Social media is here to stay. I think you’d be hard pressed to find anyone who will tell you social media is going away anytime soon. It presents new channels for communication and networking. These channels enhance our ability to reach more people faster and sooner, especially for outbound prospecting efforts. So what, you might say. What can you add that hasn’t been said?
Lauren Carlson from Software Advice describes five ways B2B sales professionals can leverage social media to find – and win – more business. Her article provides valuable insight into using social media to find opportunities, learn about your buyers, identify your influencers, understand your competition and scale relationships.
Social media can provide tools to win more sales. It can be a great resource for outbound sales prospecting if used correctly and ethically.
Correct use is the critical idea. As social networks have evolved, professionals must use them correctly to receive their benefits as tools for discovery and relationship building. Why? Because social platforms can so easily be misused. Here are a few additional tips on using social media in outbound sales prospecting, in ways that your prospects value:
LinkedIn– to me LinkedIn enables you to maintain and nurture current business relationships, and form mutually beneficial new ones. If you reach out to a person you do not know well, tell your contact why you’d like to connect. If the person’s response opens the door to developing a relationship, follow up with another response.
Follow their lead – If you are trying to develop a relationship with someone on a social network, take their lead and use their preferred communication method. This is similar to interacting with your customers; use their preferred method of communication, not yours.
Keep your standards high – When using social media, follow the same rules of courtesy you would use to build a business relationship through any medium: in person, on the phone, or through email. Have a purpose. Present a benefit and reason to connect to your recipient. Respond promptly.
I find these tips helpful in my own business. I hope they provide value to your outbound sales prospecting efforts.