Social media

Establish a strong professional brand

Your social media profile will likely be the first impression a new prospect gets of your business, so think carefully about what it says about you. Complete your LinkedIn profile with the customer in mind, and add rich, meaningful content which addresses challenges they’re likely to be facing.

Find the right contacts

You never know who could come in handy when it comes to building relationships with customers and prospects. That elusive prospective you’ve been chasing a meeting with could be an old contact of the IT guy, or a family friend of the office intern. Social media is a great way of finding out about those coincidental connections.

Pick your moment

Good relationships take time. Just like you wouldn’t ask someone to marry you on a first date, don’t jump in cold with a big ask in business without learning more about your prospect first. Social media has made it much easier to keep track of relevant decision makers within companies, so take note of the articles and updates they share in a professional context, and look for opportunities to respond or check in with them. It doesn’t always have to be about business either – for example, how did their beloved team do at the weekend?

The evidence suggests that business leaders still wary of social media should reconsider. They could be holding back their top performers and missing out on potential revenue by not embracing the latest tools. By applying these few simple rules every business - large and small - can leverage the power of social selling to drive growth.

By Frank Hattann, director, LinkedIn Sales Solutions