Attracting new business prospects is accomplished more easily by genuinely connecting with them and sharing your thoughts, rather than blindly spewing a product pitch. Think about it—if you were considering buying a product or service which of the following selling styles would you prefer?
- Have a salesperson cold call you and drone on and on, spewing facts and figures about their product—and ultimately try to power close you (even if you are not ready to buy).
- Get to know the product/service and a salesperson at your own pace—ultimately controlling when to get into a serious dialogue with a salesperson.
Providing insight into how you think—and what you stand for—is called thought leadership. It’s a great way to allow a prospect to ease into a relationship with you. Starting a LinkedIn group is an easy way to get into the thought leadership game and start a dialogue with new business prospects. Here’s how to do it: