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The Sales Review

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Your Client Is Not Online? Good! Here Are 7 Tips To Go Social Selling!

Posted by Jamie Shanks on Jun 18, 2014 11:09:47 AM

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GolfWhat happens if your potential client is not online very much? Is it still possible to use social selling? The answer is, yes!

A frequent question I get is “I feel like my clients are online, what can I do?” Answer: LOTS!

You see, while your client isn’t on LinkedIn or Twitter with consistency, these are communication vehicles. That's no excuse NOT to be leveraging Social to help you OFFLINE!

Question: “Can you give me tactical examples of ways to help work with my clients, who are NOT online.” Answer: Let me count the ways…

1. Job change alerts on LinkedIn

Even if your client (decision-maker isn’t on LinkedIn) many people from their company are. Wouldn’t you love to know all the people your client hires? What about the people that leave your client for greener pastures? Would that make for a good prospect?

2. Great content shared via email

So your client doesn’t read their LinkedIn account, so what? They read email don’t they? Gather content via Google, blogs, LinkedIn, Twitter and share best practices and insights with your client via email.

3. Use great content to start a phone/personal dialogue

Same as above, but arm yourself with great information to make for great conversations! You’re not getting the latest market trends from the library. You’re getting this info from Google. Guess what, you’re Social Selling!

4. Press releases and news updates using Newsle

Anyone in your LinkedIn 1st degree network, that becomes newsworthy (anywhere on the internet), Newsle will send you the story. Don’t miss out on great insights about your client!
Social Selling Expert

5. Free Google Alerts on every client’s business

Get up a Google Alert for anything related to your client or your client’s industry. Google will automatically email you alerts with new information it finds. You don’t have to do a thing to be “Social Selling”.

6. Be the recruiter – connect your buyer to people in your network

One of the most invaluable tips I learned from a late co-worker, Cam MacDonald, was to “be the gateway of resumes and connecting people. If you help a CFO get a new job, or introduce them to a great opportunity, they’ll owe you forever!” Use the power of your network to introduce your clients to other companies, people and opportunities that you see, even if they don’t benefit you.

7. “Socially Surround” – connect with others in their company to influence them

Even if the decision-maker you’re after is NOT on LinkedIn, their colleagues are. There are usually many people who are part of buying decision, and these “influencers” could be the gateway into the account. If they become 1st degree connections, they’ll see all your great content regularly, and could become your advocate come purchasing time.

Do you need more tips on getting started with social selling? Contact me using the button below and let’s set up a time to chat.

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Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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