Struggling to balance prospecting and relationship-building in social selling?

In social selling, utilizing tools like LinkedIn Sales Navigator can significantly enhance your prospecting efforts. By employing advanced filters, you can identify not just potential leads, but also engage with them based on shared interests, mutual connections, or industry trends, making your outreach more effective and personalized. For instance, consider a marketing agency that uses Sales Navigator to connect with CMOs in the tech sector. By analyzing their recent posts and interactions, they can tailor their messages to address specific challenges these leaders face, thereby fostering a more meaningful dialogue. As the saying goes, "Your network is your net worth," so invest time in nurturing these connections!

K/L/T is the methodology in active Social Selling. People buy from people whom they KNOW, LIKE and, Trust. Social Selling is a unique opportunity to humanize the sales approach, building trust and credibility with the customers. By engaging with prospects on their turf, you can establish a connection that feels more like a conversation than a sales pitch. Use social selling to stay attuned to their concerns and interests, and respond with valuable insights or helpful resources. This helps to establish your authority, paving the way for a meaningful relationship. You'll find that prospects become more receptive to your message, and it is no more a COLD APPROACH. Transitioning to a sales conversation becomes a natural next step.

Se você está lutando para equilibrar a prospecção e a construção de relacionamentos na venda social, é importante integrar ambos os aspectos em sua estratégia. Encontre maneiras de combinar a busca por novos leads com a nutrição de relacionamentos existentes, utilizando dados e insights para personalizar suas interações. Automatize tarefas rotineiras para liberar mais tempo para conversas significativas, e mantenha o foco em fornecer valor ao longo de todo o processo, desde a primeira interação até a conversão.

Balancing prospecting and relationship-building in social selling can be tricky. Focus on quality over quantity by targeting prospects who align with your ideal client profile. Use personalized outreach to show genuine interest, making each connection meaningful. This approach not only attracts the right prospects but also lays the foundation for strong relationships. Incorporate relationship-building into your prospecting by engaging with your audience's content and offering value before making a pitch. By intertwining these efforts, you create a seamless flow that enhances both prospecting and long-term relationship success.

If you truly focus on building relationships with the right audience and less on “lead gen” and “prospecting” you’ll be amazed at how many live sales prospects will show up…..inbound. People know when you only have a sales motive to a conversation and will engage much more if they know you are actually interested in building a relationship with them.

To build trust among your audience and community, First step is to identify your Ideal Customer Profile. Once you identify your ICP. Start with both, A) Sharing valuable insights and valuable tips around Domain Expertise. B) Engaging with your thoughts on their contributions and insights To do the above start with identifying other contributors, your ICP and keep encouraging and engage. What is important and what not to do in the TRUST BUILDING process is to, - Not to come across as a surface level on looker, by leaving a 'One - Liner - Coments' - Deep dive on a subject and leave intriguing and well - researched comments, that resonates with your ICP. - Don't just ghost them. Keep every relationship intact. Nurture them.

I am a believer in don't over think it. Just share! Whether is a win for the day or with a client or potential client or something you are struggling with just share what you're going through or your perspective. You will be surprised how much you can connect with people you don't really know. It's also equally important to engage on content that resonates with you.

If content is KING, then the Conversion is QUEEN in Social Selling. I believe that, each of us have at least 10books inside us. Go out and create content that resonates with your, already identified, A) Ideal Customer Profile (ICP), your audience. B) Expertise that you want to dominate. Fearlessly share content on, - Anecdotes from your industry, - Real-Life incidents from your career, - Important Life Lessons that stayed with you. - Frameworks, Hacks and tips that you acquired along. - And, Sometimes showcase little vulnerability and real YOU. Use storytelling extensively to engage your ICP. Address and solve their, - FAQs - Fears - Doubts - Aspirations - Challenges And consider the journey as a Marathon in Social Selling.

Content at scale and Consistency is difficult Biggest players in Social Selling know this already. Use these hacks to avoid burn-outs and to stay on top. - Create content in batches. Set aside time to create content for a week/month. - Use note taking apps (Ever notes, OneNote, iCloud Notes) to capture ideas. - SAVE button is your friend. Earmark posts that you want to comment later. - Save your own comments or of other creators to convert them in to Content. - Look for inspiring ideas/ tips and save it on POCKETS (app). - Tools like ChatGPT/Gemini/ MetaAI is underrated. But, remember to bring humane side of yours. - Use schedulers to stay consistent. Idea is to bring value to your audience and to scale at the same time.

Fortune is in Follow Ups. Idea of social selling is to eliminate the COLD APPROACH in Prospecting. But that doesn't mean that we have to rely on the Platform to do the job. The moment the relationship is established, our next job is to take it to next level. Next level is to take the Online Relationship to Offline Conversation. Meet your prospect via Cup of Coffee or via Video Calls to take it to next level. PS: Selling on LinkedIn is not a crime. Trying to sell too early is surely a crime. You can sell anything to any one when you, Know them enough, trusted by them enough and liked by them enough. You earn the right when you earn the social proof and the credibility. Whole game of Social Selling can be summed up with this.