- Content Marketing
When Your Customers Become Your Contributors: Brand Journalism Meets TraditionalGoogle Is Changing the Close Variant Matching Option in AdWordsBefore You Invest in Online Advertising, Do This!Native Advertising: The New New Thing or a Race to the Bottom? [VIDEO]
Technology & Data
Data and Creativity at the Social Shake Up: Defining Your Data-Driven Social CampaignTalking Strategy and Data with Shannon Lee of Precision StrategiesNew IBM Study Reveals 3 Key Characteristics of the Most Successful CompaniesMinority Report: Confronting Privacy Issues in Big Data Gathering
- Tech & Innovation
- marketing automation
Social Startups: Moment.me Captures a 360-Degree View of The Social Shake-Up 2014Hootsuite Partners With Syracuse University to Bring Social Media Savvy to College StudentsThe Best Hyperlapse VideosThe Best Content Moderation Tools for Busy People Who Don't Have Time for That
Social Change Agent Survey: Passion, Skill Set, and Persistence Lead to Career GrowthThe Social Shake-Up Attracts Wide Breadth of Brands and IndustriesThe Social Shake-Up: How CMOs Drive Innovation and Revenue GrowthThe Social Shake-Up: The Future of Social Business
- Small Business
- Social Organization
Recap from the First-Ever Employee Advocacy SummitFormer IBM Senior Advisors Launch Brands Rising to Build Employee Advocacy ProgramsPerformance and Risk Management Through Social Media TrainingEmployee Advocacy Summit: Advocate Stories from the Field
- Customer Service
Join us September 15th in Atlanta for The Employee Advocacy Summit and learn how to unleash the power of your employees.
Post your event here and we'll share it with our community. If one of our members is featured, we'll promote as well on their profile.
- Marketplace & Webinars
The SMT Marketplace
Your resource for exclusive content and insights from Social Media Today, and opportunities to reach our community of professionals.
The Social Business Book Club brings you books, discussions, and insights from today's to business thought leaders.
Join interactive talks and and panel discussions with leading thinkers and practitioners on social media and networked business, or browse the catalogue of recorded sessions - all completely free.
Reach Social Media Today's community of marketing and communications professionals in an editor-approved context with a native advertising package.
Supercharge Your Rapport Building With These Social Selling Tips
Posted on April 28th 2014
Building rapport is something each and everyone of us must do to build relationships and establish new ones. For salespeople it is crucial. Buyers buy from people they like and you have only one chance to make a first impression. This means first contact needs to go well, it has to show you’re competent, that you did your research, and that you’re a like-able person they intend on dealing in the future. Here are some rules to help build rapport and bring chivalry back to sales.
LinkedIn is a gold mine. Use it!
Taking some time to view your potential business partner, customer, friend, or foe is necessary. LinkedIn is by far and away the best business social network for giving you a glimpse into someone’s professional life. Did they work anywhere you did? Do you have any similar connections you can bring up in conversation or get referred by? Are they in any LinkedIn Groups you’re in? Do you believe in any of the same charitable causes or attend the same schools? All these things can help you align yourself with the person and build off of a common bond you both may share.
Apply the social selling rule of 3 and be nimble.
Before meeting someone in person or ever getting on a phone call with them - search 3 different social networks for their name and find 3 compelling talking points. A google search usually accomplishes this, but I use a platform called Nimble to help me get a 360 degree view of people. When I enter them into the system, Nimble finds they’re social networks and displays pertinent information about them along with aggregating their recent activity. Did they attend or talk at a recent conference? Do they like the Los Angeles Dodgers? Did they recently make a comment about a blog post?
Successful relationship builders will tell you people like to deal with people that they like and that they trust. Rapport involves showing that you can deliver on both of these. Using social media will allow you to align yourself with your audience, give you a common interest, and allow you to demonstrate value based on your assessment before meeting. Use the above tips to help you build rapport the next time you have a call, meeting, or presentation.