Why Should You Use Social Media in New Business Development?

In the traditional sales model, we identify our prospects and then use several tactics to get in front of them, qualify them and ultimately sell them. But, what about all the other potential users of your product or service that you don’t know about? Yes, some of them may find you through a referral or make their way to your website, but there are many more that may not ever know that you exist. In most cases, especially for manufacturers who are selling more complicated products, there is a sales funnel you need to take prospects through before they are ready to buy. That’s great, but that only works if you’ve identified the potential sale. Think of social media as your silent salesman. It’s out there bird dogging for you and taking a potential customer through some of the initial stages of the selling cycle. Social media is a great way to connect with prospective buyers because they will find you based on what they are searching for (what kind of problem they are looking for a solution for) on the web. It allows you not only to connect, but to start a conversation. It allows them to get a better feeling for the company and how you go about helping people. In other words, you start building the “know, like and trust” model that comes with any sale, especially to new potentials. Social media is a great way to educate prospective buyers because of all the tools you have available: Blogs, Forums, YouTube, LinkedIn, Facebook, Instagram and Twitter. All are platforms for you to add value to the conversations by giving them great content, and it starts establishing you as an expert they can count on. Social media is a great way to collaborate with potential buyers because of…read more >

B-to-B Marketers: Why it takes more than three calls to make a sale

We’re all focused on generating more leads these days, but I find it ironic that most companies don’t do much with them once they get them. Simply fulfilling a request is not the answer, but yet many companies do just that. According to a survey of people who have requested info suggests that 80% of all sales are made on or after the third contact.read more >

Awareness of Twitter Has Exploded: Great Way to Reach the Professional Tradesmen

Contractors are busy people, and the 140-character message is just enough to peak their curiosity and have them click through to your message. Twitter is one of the social media tools that can be used as a tool for your company's social media marketing strategy to generate online traffic and a pipeline for new business leads. Over the past year, the leading traffic generator to my blog has been Twitter. read more >