5 Ways Social Media Changed The Sales Game (#4)

If anything, and I mean anything is a cog in the sales machine, it’s networking. In part four of our series we’ll explore how social media helps the sales professional build their network.

#4 Building Relationships (Networking)

It’s not to long ago (like yesterday) people built relationships just so they could snake your network. The only purpose in getting to know you, having coffee or attending your “networking group,” was to get into your networks proverbial pants.

There are a lot of old school sales people who would ask me, “Why else do you network, if money isn’t the goal?”

I’m not being so noble as to say that business growth isn’t in the cards somewhere, but it doesn’t mean you have to focus on it and if a friendship is a byproduct, well then bonus! My approach is to network, build friendships and add value… and if business becomes a byproduct – bonus!

So what does the sliding scale look like when it comes to relationships?

• You can spot a person looking to leach by noticing you can’t get in a word in while being asked for favors. I’ve been to way to many of these lunches where you sit down and either they are telling you someone you have to meet (and be sold too) or asking if you know someone who can use their services. Best thing here, at least get a free meal!

• Pro’s join networks (BNI, Chambers etc.), ask for referrals and are usually strong enough to build a WOM pipeline in about 2 years.

• Sales Pro w/ Social Media can look for the smartest people in your city and buy them lunch – no strings attached. This is my favorite of anything else on here I’ve written. Good relationships are always our best investment. This week I had six meals in five days with seven people from Twitter. Solid week and fulfilling to no end.

My advice after a decade in sales is this… motive means everything. If you add value to those around you, you’ll move product for one reason and one reason alone… you are the rare good deal.

View the #3 Way Social Media Changed The Sales Game

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