Are you ever hesitant to open an email from a name you don’t recognize? Now what if that email included a bio of the email sender with a photo and his or her title, all in your inbox? That’s exactly what the new Linked In app, called LinkedIn Intro, will provide to users. Read more for details about everything the app will include and how to use it to your advantage.
Do you think there are any disadvantages of having this information available?
Before we jump into how to get sales from referrals lets answer the why — why is referral selling so important? The short answer is because you are pre-sold and that almost always ensures a shorter sales cycle. Being pre-sold gets you get access to decision makers faster and increases you chances of closing a sale. Your chances of closing a deal increases because people don’t make buying decisions without some research and outside opinion, that opinion comes from colleagues, friends and family so impress them (your current clients) and the network of referrals will undoubtedly follow.
So we now know why referral selling is so important, lets shift the focus to see how to get sales from referrals.
When you are out busy at those business networking events meeting new prospects, what story do you tell them? No, I am not referring to a fairy tale, but rather your own personal story that shares what you do instead of tells what you do.
Stories are a powerful way to share you message while simultaneously building the critical relationships needed in today’s business world. One of the best story tellers was Leo Burnett, founder of Burnett Advertising. He created The Jolly Green Giant, The Pillsbury Doughboy, Tony the Tiger, the Marlboro Man, Charlie the Tuna and many more.
Stories allow the inherent drama (what Burnett invented) to shine. And the more often that you can connect the prospect’s belief system (foundation for all experiences), the more success you will have with your story.[...Continue Reading...]
Is Social Nurturing just for prospecting or sales? No.
At InsideSales.com they have been testing the use of LinkedIn, Twitter, Facebook, Google+ , Blogging, Klout, and many more social media platforms in a model they call ACQUIRE. Forbes contributor and entrepreneur Ken Krogue explains how to actually use the ACQUIRE model to make influential contacts using social media.
So, Twitter launched a new service last week that let’s you create 6 second videos. Yes, you heard it….6 seconds. So, how will this new service play in the realm of B2B marketing? Check out this article from SmartBlog on Social media for a few suggestions.