Make It Personal
I've seen 2 social media posts recently where people have been reaching out for support (both with a very generic 'Looking for a business consultant' message which, in both cases, has turned out to be not quite what they were looking for).
Anyway, in both cases, they had a string of responses/offers on the social media platform, in one case over 100 separate offers. These were things like "I can recommend Joe Smith", or "I can help you" or the one I really loved "Hey PM me".
In both cases, I hunted on the internet, found a phone number and rang the individual. Now, I don't know whether they will become clients or not - depends on whether there is a fit - but in both cases, I was told that I was the ONLY person to have made a telephone contact!!
Why are we all hiding behind social media?
Don't get me wrong, I think it's a great tool for connecting, but you have to know when to drop off the social media and make it personal.
Think about it from your own perspective, when have you ever bought ANYTHING just from a social media connection?
So, come on gang, if you see an opportunity and it feels like there's a good fit - stop broadcasting, pick up the phone and make it personal!!
If my experience is anything to go by, you will absolutely be in the minority!!
Views: 44
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Comment by Keith Grover, NiS Founder on March 28, 2017 at 13:20
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Spot on, Steve! LinkedIn is a powerful tool for finding people, but if you hope to sell via the platform you need to be a lot smarter than just posting 'Here I am - buy my stuff (or my mate's stuff)!' and hoping people will contact you - even if you're responding to their request for a service or product.
Every sale, and indeed any business relationship, has to start with a conversation - so if they don't reply to your message (or even notice it) then you are snookered. If you call them, in response to their request, there has to be a conversation - even if they say 'No thanks' and 'Goodbye'. It's not a cold call, and you can ask them more about what it is they are looking for - and so be more able to help them.
It's good to talk!
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Comment by Steve Robinson on March 28, 2017 at 15:25
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Couldn't agree more with feedback, Keith.
I am spending a great deal of time encouraging businesses to move away from the idea of content marketing, and instead encouraging a focus on Conversation Marketing - and that only works when there is clarity in the proposition and a good understanding of the ideal audience.
So, I would echo your wise words; Every sale has to start with a Conversation!
Steve
(and good luck with your LinkedIn Workshop next Wednesday (6th) - it's bound to be a cracker!)
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