Selling is and always has been first and foremost about relationships. When it comes to B2B sales, people buy from individuals first and the companies that they represent second. The advent of social media has given people in the B2B industry amazing opportunities when it comes to discovering possible new relationships, creating rapport and developing relationships and then expanding, maintaining and nurturing those relationships.
You have more opportunities at your fingertips than any generation of B2B salespeople that has ever gone before, and you need to make the most of these opportunities that you have been given.
A good tip when it comes to developing relationships via social media is to make sure you are worthy of getting someone’s business. If you want their business, you have to earn it. Show them that you are a professional who knows how to both follow up and follow through. In other words, you have to work for it – but the rewards are plentiful when you do.