Relationship selling has evolved alongside technology while incorporating time-tested essentials. See how these sales tips come together to help you find and cultivate sales partnerships—along with data that shows the imperative of relationship selling. These sales techniques will help you take advantage of social developments and find leads that are ready to buy.
Here’s a quick relationship selling roadmap that will help you focus on the tips and techniques you’ll want to use. It’s important to know why you’re looking before you start building sales relationships with buyers.
What leads do you want to reach out to and why? Can you offer solutions, or do you want them to buy from you right away? Once you know what type of leads you're looking for, this will help narrow your search. Companies often cast a wide net at the beginning of a lead search without clearly identifying what they’re fishing for. The result is that they have quantity, but not a lot of quality.
Once you’ve identified the leads you want to reach out to, it’s time to curate or create content that would appeal to them. It’s one thing to tell potential leads how you’ll help them; it’s much more powerful to have ready-made solutions available. Your targeted lead should take one look at what your company offers and think, “They understand my industry, and have created recommendations and content that I can use.”
Now that you’ve identified who you want to make contact with, and can offer ways to help them, you’re ready to reach out. Many companies start with step three without doing their research, and this can turn off potential leads. Better yet, when companies see you as a thought leader, they’ll search for you.
Once you know why you’re looking, these helpful sales tips and techniques will be more effective.
Innovations like personal computers, modern databases, smart phones, and social media have created new opportunities for relationship selling. Here are some key takeaways for taking advantage of the digital intelligence that’s out there:
TIP: Each company has an online persona. It’s important to know how potential leads might see you. If you offer more personalisation and less sales pitch from the get-go, you’ll leave a better first impression.
Certain sales skills are timeless. It’s easy to forget that along with all the technology at your fingertips, you still have to employ tried and true sales techniques like finding, engaging, and building sales relationships with customers. The combination of technology along with the human element is a powerful one. That means:
TIP: Building social relationships requires more timing, listening, and personal engagement with buyers than the old way of doing business. Once you identify and learn more about targeted leads, you’ll be able to create and offer the answers they’re looking for.
There’s no better way to nurture authentic and lasting sales relationships with leads than to show them you understand their challenges and can offer solutions. It’s important to have tools at your disposal that allow you to:
Combine timeless personal skills with strategic social engagement to convert more leads. The State of Sales in 2016 report from LinkedIn has data that shows just how important it is to engage with modern relationship selling.
It’s also important to know there’s a right and wrong way to reach out to buyers and that having a clear set of tools and techniques is the key in helping you find relevant leads.
TIP: Become one of the few companies that try to build customer relationships, and you’ll stand out.
Learn how to focus your networking efforts with Microsoft Relationship Sales, which brings together LinkedIn Sales Navigator and Microsoft Dynamics 365 Sales.