Adapt For Online Networking – We use the term ‘a modern way of selling’ quiet often. Every year so called ‘Youtube’ sales professionals come out to try and convince you that there’s a new way of selling and you need to forget everything you once knew.
- “This is how a modern day funnel works”
- “This is how you now close”
- “Email is dead”
- “Cold calling is the future”
Or are those last two the other way around?
The truth is that you don’t need to throw out the old at all, what you need to do is adjust and develop using the experience you already have. Take on board what your customers want and consider what you can deliver. Even when it comes to online networking.
Over the past few weeks I’ve been assisting my followers in developing their approach to online networking, if you haven’t seen those blogs please head to the articles in my blog.
This is the last blog covering online networking for a while and I wanted to leave you with 3 powerful top tips:
Adapt For Online Networking – Change your networking ‘sales funnel’ from working offline to working online.
Previously you might have relied on traditional networking to meet prospects e.g. network meetings, exhibitions, trade fairs, seminars, etc. With this no longer being viable you can swing round to networking online.
Your first thought may be Zoom meetings with all of the traditional networking organisations. Certainly, take advantage of these and sign up to networks that are local or relevant.
However, there are other ways such as connecting with others on LinkedIn, responding to comments asking for help, posting on Facebook, or even writing a blog to answer a common customer question.
Everything plays a part in the modern online networking sales funnel.
The thing to remember is before going for the close, is add value (scroll down to point 3).
Adapt For Online Networking – Utilise the time not driving to network meetings.
How much travel and other additional journey time did you previously spend when attending a network event?
Time to get your business cards, rollup banner and other marketing material ready, time to travel to the network, time after the network to pack up and time to travel back to the office.
Sound like you? Would you say 1 hour? Easily 2 hours? The positive thing about online networking is that we all save time in our daily calendar.
But you need to use this time wisely to invest in your sales funnel. Stay at your computer, make phone calls, send emails, schedule follow-up Zooms, do some research on your strong leads, send a thank you message, etc.
Invest this follow-up time and your leads are more likely to purchase. Stats show that if companies follow-up within an hour they are 7x more likely to have meaningful conversations with decision-makers than those who waited more than 1 hour.
Adapt For Online Networking – Adjust your product or service to suit an online audience.
Whatever your product or service may have been before try to look at it in a new light.
What do you offer and provide customers that can now be marketing and sold online? If you’re stuck for ideas, try stripping your product or service back to its bare bones and rebuild it from there.
For example, decorators can offer online quotes via a virtual zoom tour or teach courses on painting doors, floors and walls. Photographers can offer webinars teaching customers how to take great photos using their mobile phone.
PT instructors can offer virtual coaching via Zoom or webinar courses for customers to take in their own time. There’s a huge potential to create lots of great ideas, but ask around in your online network and see what your prospect now wants and decide if you can pivot to provide that solution.
Following on from the 3 points, if you want to adapt and develop to deliver your product or service online I advise jumping on The Accelerator Program my online sales training course that works through full Sales Mindset Coach syllabus.
Sales Planning, Growth Management and Sales Execution. These three stages will help you in all your sales, marketing and networking activities.
The benefits, well additional to teaching you how to sell effectively, it’s affordable at only £47, you manage the learning at your own pace, you keep the content for a lifetime and can reuse it and your business needs change.