Social media is a great complement to, but not a replacement for, prospecting tools like phone calls and networking. Let’s apply David Sandler’s Success Triangle, comprised of Attitude, Behavior and Technique, to prospecting using social media.
Attitude – as one of my mentors in sales told me, “No one ever says thank God you showed up.” If you plan to use social media as a prospecting tool don’t expect prospects to start asking for meetings just because you posted a video introducing your business. One of the best questions to ask yourself is, “How do I build trust and credibility?” with your social media presence.
Behaviour – do a little social media prospecting every week. If you don’t have your social media activities building into your weekly prospecting plan (at Sandler we call this a “cookbook”) then you will:
a) Become discouraged quickly when results don’t magically appear and;
b) Have no way of tracking your return on your social media investment.
Hamish Knox, Sandler Training, Calgary, AB, CYBF young entrepreneur