Author of "LinkedIn for Personal Branding"| LinkedIn Top Voice | TEDx and Keynote Speaker | LinkedIn Rebranding | B2B Social Selling l My Mantra: "Be a Friend First" l Let’s Amplify Your Brand and Event
Some of my students and audiences are surprised that I don't advise them to do ALL their communications on LinkedIn Don't get me wrong. I love ❤️ teaching all the cool ways to use Linkedin for prospecting and communicating. However, the best results come from a multi-channel approach to prospect and client communications. Consider this: ✅ Each of us has preferences in terms of how and when we like to be communicated with. Have you figured out what works best with each of those that you care most about? ✅ Some prospects consider your phone ☎️ call an interruption of their day. Others will ignore your email 📧 and some will not be aware of what is happening in LinkedIn. ✅ When repeated attempts to call or email someone doesn't work, I love to switch gears ⚙️ over to social. For many users, they are open to a message from a first-level connection. ✅ Why not call or email PLUS send an invitation request at the same time? Let your prospect know you are interested. Be sure to send a friendly non-pitch message! What about you? What form of communication do you use first? Do you know your client preferences? #sales #B2B #SalesBySandra
Sandra Long Yes, I have you found that certain forms of communication work better for different people? For me, I am your last bullet point, I like to ☎️ call, follow-up with an email 📧 and then connect. Although, I give myself some time in between. 🌞
This is so important, Sandra! And also, falls more into the category of serving your clients where they are. Thanks!!
Your balanced approach sounds spot on. Go where your customers are. I recently started experimenting with a tool called Clay, which helps you stay in touch with people based on a variety of connecting points. It is similar to Cotactually in recommending followups, which was bought by Compass Real Estate and shut down much to the dismay of many. It is nice to get a summary of people and their activity to reach out to every day. Check it out.
Sandra Long -- great things for salespeople to think about. Further underscores the importance of really understanding who your customer is on all levels!
So true Sandra! The statistics on how many times, and in what ways, we need to reach out to prospects and even clients to get a response continue to grow. Customization, value and variety help.
What I also love, is to surprise a connection by sending e.g. a video msg via LI - it is about leveraging the right channel for each individual and to choose the channel within the channel ;-)
Thanks for the valuable reminder, Sandra Long, that we have multi-channel options to strategically choose from…as well as the importance of communicating with others using the method that THEY most prefer.
I always advise on taking a multi-channel approach when in come to engagement.
Such important insights, Sandra! Thank you.
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2yI either email, DM on LinkedIn or text depending on the circumstances.