build relationships
Post on 16-Apr-2017
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Build relationships
Strengthen your network by connecting and establishing trust with decision makers
Social Selling Index
Why is it important to build relationships?
73% of B2B buyers prefer sales professionals
who have been referred by someone they know
87% of B2B buyers said they would have a
favorable impression of a salesperson who was
introduced to them through someone in their
professional network.
Buying decisions now typically include 5.4 decisions makers
+39%+87
%+39%+73
%
A larger network gives you greater leverage in finding new prospects and getting in the door with clients.
Connect with contacts
EXPERT TIP
Connect with your network and with prospects after introductions
Build relationships
Focus on building relationships with senior-level people at your prospects and customers.
Focus on decision makers
EXPERT TIP
Build multiple connections with decision makers at accounts, don’t just rely on one
Build relationships
Connect internally so your colleagues will be able to provide warm introductions. Senior leaders are more likely to have decision maker connections for you to leverage.
Connect internally & leverage TeamLink
EXPERT TIP
Use your company’s network to uncover the best way to get introduced with TeamLink, available in Sales Navigator Team
Build relationships
After connecting, develop the relationship just as you would have before LinkedIn existed, reaching out periodically at appropriate times and adding value by providing relevant information and solutions to your prospect or client’s business problems.
Nurture relationships over time to keep your services top of mind
EXPERT TIP
Help prospects by sharing their updates or posts they’ve published
Build relationships
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