by Alice Heiman on September 28, 2011
I just finished reading Gerhard Gschwandtner’s 9/21 blog post, Social Media Is Getting Tired…Social Business Is the New Frontier . I can really relate to the term Social 
Business. I agree with Gerhard that social media is looked at as a waste of time and in many instances it can be. However, for salespeople being present and interacting on social media is a must but the way they do it is critical. As I’ve said many times, if you put up a profile on any of the social media channels and just sit there, it’s like going to a room full of all the people you need to know and standing in a corner. Although someone might come up to you, your odds are not good so it’s basically a waste of time. Utilizing social media channels to build relationships is a good use of time. Using it to follow thought leaders in your industry and interact with them, and using it to follow trends in your industry and your customer’s industries is critical. Social media makes it easier than ever to do these things. Salespeople need to be connecting, interacting, building relationships and sharing knowledge which will all lead to sales. But as Gerhard points out, “The big question is, why aren’t more salespeople getting with the program?” He shares some things he learned from his conversations with successful sales executives. Click here to read Gerhard’s blog.
And if you are not already subscribed to Selling Power Magazine, I highly recommend it. Their website has a wealth of information for salespeople and those who manage sales.
If you would like to learn how to do Social Business to get more sales, call me for a complimentary 30 minute phone consultation 775-852-5020.
by Alice Heiman on February 23, 2011
Lack of follow up.
Networking is useless if you don’t do any follow up.
After the event, immediately enter the business cards you collected into your database. Be sure to add any notes you made on the cards during the event. I always add the name of the event and the date so I can remember where I met them. If I send an email or a card I make a note of that also. If you say, “Let’s get together for coffee or lunch,” then make that happen. It shouldn’t be something you just say to make conversation. You can call or email after the event to set it up.
Within 48 hours, be sure to send a “nice to meet you note” by mail or e-mail and anything else you promised to send.
If they are not a potential customer ask them to introduce you to those they know who may be, and refer people to them that may be their potential clients. If they are a potential customer, learn as much as you can about their business and possible ways you might help them.
Figure out a way to keep in contact on a regular basis.
Connect further with the people you met by utilizing social media to start building a relationship. Watch the media for the people you are interested in. If you see an article about them, clip it and send it to them with a note about doing business together. If you read an article that would interest them, send it.
Don’t let business cards collect dust on your desk.
Go through them immediately after the event and if you don’t enter them in your database throw them out. Yes, it is okay to throw out a business card. What I usually do is band all the cards from a specific event together with a note on them with the name of the event and the date. If I haven’t touched them in a month or two I toss them.
Everyone can learn to network. Salespeople and entrepreneurs need to become expert at it.
Try to get everyone in your company to network. A great way to get started is to have the salespeople bring an employee with them to every networking event they attend.
Be sure you have a networking strategy.
Choose carefully the events you attend and turn all the time, money and effort spent at networking events into business by using the previous tips I’ve blogged about.
If you have a specific question or situation that my blog hasn’t addressed, please feel free to send me an email at info@aliceheiman.com , or see my website for frequently asked questions. Also check my calendar of events for interactive webinars on how to effectively network both online and off.
Business. I agree with Gerhard that social media is looked at as a waste of time and in many instances it can be. However, for salespeople being present and interacting on social media is a must but the way they do it is critical. As I’ve said many times, if you put up a profile on any of the social media channels and just sit there, it’s like going to a room full of all the people you need to know and standing in a corner. Although someone might come up to you, your odds are not good so it’s basically a waste of time. Utilizing social media channels to build relationships is a good use of time. Using it to follow thought leaders in your industry and interact with them, and using it to follow trends in your industry and your customer’s industries is critical. Social media makes it easier than ever to do these things. Salespeople need to be connecting, interacting, building relationships and sharing knowledge which will all lead to sales. But as Gerhard points out, “The big question is, why aren’t more salespeople getting with the program?” He shares some things he learned from his conversations with successful sales executives. Click here to read Gerhard’s blog.