One of the greatest difficulties in the Internet age is at the same time one of the greatest opportunities: engage to connect with the right person. Right person to understand a potential customer
Engage to connect: from atoms to bits
If we practice engage to connect In the real world, the atoms, Why not transfer it to the digital environment, the bits?
If you've ever attended an event speed networking, You know what is engage to connect in record time. I recognize that the formula that minute to convince and sell me seems artificial, but it is a golden opportunity to practice our elevator speech or elevator pitch.
Define the profile person to be connected is key
Lurching go online to connect people for collecting contacts is an aberration. We know that a very large network of contacts do not have to be good. If your business model is B2B or P2B (person to business) like mine, with long boring 20 year good contacts have enough.
Define your buyer persona It is essential to hit the contact. To meet our target person need to know it thoroughly, not enough sex old data, age and geographical area.
According to the team Inbound Cycle, we must know:
Hobbies, people who influence their decisions, what makes you happy, What are your goals, What motivations have, etc.
What social networks used, If you buy online products and what kind, where to look for information, how often does, What are your references pages, at what times you are online, etc.
responsibilities, challenges, biggest influences, etc.
Relationship with our company (or we, I add):
Knows what we, reasons why he hired us or purchased, How did you find us, what they value most about us as a company, What interaction has branded, etc.
And now, wheat: How to connect
One of my recommendations to those who do not share content on networks (and therefore do not generate interactions) is this: Discuss and share the content of others. And specifically, of those people who are your target group, that match your definition of buyer persona.
A LinkedIn, on Twitter and on all networks you can do. Engage to connect, interact to connect, formula is very powerful and effective. Forget the like or recommendation, that does not involve an element of attraction for your client; and share (with comment), by contrast, attracts.
The basic condition is that the comments you make in it to be intelligent, provocateur and to provide something interesting. A simple compliment is not enough.
If you manage your interaction wake interaction your customer back, ¡bingo! and ye are presented digitally. Interaction formats are several, and remember that the questions have the power to "force" a response:
- I agree with your content, but with an undertone do you see right?
- I agree, and in fact, such other author expand your ideas to achieve a wider context, What do you think that additional contribution?
- I agree on the whole idea, But how about if you also ...?
- I agree, but there is a difficulty in bringing that idea into practice have you ever encountered this problem ever?
- I do not agree. I know it sounds risky but how would reverse its approach? Do not you think it would make more bearable consequences?
I could go on ad infinitum. The key is that comment cause. A simple: "What a good idea" or "totally agree" not mobilize.
The land is paid, it's time to connect
The idea of engage to connect It materializes at this time. After these interactions will have been achieved (in most cases) an answer. It is time to formalize the relationship.
Now it's time to visit profile of the person to contact and press the button. Whenever possible (one LinkedIn, for example) personalizing the invitation. The message may contain a reference to the conversation. It could be something:
appreciated Mrs.. X, I loved the thread of his article on xxxxx. I would be grateful to accept your network. Maybe someday we can put time value common interests. a cordial greeting, Company.
I feel abuse of Anglicisms, but this would "inbound networking" in pure state. After contact is wise to wait a few weeks before proposing anything. When I see a text message invitation with a direct sales, I lie back. Real World label must be kept in the digital environment.
Event of the week
The event will take place all day Wednesday 29 and morning 30 of May. Afternoon 30 Nancy will give a talk on social selling en Facebook and another on storytelling in the fourth revolution.
If you're in the area, you can register here > firstname.lastname@example.org Tel. (829)-694-8080. Have a nice week!