How can you build a relationship with a decision-making prospect?

La primera fase para lograr una llamada efectiva, está en definir correctamente a tu buyer persona e identificar con exactitud que cada contacto realizado cumpla con las características del cliente ideal. Tener a disposición herramientas de precisión como sales navigator te permitirán conocer si la persona que vas a contactar es la correcta y puede tener intereses asociados a tu producto y/o servicio.

En el fascinante mundo de construir relaciones efectivas con clientes potenciales, imagina ser un hábil emprendedor que utiliza herramientas digitales para trazar un mapa estratégico en LinkedIn y convertir cada interacción en una narrativa cautivadora. Utiliza herramientas como LinkedIn Sales Navigator para mapear clientes ideales y construir conexiones estratégicas. Sé un detective digital, explorando perfiles y analizando informes para personalizar tu enfoque. Conviértete en un narrador activo, interactuando con contenido relevante. Cultiva relaciones como un jardinero, enviando recursos útiles, invitaciones a eventos y presentando a otros expertos.

Bouw een relatie met beslissers door: 1. Ga met boolean search (combinatie van zoekwoorden) gericht op zoek naar beslissers op LinkedIn en connect met ze. 2. Toon vervolgens oprechte interesse in hun behoeften en uitdagingen. 3. Bouw zelf consistent vertrouwen op met waardevolle content. Reageer inhoudelijk op content van beslissers. 4. Zoek vervolgens de diepgang middels een rechtstreeks bericht (geen salespitch). 5. Laat zien hoe jouw product/dienst hun succes kan bevorderen. Neem als uitgangspunt het probleem van de klant, denk vanuit die klant en niet andersom. 6. Vraag om feedback om beter van dienst te zijn. Deze stappen creëren vertrouwen en begrip, met als resultaat een stabiele relatie.

Um recurso pouco conhecido na pesquisa do LinkedIn, que o diferencia de todas as demais plataformas ao realizar Social Selling é conseguir pesquisar seu público-alvo que é conexão dos seus próprios clientes, ou seja, aplicando gatilhos mentais de Neuropersuasão chamados: comunidade e similaridade!

Avant d'identifier le ou les prospects, il est important de comprendre quels sont les processus de décisions au sein de l'entreprise que vous visez pour votre vente, et qui sera décideur en dernier recours, c'est a dire, la ou les personnes qui décideront de l'engagement de votre budget dans votre produit. Il peut y avoir plusieurs décideurs : évaluateur du produit (influenceur technique), fox opérationnel (valide la valeur apportée par le produit), décideur métier (celui qui a le pouvoir de décision sur le budget). Suivre ces processus de décisions vous permettra de trouver les bonnes personnes.

Meet with people in your target audience one-on-one. Yes, personality tools and research trends are helpful. But there is nothing that beats real conversations between you and your audience. Ask them what problems they are facing. Why they matter. How they are trying to solve them. Don’t try to sell during these conversations. Instead, leverage the insights you gain in future social selling strategies.

O Crystal é uma ferramenta essencial quando se trata de tomadores de decisões em negócios complexos e de alto valor, pois nos permite ter grande assertividade no ajuste da primeira abordagem! Já ensinei e implantei para vários clientes que vendem High Ticket no B2B. Outra sacada importante é analisar as atividades do cliente potencial através de seus conteúdos e comentários.

By leveraging the most recent information about a prospect that's available on LinkedIn you can tap into what's at the top of their mind/agenda at the moment. Based on that input you can then see how this aligns with the longer term priorities/objectives of the organization based on their company website. This is just one concrete way to combine long term and short term planning with corporate and individual key performance indicators.

Researching your prospects thoroughly is a crucial step in building meaningful relationships with decision-makers. Here are some effective ways to conduct prospect research: Company Website: Start with the company's official website. Look for information on their mission, values, products/services, and recent news or updates. Annual Reports and Financial Statements: Review the company's annual reports and financial statements. LinkedIn: LinkedIn is a powerful tool for professional networking. Research the profiles of key decision-makers within the company. Take note of their roles, responsibilities, and professional background. Look for any shared connections or common interests.

Justo como lo mencione anteriormente este proceso de investigación debe realizarse antes, para optimizar tiempos y trabajo que puedes ahorrar y eficientar.

If you want to build a relationship with your ideal customer, social media is the way. Here's how to use it effectively. First, treat people online like you would offline. People want to feel valued and respected, and you can give that to them by liking, commenting, and sharing their posts. Do this enough times (without pushing your service or product) and the prospect will begin to notice your support. As a result, they begin to trust and like you. Another effective way to engage with your prospect is through direct messages. Again, you aren't trying to sell them here, you're trying to build a positive business relationship. If you think one of their posts is really good, let them know by messaging them. It's a powerful way to connect.

Além de engajar com seus conteúdos, ter uma boa estratégia de Inbound Marketing através de newsletter, faz uma grande diferença para envolver os clientes potenciais e ajudá-los a tomar consciência da necessidade dos produtos que ofertamos.

Engaging prospects effectively is essential for building strong relationships and influencing decision-makers. Here are strategies to help you engage your prospects: Personalized Outreach: Tailor your communication to the prospect's specific needs and challenges. Reference specific details from your research to show that you've done your homework. Use personalized emails, messages, or phone calls. Value Proposition: Clearly articulate the value your product or service provides. Focus on how it addresses the prospect's pain points and contributes to their goals. Educational Content: Share relevant and valuable content that educates your prospects. This can include blog posts, whitepapers, case studies, or industry reports.

It's been a game-changer for me! These tools allow me to express my personality and expertise in a unique way. I've found that providing value and building trust is key, and I always strive to spark curiosity in my communications. The goal is to create a genuine connection without coming across as pushy or salesy.

Writing comments that you really think can add value to every reader is a must. You don't need to do it just to grab "spotlight", but to support their goals and interests, and to nurture and fulfil the community that they are members of.

Recognise that your prospect is simply a human being. A human being who has his/her own pressures, worries, wants, needs, likes, dislikes, expectations that they are trying to meet and expectations of us. Recognise that they buy services or products to improve their condition. If you can make their lives better tomorrow than it is today, then you can build a relationship.

Nurturing prospects is a crucial part of building relationships, especially when targeting decision-makers. The goal is to guide them through the buyer's journey, providing valuable information and building trust along the way. Here's how you can effectively nurture your prospects: Understand the Buyer's Journey: Recognize that prospects go through different stages in their buying process, including awareness, consideration, and decision. Tailor your nurturing efforts to meet the specific needs of each stage. Segment Your Prospects: Segment your prospect list based on characteristics such as industry, company size, and behavior. This allows you to create targeted and personalized nurturing campaigns.

I don't agree that one of your goals is to create "urgency". That's a decision of the prospect. Your goal is to understand them and their needs, desires and expectations. To nurture, you need to share and create things that are of value... from THEIR point of view.

I wanted to share some insights from my recent experience in nurturing relationships with prospects. After our initial engagement, I've been using social media to keep the conversation flowing. It's not just about following up; it's about adding value. I've been sending useful resources, inviting prospects to webinars, and sometimes introducing them to industry experts. Tools like Calendly and HubSpot have been a huge help in scheduling meetings more efficiently. This approach has really helped me deepen relationships, showcase my credibility, and, importantly, create a sense of urgency. It's a continuous learning journey, but one that's definitely worth it!

Recent conferences and events are usually a good topic to keep the engagement ongoing. Products and Services new features, potentially paired with the keywords the prospect may have leveraged on his/her profile also contribute to additional engagement.

Influencing prospects, especially decision-makers, involves a combination of understanding their needs, providing value, and establishing trust. Here are strategies to help you influence your prospects and build strong relationships: Understand Decision-Making Processes: Gain insights into how decisions are made within the prospect's organization. Understand the key decision-makers, their roles, and the criteria they consider. Build Credibility: Demonstrate your expertise and credibility in your field. Share relevant credentials and success stories. Establish a Strong Online Presence: Maintain a professional and influential online presence. This includes having an updated LinkedIn profile, sharing valuable content, etc.

Comments remain the most under utilised tool in social selling and on LinkedIn especially. Building on someone else's content is a really easy way to share a view (people generally find it far easier to talk about their experience in a comment than in an original post) and get in your target audiences eyeline. Create online dialogue with your targets directly (if you can), if not get in their peripheral vision by engaging with content they also engage with. When done strategically and with intent, commenting is an incredibly powerful soft lever that sits below the radar yet still can carry your key messages.

Not making assumptions and trying to provide a solution before asking questions and actively listening to their needs helps build a relationship by showing you actually care to help them and aren't just trying to "sell them" on something. Once their trust needs are discovered, having examples of how you have helped existing or previous clients in similar circumstances, and sharing that story will further that trust.

Toma en cuenta 4 elementos clave que tiene un cliente para todos los que nos dedicamos a las ventas o estamos en áreas comerciales. 1.- Repercusión. 2.- Necesidad. 3.- Prioridad 4.- Decisión. Cuándo realmente indagamos en estos elementos con nuestros clientes, el poder de influencia es mayor, ya que sabemos y conocemos la esencia de su compra y puede ser que incluso seamos su mejor opción o tal vez no lo seamos y el ser honestos con nuestros clientes también nos va ayudar para compras futuras.

Making a real impact on decision-makers has become a crucial part of my journey. I've realized that the key to building lasting relationships with prospects isn't just about pitching them; it's about genuinely influencing and persuading them to take action. Leveraging social media, I showcase my proven results, heartwarming testimonials, and detailed case studies that speak directly to the value I bring. These aren't just words; they address real concerns and objections that my prospects might have. This not only simplifies decision-making for my prospects but also brings us closer to sealing the deal. For me, it's all about aligning my solutions with their goals, easing their fears, and igniting that spark of motivation to make a purchase.

Las relaciones comerciales y de negocios se basan en el concepto P2P (Person to Person) y esto es el equivalente a confianza. Los contactos iniciales con un cliente deben enfocarse en romper el hielo correctamente y abrir los espacios de la conversación, caso contrario se percibe como invasivo y bloquea las oportunidades de continuar con el proceso comercial.

Small gestures like sending birthday muffins can create a memorable, personalized experience. Additionally, consider sending handwritten thank-you notes or exclusive invites to webinars and events, which not only show appreciation but also keep your prospects engaged and valued beyond the initial sale.

Aside from obvious gift giving, boosting their professional profile is a great thank you as it leaves a legacy through referrals and more success for them. Think about the introductions you can make for them and recommendations you can give. Using your network and influence to boost theirs is a powerful after-sales tactic.

To build relationships with customers on social media, treat online interactions like offline ones. Engage authentically, use DMs, participate in conversations, practice listening, and provide valuable content. Focus on trust and relationships ,rather than just sales.

I find that doing 1:1 video connection messages, if done focused on the human side of it with no ask, with caring and meaning from a person to person POV works really well. And you are not "hiding the pitch": your goal is to help and be seen as a valuable resource, not to hide that you are trying to sell. Anyone knows that sellers sell... and buyers buy. We are not kids here, but you have to add value and not first: always.

Show genuine interest in your prospects. This requires: 1. Desire to learn about prospect 2. Open mind for understanding his business 3. Asking questions about his business 4. Being interested in what prospect has to say 5. Building a conversation Best way to unlock this mindset - imagine yourself as a child who played Legos. Remind yourself how much fun you had. Same applies to relationships with prospects. It can and should be fun.

Echo en falta la gestión del no. Recibir un rechazo y actuar sobre él también es enriquecedor. La experiencia suma y con ella la facultad de trabajar, esforzarse y no conseguir el objetivo y pese a ello, hacer autocrítica, verificar qué hemos hecho bien o mal y seguir adelante

Agregaría que si puedes ayudar posteriormente a tus clientes en compartir lo que hacen con posibles contactos que puedan tener un interés en sus productos o servicios, realmente hará una diferencia, no necesitas pedir una comisión, por que son tus clientes y el ganar - ganar es algo que en un corto, mediano o largo plazo, se convertirá en un poder de influencia para tus clientes y posibles nuevos clientes.