Recent reports show that people want, and in many cases expect, businesses (like yours) to have a social media presence. When you don’t, it begs the question why not? If your social status is slim to none, it probably won’t make or break a deal, but it certainly will prevent you from getting to know more about your customers, partners, and prospects—and vice versa.
Think of social media as an opportunity playground for hunters and gatherers, as well marketers. Your rainmakers can learn so much by simply listening to what’s happening online and taking the time to review a company’s or decision-maker’s social media outlets such as LinkedIn, Facebook, Twitter, and YouTube. What are they looking for? An “in.”
How to use social media to improve sales conversations
Smart IT sales and marketing folks use social media to learn, educate, and engage in a friendly, no-pressure environment. It’s an easy way to establish a point of connection by identifying a challenge that you can help solve or uncovering an opportunity you didn’t see coming but know how to take advantage of. It’s also a great way to simply support your customers and partners and forge new relationships.
Businesses and decision-makers share an enormous amount of information on their social media outlets — more than they ever would on a cold call or even over a working lunch. And in many instances, the information shared is telling of the company’s goal and initiatives, as well as current events and happenings, market views, business challenges, and other topics of interest.
MSPs take great pride in understanding their customers’ business models, the industries they work in, and the people they work with and for. It’s a relationship business for most, but for many the social side of sales and marketing remains focused on face time and phone time. Take the time to get online and learn more about your customers’, partners’, and prospects’ social brands. The ante is cheap, and the payout could be more than you ever expected.
If you or your business are not “socializing” online and want to know where to start, check out this recent blog post from Solarwinds N-able. Social media is simple and strategic when used correctly. It’s also very cost-effective, timely and serves to benefit both sales and marketing!
About the author: As president and founder of WhiteFox Marketing & Communications, Marie Rourke is recognized throughout the IT channel for her straightforward, business-minded approach to channel marketing, PR and communications. With more than 15 years of experience in the IT channel, she is a friendly face at industry events and a respected advisor and colleague to many of the channel’s most innovative companies and business partners. Marie launched WhiteFox in 2005 with the vision of bringing channel relationships, marketing, PR and communications to the forefront of companies’ business growth strategies and tactics.