How to get new business meetings using social networking?

When you’re selling, let the technology help you sell. Don't think of social networking as a search too but as a REsearch tool. Selling has always been about relationships, so why don’t sales people capitalise on their greatest sales asset – our contacts? 

Example Selling to IT industry  
LinkedIn search lists 579 CIOs, 2,480 IT Managers and 139 Data Center Managers within 50 kilometers of Sydney CBD? But the real advantage is NOT in these numbers.

Buying from someone new is full of risks. Personal references are the most effective to build “trust” with a new contact to a point. You still need to have a valuable reason, not “I'm cheap”, to get your first meeting. Otherwise your call will finished before you start.

Using LinkedIn I researched a business which matched our target criteria. I searched current employees by area and role type. This turned up 127 contacts, 55 who had contacts connected with mine. Refining these searches revealed 4 key contacts who I could ask for help. 

With a few emails and phone calls I found out
1. Who was responsible for decision? 
2. Who did they report to?
3. What’s important to the business right now? 
4. What’s working/what’s not?
5. Information they thought would help me? 
6. What would be the advantage/best approach?

Using Google search I found useful information on the decision maker’s background. Cross referenced via LinkedIn to uncover a list of “who they knew that knew me”. This provided a list of trusted references. With a simple email I proposition “why this decision maker should meet with me?” Followed up with a call to book the time and place. Without social business networking this would have been ten times more difficult.

With a valid agenda  and W.I.I.F them interest I meet with the two key decision makers, who I’d never meet previously! Not a bad outcome for couple of hours work.

Selling isn’t for the faint hearted. By using technology you can make it a whole lot easier.

Good selling!

Organised Solutions delivers sales training & coaching programs. Connection Selling, Sales Psychology, Sales Momentum, Sharpening your Saw and others. The above outcomes were achieved using techniques explained in the Connection Selling training courses.

For more information contact coach@organisedsolutions.com or www.au.linkedin.com/in/organisedsolutions