B2B Business Development: Social Media DNA of Customers
Link to infographic and worksheet from this video – spencerXsmith.com/socialDNA/
Video transcript –
In this video I’ll share with you how you can use social media to read your customers’ minds.
Hey it’s Spencer X Smith, today coming to you from HotelRED, just across the street from Camp Randall Stadium in Madison, Wisconsin.
One of the top things I hear all the time is, “I work in B2B – Business to Business – sales, how can i use social media? I have a LinkedIn account but what else is there?”
Let’s – first of all – think about two factors involved in any kind of B2B sales –
1.) It’s typically a long sales cycle and –
2.) there’s more than one person involved.
Those two factors lead to multiple meetings with multiple people, some of which may try to help you, some of which may try to hinder you. How can you instantly build rapport with these two very different sets of audiences?
Instead of worrying about what you should be SAYING on social media, use social media to LISTEN. Any company that has a page on Facebook or Twitter or LinkedIn or Instagram is sharing the thing that is most important to their company right this second.
It might be a new product or service initiative, it might be a new location they’re opening, it might be a non-profit about which they’re especially passionate at this point.
Before you do B2B meetings, ensure that you’re using those things that that company – that that targeted company for you – is already putting out there in the public. Make it known in those meetings that you’ve been researching what’s most important to these companies right now and ask them, “How can I help you accomplish this goal?
How can I help you further this thing that you’ve told me – and that you’re telling the entire world – is the most important thing on your plate right this second?”
Using social media to listen is part of an overall strategy that I have created called establishing the Social DNA of your targeted customers.
Here’s the great part – I’ve already done a lot of the heavy lifting for you.
At the end of this video you’ll see an infographic and a worksheet that you can use right away to identify your top customers, figure out where they’re hanging out online, figure out what they’re saying online, and then – to go a step further – how you can use your personal and your company’s social media presences to get on the radar of that target customer and ensure that you’re staying top of mind with them.
If you’d like to get this free infographic and worksheet just go to my website at spencerXsmith.com/socialDNA/, and before you leave, please share this video with someone else who works in B2B that you think might benefit from this idea.
I can’t wait to hear how this strategy works for you. Thanks so much and I’ll talk to you again next time.