It’s clear, sales has changed dramatically. Today, it is the reactive result of good proactive marketing and brand messaging.
Not too long ago, when you joined a large firm, your training consisted of writing down the 200 people closest to you and speed dialing 200 strangers each day, hoping to say the magic words that would convince them to do business with you. Today, people rarely pick up a call from a number they don’t recognize.
Buying, no matter how big or small the purchase, is based on timing and need. When someone has a need for your services, they’ll come to you if your marketing resonated and you are present with them consistently.
I engage with people on LinkedIn every day. Many of those people are friends or contemporaries and others are advisors or recruiters who fit the right persona. Engagement is how we maintain relationships and gain exposure to new people.
Lately, when I engage with someone for the first time, they are quick to send me a direct message like “Charlie, thanks for commenting on my post. Do you have an advisor?” or “Can we chat about how I can help you grow your business.”
Moving too quickly will kill any opportunity. Concentrate on adding value, being present consistently, and making sure your network knows how you can contribute to their success.
They will come to you when the timing is right.
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