offers a badge.


Plaxo offers a badge as well.


And Twitter gives you the opportunity to create a window into your tweets right on your blog.


The downside for some of these badges is that they take up a lot of real estate on your blog.


In perusing some of the other blogs out there and getting some insight from my friend Lewis Howes, I discovered a way to shorten down the badges into a few well recognized icons that will still allow your followers to follow you on your favorite social network.


For an example of what I’m talking about, see the sidebar on the right hand side with my social network connections on Linkedin, Facebook and Twitter. I’m still working on YouTube.


Before we talk about putting the connections into your Blogger blog, you will need to collect the social media icons. You can find these icons at a site called Iconspedia. These icons are subject to the creative commons license. While you can use them free of charge, don't alter the image as the logos belong to the respective companies. Still, for promoting your own personal brand and expanding your social networks, they can't be beat.




When you pull up the site, you’ll notice a bunch of different icon classes. The ones that we will use are the social media icons. You can find them by going to the catalog on the left-hand side and locating the “Internet Icons”. When clicked, it will expand to show your options. Click on the entry entitled “Popular” and then you will see a bunch of selections in the middle window pane.


The ones that we’ll use in the next blog post are in the “Social me” entry. Of course there are a number of other interesting entries and you can get innovative when creating the look and feel of your blog. What we will discuss can be transferred to any of the other icons.


But for now, hit the download button and you will begin downloading a zip file with all of the icons listed. For the “Social me” pack, that would be thirty, including icons for Linkedin, Twitter, Facebook and YouTube.


Be sure to place the zip file in a location where you will have easy access, and after it has finished downloading, go to the file location, double click the file and unpack the icons out of the zip file. This should be fairly straight forward, but if you have trouble, leave a message below and let me know.


You will end up with four variations of every icon: one file will be an ICO file type, and the other three will be of file type PNG in three different sizes, 32 pixels, 48 pixels, and 64 pixels wide.


The ones I’m using on the right side bar are 32 pixels wide.


Once you have these icons extracted, come back for the next post when we’ll look at how to put these into your Blogger blog with the appropriate social network.


Good Selling.

Saturday, August 22, 2009

Open Multiple Yahoo Accounts In IE8

Gaining Access To Multiple Yahoo Accounts Using IE8


OK. I logged into my second Yahoo email account recently. I typically login to my catchall account everyday to look at the spam, check email marketing samples, and look for anything of value that may find it’s way into the account. But I login to my “technical” account about once or twice a month.


For the longest time, if you had multiple Yahoo email accounts, you had to log out of the one that you had opened on your machine because Yahoo only allowed access to one email account per machine.

So before I could open a browser window and log into my Yahoo email tech account, I had to log out of my Yahoo catchall account, even if I had the “stay logged in” box unchecked.


Well, I made a mistake two days ago. I was on my laptop logged into my Yahoo email catchall account in IE8 and I opened a second IE8 window and opened the Yahoo site. To my amazement, it didn’t come up with my catchall account logged in.


Out of curiosity, I signed in to my Yahoo email technical account and it allowed me to do that. Furthermore, I was still logged in on my Yahoo email catchall account in the first IE8 browser.


What happened?


I mean, for the longest time, when IE7 was in full bloom and IE8 was nothing more than a sparkle in an engineer’s mind, I could only login to one Yahoo account per machine. Which meant that while I could open up multiple browsers and login to multiple Google accounts simultaneously, Yahoo only allowed me to login to one account on one machine regardless of the number of IE7 sessions I opened.


Now, my Yahoo accounts were behaving almost like my Gmail accounts.


First, I thought it was the new IE8 browser configuration that accounted for the change.


But that didn’t wash. I had another machine still running IE7 and I saw the same behavior on both configurations with Yahoo email accounts.


Then I thought that maybe it was because I also had Firefox and Chrome loaded on my test rig.


But that didn’t make sense either because I had no other browsers on my machine that was running IE7. My Yahoo email accounts still behaved like my Gmail accounts on both machines.


Eventually, I determined that regardless if I was running IE7, IE8, Firefox, or Chrome in combination with Windows XP, Windows Vista Ultimate or Vista Business, Yahoo mail was now behaving more like Google Gmail.


After much brain wracking and gnashing of teeth, I came to the conclusion that it was nothing that I had done. It was something that the good people at Yahoo had done.


Was it a result of the new portal look?


Did it happen after they killed off their personal blog and briefcase services?


Or maybe the team up with Microsoft had something to do with it.


I’m still waiting to hear something from the Yahoo team.


For now, know that if you configure your IE8 browser using the “nomerge” flag, your machine will handle multiple Yahoo email accounts the same way that if handles multiple Gmail email accounts.

Wednesday, June 17, 2009

Optimizing Blogger Titles For Keywords – Quick Tip For Increasing Your Blog’s Exposure

I came across this little tidbit while doing some other searches on the web concerning lead generation and cold calling.


If you are a sales person, an affiliate marketer or a job seeker, then you probably want to have your blog posts pop up on Google for certain keywords so prospects can take notice of your expertise.


Here are the variables of concern when you are using Google’s publishing tool, Blogger:



  1. Blogger uses the title of your post to create the page file name (the piece of the URL that is right that is between the “/” and the “.html”).


  2. When creating the page file name, Blogger limits the name to the first 39 characters.


  3. After you save the page out with the first page name, you can change the page title to something more catchy to grab people’s attention but it won’t change the page file name.


  4. Search engines look for keywords in the post title, the domain name and the page name, so when you first create your Blogger post, you need to have your keywords within the first 39 characters.


  5. Search engines also determine keyword relevancy by their location in the page title. So you also need to keep your keywords really close to the front of the page title in order to have high relevancy.


So what you find yourself confronted with is a sales engineering problem.


On the one hand, you can write up a page title with all of your keywords within the first 39 characters. The result will be a page name and a page title that will rank very high for your keywords. However, it will look really ugly to people and your audience will probably be more enticed to click on your competitors’ items instead of clicking your entry. And the title broadcasted in your feeds will not induce people to click and read your post either. So what good does it do to get top billing for your keywords if no one wants to click on your post?


On the other hand, you can write a title that looks really enticing to your reader base and makes them drool with anticipation when they see it. However, such language tends to induce a sense of mystery or incite a sense of shock and awe. Such language needs a little more freedom in word placement. The result is that some of your keywords may be placed beyond of the 39-character limit. Net result, your feeds will look enticing, but your organic placement will stink.


So you see the engineering dilemma. You can have very high placement with a title that doesn’t excite your audience very much, or you can have a title that makes your audience drool with excitement if they are willing to skip over to the 10th page of the search engine results.


So needless to say, when you create your Blogger post pages, you will have a little bit of work in front of you.


Here is another challenge. In Blogger, the title for all of your blog posts is preceded by the blog title!


Take a look at this:


Blogger blog showing blog title and the piece that we will optimize in the browser title bar.

This is a test blog I created on Blogger with the title, “The Business of Job Searches”. Notice up on the title bar of the browser is the title of the page. This is typically the same text that’s in the HTML title tag. It's also what the search engines like Google are looking for when determining search relevance.


Notice what happens when I click on a post.


How Blogger creates the title of the post for the title tags and displays it in the browser title bar.

If my keyword is leadership, I should have good organic search results. The word “leadership” is first in my title putting it within the 39 character limit for Blogger page names and way up front in the title. However, notice what is on the browser title bar, “The Business of Job Searches: Leadership Principles in Dale Carnegie Training


In order to have 100% relevancy as far as the title is concerned, my keywords must appear as the first word of the title. Relevancy will drop to below 60% for keywords that have fallen to the 4th position or further. So the further along in the title a word is located, the less relevant Google considers it. If what I see in the browswer title bar is what’s in my HTML title tag, then I’m in trouble. The relevancy for my keyword, leadership, is going to be below 60%. And it’s all because Blogger places the blog title first before the page title where all of my keywords are located.


I guess there’s some wisdom to having short blog titles.


Turns out that there is a way around this. But you’ll have to do some editing of the HTML that makes up the framework of your blog.


First, get to your Blogger dashboard. As you can see here, I’m back as the ‘EPW Test Dude’ with my blog I created back a few posts ago. Look, it even has 5 posts.


Blogger Dashboard targeting the Layout tab.

Go to the Layout section:


Editing HTML in Blogger.

And then to the ‘Edit HTML’ section


HTML for Blogger template showing the piece that creates the post title.

Now you’ll see some pretty ugly stuff. Don’t wig out. The piece that you want to edit is right there in front of you. You don’t have to scroll down or do any kind of search. The piece you want is the following:


<title> <data:blog.pageTitle/> </ title>


This is the piece that essentially writes the blog page title right there in the HTML title tag and puts the title in the title bar of your browser.


What you want to replace that piece of code with is the following code:


<b:if cond=’data:blog.pageType == “index”’>

<title><data:blog.title/></title>

<b:else/>

<title><data:blog.pageName/> | <data:blog.title/></title>

</b:if>


What this piece of code essentially says is, “if the index page is pulled up, also known as the home page or the first page of your Blogger blog, then go ahead and use the blog title in the title of the page and inside the HTML title tags. Otherwise, put the blog post title down first, followed with a "vertical bar" and then with the blog title, stuff all of that inside the HTML title tags and use it as the title of the page.


The result looks like this:


Blogger HTML template with new code in place.

Save the template out by hitting the “Save Template” button below the edit box


Saving the changes in Blogger.

Now, when you go look your post, you will see a slight change:


New look of your blog after the changes have been saved out. Optimized title is now visible to the search engines.

Notice that the blog post title is now first in the title and “Leadership” is now the first word in the title as well as in the page name.


It will take about a week for the results to make their way into the search engines, depending on how often you post and your current traffic. Of course, to increase it relevancy, we’ll have to add some text into the body of the post that has the word leadership. To make it really relevant, we’ll have to add some surrounding text that actually discusses leadership in a way that people find interesting. But for now, celebrate the fact that you now have some power over what’s getting placed in the title tags of your Blogger blog and possibly increasing your organic search results.


Kudos to the guys at Eblog Templates for finding this snippet of code and making it available -- and I’m sure that there are other, more exotic entries out there. I'll let you know as I find them. And I'll keep you updated on what kinds of changes I see in my search results.

Thursday, June 4, 2009

Put A Linkedin HTML Signature In Gmail To Make Your Message Stand Out

While perusing my web stats, I noticed that a search kept coming up regarding how to put a LinkedIn button into an email signature, Gmail in particular.



I’ve seen these queries in the past and had even looked into putting some kind of LinkedIn button into the signature file of my Google Gmail messages. While there are email apps that will allow you to use html tags in the signature file, the one downfall of Gmail messaging is that it will only accept text characters in the signature box. It won’t accept HTML tags.




Today, however, I decided to take a quick spin on Google to see what was actually out there. And while I didn’t find a clean solution, I did find “A” solution and a Linkedin function that I had previously forgotten about.



However, this is truly a case of “buyer beware” because this workaround is more of a hack.



While it is simple to do and it will integrate your Linkedin signature with your outgoing Gmail message, this is not a push button configuration.



Here’s what I mean.



With your typical text signature, like the one you’ve typed into the Gmail signature box, the minute you hit the “compose message” button to create your next message, your signature file is automatically loaded into the body of the message before you even start typing.



You set the signature up once and you don’t have to worry about it ever again, until you are ready to change it.



With this particular hack, you have to install it every time you send off an email.



So if you have 15 emails to send off, this activity is what is commonly called overhead and it can be very high, significantly impacting your time management activities.



Do you want to do this activity every time you send out an email? Probably not.

But if you are trying to impress a client, or if you want to push your LinkedIn profile to encourage your certain clients and prospects to connect with you, this could be a useful hack.



Still game? Then read on.




Getting The Linkedin HTML Signature


Turns out that some email apps will allow you to compose a rich signature file. Unfortunately, Gmail is not on that list. Gmail doesn’t support HTML tags in the signature file – yet. However, Gmail will allow you to drag and drop HTML objects into the compose pane. So you can create an email signature that looks real nice in LinkedIn, highlight the whole object, copy it and then past it into the body of the Gmail message.



First, get the signature.



Log into your Linkedin account and scroll down to the bottom of the page:



Finding the location for the linkedin HTML signature generator.

When you get to the bottom, you will see menu items that are more utilitarian. You want the “overview” link under the “Tools” heading. This will take you to the Linkedin Tools overview page. On this one, get down to the “email Signature” section and hit the “Try it Now” button:



Linkedin Tools page.



When you hit the “Try it Now” button, you will be taken to the “Create Email Signature” page where you will have an opportunity to create your signature.



The LinkedIn signature setup page.

Linkedin provides several layouts that you can choose from.



Selecting the Linkedn signature layout.

Select your layout that you like. Linkedin will also backfill some of the information, like your name, headline and company. But you will need to supply some additional information like phone number, the address or your company’s website, any additional websites that you have, and your company’s address.



The Linkedin Signature template generated.

Once you have it set up the way you want, you can transfer it over to your Gmail message.


Bringing over your Linkedin Signature over to your Gmail Message


In another browser window, open our Gmail account. Here we again are using our old standby, the EPW Test Dude.



Preparing Gmail to receive the Linkedin HTML signature.

Go ahead and compose your message as you normally would:



Creating the Gmail message.

When you have your message composed, go back to the browser holding your Linkedin session and highlight the signature that you just made:



Highlighting the LinkedIn signature.

Then, copy the highlighted section:



Copying the LinkedIn Signature Object

And then paste it into the body of the message that you have finished composing in your Gmail browser window:

Pasting the LinkedIn Signature Object into the Gmail Message Pane.

Then, it just a matter of sending it off. When it arrives, it will look something like this:



What the message looks like when delivered.

You’ll notice the funny little boxes in place of the missing graphics. The graphics aren’t gone. They just aren’t being displayed. As with most email programs, the default setup is to not display graphics, so count on your recipient not initially seeing your pictures. However, by merely clicking the link “Display images below” you can make the app display them.



What the LinkedIn Signature looks like after the graphics are allowed to display.

See?



Quick, simple and easy.



However, this is by no means automated. So as I said at the top of this post, you’ll have to repeat the process for every email that you want to send out with the Linkedin profile signature. Not exactly the most heartwarming of thoughts, but it is possible to include a Linkedin profile in our outgoing email.



Kudos to Amit Agarwal at Digital Inspiration for discovering the hack.

Sunday, February 22, 2009

How To Add Your Linkedin Profile Button To Your Blogger Blog

In my last post on promoting your Linkedin profile using the Linkedin button, I explained how to grab the Linkedin button code from your profile page. Even had pictures showing how you can make that happen.

Sales people found it very instructional and appreciated the clarity. It saved them time and they didn’t have to go searching around their account looking for stuff. They could go straight to where they needed to go.

However, many of my fellow sales reps have since come to me saying, “Well, I got this code. What do I do with it now? How do I get it into my blog? Why do I want to do this? Can you do it for me?”

If you’ve created your own blog, then adding the Linkedin profile button is very easy. It’s even easier than creating your blog using Blogger. We ran through the steps of creating your blog in the post entitled How To Create A Blogger Blog And Start Creating Sales Leads.

Here is what you do to add your Linkedin profile button on your Blogger blog.

First login to your Google account. After you get logged in, go to www.blogger.com/home. This will get you to your Blogger dashboard where you can select your blog. Once you select your blog, select the “Layout” tab and then click on the “Page Elements” heading.

Adding your Linkedin profile as a gadget in blogger. The first steps.
The Blogger Page Element Layout Section

Find the link that says “Add a Gadget”. You will be adding an element to your blog. Click the link:

Selecting the Blogger Gadget for adding HTML code
Gadget Selection

As you can see, a new window will appear. You will select the type of element to add from what appears in this window. In this instance, hit the plus sign (“+”) next to the element entitled "HTML/JavaScript". This will open up a new window to add in your HTML code:

The window that will allow you to add your Linkedin Profile code
The Configure HTML/Javascrip Window

Go collect the HTML code from your Linkedin profile page as we talked about in the post entitled Linkedin Profile Enhancement In Less Than 3 1/2 Minutes and paste the code in as shown:

Adding the Linkedin Profile button code into the HTML Gadget
Adding The button Code from Linkedin

Then add a suitable title:

Provide a suitable title for your Linkedin profile
Adding An Appropriate Title for Your Profile

And hit the save button. Your layout page will look like the following:

The HTML Gadget in your Blog Layout
The New Gadget is Now In The Page Layout

And if you hit the “View Blog” link, you’ll be able to see your blog with your new Linkedin button:

The Linkedin Profile Button on your Blogger blog
What The Linkedin Profile Button Looks Like On Your Blog

And you are ready to go. Just like I said, so easy even a caveman can do it.

We’ll talk about adding other elements later. But for now, realize that this is yet another step in starting your personal sales lead generation program and promoting your expertise.

Friday, February 20, 2009

How To Create A Blogger Blog And Start Creating Sales Leads

Times are getting tough and we’ve seen the unemployment numbers growing.

I’ve seen more and more people out there on the job market and at job fares looking for something, anything, to keep them moving forward.

Incidentally, I’ve also seen a number of questions from sales people in the Manta sales community asking the same questions about finding suitable leads for prospecting. Questions like, “Where can I find real estate leads?” or “How can I get viable leads for cars?” or “How do I sell my stuff when no one is buying anything?”

This tells me a couple of things.

  1. Sales managers are coming down hard on sales people to produce and increase revenue.

  2. Sales people are looking for ways to increase their production.

  3. Sales people are looking for ways to find viable leads.

  4. Sales people are using the same old tired and unproductive methods of generating those leads.
There are no quick fixes or shortcuts that sales people can take to get them to the top of the mountain. There are no magic words or phrases that a salesperson can utter and have their prospect eating out of their hands. But I do think that there are words and phrases that salespeople can utter that will cost them the sale. I do think that there are things that salespeople can do that will cause their prospects to run to the competition. It’s less about finding shortcuts and more about eliminating bad, inefficient behaviors or ineffective activities.

Here is something to do that will help establish your credibility and reduce some of those bad and inefficient behaviors.

Write a blog.

Yes, maintain a blog. I’ve recommended to several people that if they are looking to generate leads, increase their visibility and enhance their credibility, the best and fastest way to do that is by getting themselves published on the web. When your prospects go to Google looking to solve their problems, you want your name and your solution to pop up. You want their mindshare when they are on the web looking to solve their problems. And these ‘problems’ can be anything from “what should I look for when buying a used car?” to “Where can I find a prospective employee?”

Unfortunately, most sales people don’t write or maintain a blog because they associate blogs with technical wizardry. It takes to much time. It’s too complicated. There’s too much technical trouble involved.

Well, this just isn’t true.

The tools available today make web publishing so easy, even the proverbial caveman can do it.

So if you are just starting out in sales, a seasoned sales veteran, an entrepreneur running a small business or unemployed looking for your next gig, here is a quick and dirty start to blogging using the Google web-publishing tool, Blogger to promoting your ideas and get yourself known.

First, you will need to access your gmail account. Google centralizes all of it various services around specific accounts. So if you have a gmail account, you can access several other Google services and Blogger is one of them.

So sign in to your Google account as if you were signing into your gmail. Then when the Google page comes up, open the page www.blogger.com and sign in using your Gmail name and password. Here I am logging in as my favorite defunct login, epwadmin.

Use Blogger to build your Lead Generation Program
Logging into Blogger

When I get in, you can see that this is my first time. I have no blogs created. The first step is to begin to create your first blog so hit the “create your blog now” button to get started.

Use Blogger to build your Lead Generation Program
The First Step, Getting Started

The next step is naming your blog. Here, you can see that I’ve taken the job hunting route and called the blog “The Business of Job Searches” (hey, job hunting is a sales exercise as well. And very popular right about now).

For the Domain name, I’ve taken the name “Findmeajob”. Here’s where things get a little tricky. You want the Domain Name to reflect the type of business or the interest as closely as possible. It will have a big impact on how your blog pops up on searches when searchers type in their search query.

Use Blogger to build your Lead Generation Program
Creating The Name and Domain Name of your blog

The tricky part arrives when you have a popular search term and someone else has already grabbed that domain name

Use Blogger to build your Lead Generation Program
If your Name is taken, Blogger will tell you to create a new one

So a different Domain Name has to be selected.

Use Blogger to Enhance your Cold Calling Strategy
Name and Domain Name creation

Domain Name selection can be a critical factor in determining your blog placement when your prospects perform their searches. If I were writing a blog on my expertise on selling cars, then having a domain name containing the words “car” and “sales” would be preferable to a name like “moondog.com”.

Once you have the Domain Name set, type in the word verification. This essentially tells the system that a human being is setting this up and not an automatic bot.

Use Blogger to Enhance your Cold Calling Strategy
Word Verification

Once you all of the information set up, click the continue button to get to the next page.

Use Blogger to Enhance your Cold Calling Strategy
Template Selection

Now you have an opportunity to pick a template. This supplies the general look and feel of your blog. Once this is selected, all you have to do in the future is type in your content and not set up each page separately. Don’t worry. You can always select a different template at a later date. For this example, we’ll just select the first template. Once you have the template selected, click continue:

Use Blogger to Enhance your Cold Calling Strategy
Blog is ready. Time to get started.

And you are done. Now when you click the “start blogging” you are ready to start.

Use Blogger to Enhance your Cold Calling Strategy
Blogger Content Form

At this point, you can start putting in your content supply a title for your posts in the “Title” box and your content in the bigger box below. And you are in business.

If you click the “view content” link, you will see what your blog looks like to the rest of the world:

Use Blogger to Enhance your Cold Calling Strategy
The way your Blogger blog appears to the online community

This will get you started building the skeleton of the blog. There will be other considerations such as titles (see the post on what needs to be in the title to make the search engines happy) and content. But it’s been my experience that sales people have more of a challenge just getting started. Why? Because they feel that starting a blog is a technical exercise and they use that to keep them from exploring this avenue for cultivating leads.

Another recommendation here. Under your account, you can set up multiple blogs. I would recommend one of the first domain names you set up be your name.

Next step is to begin writing on your expertise to attract those looking for solutions.

Sunday, February 8, 2009

Little Known Blogger Secret That Will Drive The Search Engines Absolutely Bananas!

Blogger logo
In working through my last Lotus Notes post here, I noticed something that may be of use to you if you are using the tool, Blogger, to run your blog.
This is where you really start to appreciate some of the work performed by your Friendly Neighborhood Search Engine Marketing Team.
And if you are an independent sales rep, consultant or small businessperson maintaining your own blog for promotional purposes, you definitely don't want to let this optimization tip pass you by.
Check it out.

A Quick SEO Overview
First, a couple of things so you can appreciate and understand the workaround you are about to perform. This section is for the sales rep or the businessperson who knows very little about Search Engine Marketing. If you are familiar with Search Engine Optimization terms, skip down to the Ugly Filename section. But if the mere mentioning of terms like “Keywords” or “domain name” causes you a certain amount of angst, then give a quick glance through the following section.

When you first start talking with a Search Engine Marketing professional, the first thing they will ask you about are your Keywords. These are the words that you are targeting as “yours”. The words that you want to be associated with your business, your website and your blog.
When someone in your target market types these keywords and phrases into the search box on Google, it means that they are looking for something that involves this phrase. You want the search engine to find your site or blog as “extremely relevant” and put it right on the first page of the returned results. For example, let’s say that you are a real estate agent promoting yourself and you are offering prime real estate in San Jose. You want your site, and specifically a page on your site, to pop up when someone types into the search engine, “prime real estate in San Jose”.

Here are 4 things you need to look at to help make this happen:

  1. Your domain name: First secure a domain name that has some collection of your keywords in it. This is the site name that your prospects will type in, and is a part of the URL. In this example, our hypothetical real estate agent would try to secure a name with a combination of real estate and San Jose, like www.sanjoseprimerealestate.com.

  2. Page filename: The next thing to do is to actually have a page on your site with a filename that has some collection of these keywords. You’ve seen this before when improving your profile with Linkedin. Using your name in creating your public profile URL, such as www.linkedin.com/in/dalecarnegie makes your profile a lot more relevant to searched key phrases that include your name, over a profile like www.linkedin.com/in/345892.

  3. Page Content: Then there is the content inside your page. You want to have a good mix of these keywords when you create your copy while making it readable for your clients, visitors and prospects.

  4. MetaTags: Lastly, put your keywords in your Meta Tags. This will have an influence on search engine performance, albeit a small one thanks to some unscrupulous behavior back in the late ‘90s.

That’s a quick overview of using keywords to optimize your online presence and becoming relevant in your prospect’s online search. If you are selling your product or services and you want to take advantage of some of the ‘easy to use’ online publishing tools available to get your business going, these are the first things to look at.

Naturally, there are some other things to consider, but we’ll save those for another day. For now, these 4 elements are enough and the second one in particular, will enable us to improve our performance with Blogger.

Using Blogger With Pretty Titles And Ugly Filenames

Now let’s look at how to increase our site relevancy with Blogger.

First, find the “Enable Post Pages?” variable and set that to “Yes” in order to increase your search engine exposure. This will turn every one of your posts into it’s own page complete with it’s own page filename.

You will find this in the archive menu under the Settings tab in the administrator’s dashboard of your blog.

Optimizing Blogger Post Titles for Search Engines

Once you have this done, Blogger will create a separate html page for each post and it will use the post title to create the filename for that page.

And that’s great!

Except that Blogger will only take the first 39 characters! Any spaces between words will be replaced with a dash and they still count towards your 39 characters!
Complicating matters even more, Blogger only takes full words when creating the filename. So if your title has a word that starts at character 33 and goes to character 41, Blogger will not pick up the first 6 characters of that word for your title. It will remove the word completely, which means your file name is now only 32 characters long.
So here is the challenge. When most of us are promoting our posts through email or an RSS feeder, we typically make the post title presentable to attract people. We want them to click, to read further, and to take some kind of action.
As a result, we typically create a headline for our post title like, “5 ways to create compelling value for your customers with Dale Carnegie Training” or “5 Little Known Sales Secrets using Dale Carnegie Communication Techniques”. While these titles may incite some curiosity from your prospects or visitors, the file name will look something like:
  • Title: 5 Ways To Create Compelling Value For Your Customers With Dale Carnegie Sales Training
  • Resulting filename: 5-ways-to-create-compelling-value-for.html
and
  • Title: 5 Little Known Sales Secrets Using Dale Carnegie Communication Techniques
  • Resulting filename: 5-Little-Known-Sales-Secrets-using-Dale.html

This is not what you want if your keywords are industry specific words or phrases like “Dale Carnegie Training” or even “sales communication techniques”. These particular keywords never made it into the top 39-character window and they won’t make it into the filename of the post page. Remember, if my prospect types in “Dale Carnegie Training” on Google, then my post will have relevance if “Dale Carnegie Training” is in the copy, but it won’t be nearly as relevant as a page that has relevant content and a filename that includes the phrase “Dale Carnegie Training”.

So you take your key words and you stuff them all in the front of the post title like, “Dale Carnegie Sales Communication techniques” or “Dale Carnegie Sales Training Creates Compelling Value For Customers”. Then the filename of your pages will look like:
  • Title: Dale Carnegie Sales Communication Techniques
  • Resulting filename: Dale-carnegie-sales-communication.html
and
  • Title: Dale Carnegie Sales Training Creates Compelling Value For Customers
  • Resulting filename: Dale-carnegie-sales-training-creates.html

This is better. The industry specific keywords “Dale Carnegie Sales Training” or “Dale Carnegie Sales Communication” are right there in the page name. Good for optimizing the pages around specific key phrases, but these titles really don’t motivate people to click. They read like the ingredients on a soup can label.

So your Friendly Neighborhood Search Engine Marketing Team has to run a delicate balancing act between people and machines. And if you are a sales rep writing your own blog for self-promotion, then you are that team.
You have to create a title that is optimized so the Search Engine will index it favorably for certain phrases, yet it has to be compelling enough for human beings to take some action when they see it.
Sometimes these two things run counter to each other, especially if you are using the curiosity approach to getting your prospect to click on the title. What you need is a way to insure that your keywords are in the filename, but gives you the freedom to create a compelling headline for your prospects.

A Quick Workaround

Here is a way to get around this challenge and make the system work for you.

  • When creating your post on Blogger, optimize your post title for your key words so the search engines will find it easily and index it appropriately. That is, put your keywords in the first 39 spaces that you have available. Blogger will use them in your title when you hit the publish button.

  • Create you content as usual. Use compelling copy but also include your keywords in the body of the copy.

  • Publish the page as you typically do.

  • After successfully publishing the page, go back and edit the page. This time type in a title that potential prospects will find interesting and compelling.

  • Republish the page.
Now your post will have a filename that is different from your post title. For example, I could have a filename like:

Dale-carnegie-sales-training-creates.html

But I can rewrite my post title to read like:

5 Explosive Techniques To Drive Your Sales! Dale Carnegie Sales Training Reveals How!

So now there is appealing candy for the Search Engines and appealing candy for human prospects as well. This should give you an edge when you publish your blog posts.
Oh, one more thing to keep in mind. Search Engines also place a high degree of importance on where your keywords are placed in your copy.
So that title that you just rewrote to make more compelling for your human readers still needs to have those keywords somewhere in it.
Isn’t balance fun?