Even when business is good, you can always do more to position yourself as a trusted partner.
By strategically monitoring your accounts and consistently delivering value when engaging key contacts, you’ll strengthen relationships. Stay abreast of their issues, concerns, and initiatives, and offer timely, relevant insights, information, and content. Maintain a selfless attitude and helpful approach, and you’ll find customers welcoming your outreach.
Your existing customers can also be a valuable source of referrals — they’re likely connected with a group of like-minded professionals in similar roles and settings. Find a customer with a common connection to a prospective buyer, and you’ll have a shortcut to an ideal new lead. After all, prospects would rather engage with someone who comes recommended by someone they trust than engage with a complete stranger.
In fact, decision makers accept more than half of all connection requests when made by someone with common connections.³
When the time comes, remember it’s much easier to solicit endorsements and testimonials if you’ve done the same for your customers. In other words, give to get. The more proactive you are with your generosity, the more likely those recommendations will come your way without you even making a request. Just make sure your recommendations are warranted and sincere.
3 LinkedIn Analysis of InMail messages (Sales Technology Summit), 2019
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