Networking online for B2B sales consultants is a double-edged sword for the following reasons:
In order to grow your B2B sales consulting business, you need to network with new business prospects
AND
Your customers—B2B salespeople—need to learn this skill to improve their sales performance.
Here are six tips you can use as well as pass along to the sellers you consult:
1. Make it Easy to Find Contact Information
After you’ve taken time to build your brand, don’t hurt your chances of connecting with new prospects by making people struggle to find your contact information.
2. Connect with Existing Business Relationships
The first people to connect and network with online should be those you know already—the people who already see you as trusted and valued.
3. Stay Active
Increasing your visibility by having a consistent level of activity must be a top priority! The best online networkers are active at least a couple times a day.
4. Share Relevant and Compelling Information
When you share take the time to find information that would be of interest to the people you want to network with. Also, be sure to share information from sources outside your organization as well as content you develop.
5. Keep Communication Brief and Simple
Nothing is worse than receiving an email for a person in my LinkedIn network that includes complicated information and is more than 100 words. If I want to read a novel, I’ll buy a book!
6. One-on-One is Always Better
Sending information to the masses that gives the appearance of being directed to an individual negatively impacts your trust level. A quality, direct approach is usually better than a mass spamming.
If you are a B2B sales trainer or consultant looking to teach your customers how to network online, check out Brand & Connect. This online course is available to resell as part of The Center for Sales Strategy’s Partner Program.
Find out more about Brand & Connect by downloading a sneak peek here. Or, simply sign up now for the course!
