There are at least four major sources at your disposal where you can focus your b2b sales efforts to increase your revenues. They are …
- Your existing customers
- Other people who you already know but that you don’t presently do business with
- People that others know but who you do not
- Folks that you presently have absolutely no connection to
Social Media can, and should, play an integral part in your b2b sales efforts to mine each of these opportunity groups. Establishing and nurturing relationships in a critical factor with all four. Let me ask you a few questions. Are you more likely to learn about somebody’s desires and needs during a sales presentation or a social engagement? Are people generally more open during that same sales presentation or when they are talking with their friends on Facebook? Do people prefer to buy from friends (providing that they are also professionals) or from people that they do not know let alone even like? Where is a great place to engage socially with these folks? How about on social media?
Let’s take a closer look at each of our sources…
Your existing customers – Hello!! Maybe it is the thrill of the hunt that drives salespeople to always be looking for new business while at the same time ignoring or mistreating their existing client base. You’ve heard the statistics. “It’s 10 times more expensive to find a new customer than it is to keep an existing one.”“70% of your former customers left you because they felt ignored.” The last time that I checked, all of my existing customers continue to spend money. My goal is that all appropriate monies are always invested with my favorite charity, me.
There are many ways via social media to engage with your existing customer base. Everybody loves donuts. Social media provides you with an unlimited supply of digital donuts that are tasty, unique, and cost-effective. Make them feel that they are a part of your team. Solicit their feedback by using polls on Facebook and LinkedIn. Reward them with sneak peeks at new products and services or discounts on their current services. Promote their businesses thereby increasing their revenues. Share articles of interest with them via your Google Reader. Read on at Maximize Social Business.