Building The Foundation
Debra Mathias
LinkedIn Business Trainer & Career Coach, LinkedInLocal Host, Connection Specialist, Relationship Builder, LinkedIn Sales Strategist, "My Passion Is Connecting Others To Do Great Things" Follow me and Let's Connect
I recently read a blog that discussed whether there are any differences between B2B vs. B2C sales. The author’s assertion was that while marketing to businesses is strategically no different from marketing to consumers, using the same tactics for both won’t be effective, and that the difference is mainly “political.”
While I agree with the basis of the article, there was a key component left out – relationship building. I’ve been in sales for over 30 years and I’ve always taken the time to build a relationship with my clients.
When people ask me why Networking with LinkedIn? training is so effective, I tell them because I guide my clients to build relationships with their prospects. It may take longer than buying a “sales funnel” or a lead list… maybe… but by spending the same amount of time as these so called “easy buttons” on building the foundation you will develop lasting relationships.
Thus, there are two distinct reasons to be authentic and organic on LinkedIn:
1. Building confidence with the buyer, regardless of what is for sale, is essential. Building a foundation and a relationship with buyers builds confidence in your ability to deliver on your promise. Confidence and trust are there when the purchase is made because you’ve taken the time to get to know the person.
2. You have created a referral partner. By providing more value than the client expects from your product or service you’ll not only have a satisfied client, you’ll also have an advocate for you and your business.
Take time to build those important relationships so that you will not only have a successful company, you will also have future business because people will continue to refer you to others.
Are you building the foundation or taking the easy way out?
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Great share, Debra!
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3 年Debra, thanks for sharing!
I hire and train high integrity individuals and help them build extraordinary careers doing impactful service in their communities.
3 年I couldn't agree more Debra. As we discussed earlier, the failure of business development people to build quality relationships on LinkedIn is one of the key reasons that #LinkedIn is cutting back on options and outreach activity.
Client Relations & Consultative Sales Professional | Business Development | Account Management | Building collaborative relationships for achieving results
3 年Spot on Debra Mathias . I've worked in both B2B and B2C arenas and relationships are the foundation to both! .. take time to build the relationship, sit on the same side of their table, and add value wherever possible!