Social Media for B2B Sales – 11 Tips for Building Better Client Relationships!

Selling has always been about relationships. Particularly in B2B sales, people buy first from individuals and then from their companies. Social Media presents us with an outstanding opportunity to …

Discover potential new relationships
Create rapport
Establish relationships
Maintain, nurture, and expand those relationships

You now have, and quite literally at your fingertips, more arrows in your quiver than any of those B2B salespeople who have gone for generations before you! Don’t squander these opportunities. Make the most of these B2B sales tips!

Keep your eyes open – And also your ears while keeping your mouth firmly in the clamped position. Remember that the first rule of engagement is to LISTEN. Samson slew 10,000 Philistines with the jawbone of an ass and the same number of sales are lost each day using exactly that same weapon. In the old days (and I am both old and old-school), my eyeballs were darting from side to side from the time I hit the parking lot at a prospect’s office. What does the building look like? What kind of cars do I see? Are there reserved parking spaces with names on them? Their office interior … is it 1910 or the latest technologies on solid mahogany desks? Once inside the prospect’s office I was looking for plaques, diplomas, memorabilia … any clue that would help me to understand him or her better and to discover possible interests that we might have in common. Now we can do so much of this, and more, right from our desk via social media.

Be worthy – You will have to forgive me when I say that we seem to live in a world filled with people who are absorbed with their own concepts of self-entitlement. “Here I am and where is mine?” We used to call these salespeople “Jimmies”. “My name is Jimmie, what you got to gimme?” Here’s a news flash. If you want my business, you have to earn the right to ask for it and to keep it. Read on at Maximize Social Business

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!