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Social Selling: Content May Be King, But Conversation is Queen

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Social Selling: Content May Be King, But Conversation is Queen

Targeted Engagement with your prospects on LinkedIn
 

Your sales team comes to you. They’ve sent emails. They’ve left voicemails.They’ve dropped off a gift at the office to sweeten up the gatekeeper. They can’t understand why your prospect just won’t return their calls. Do you think perhaps that is because they are making it all about themselves and not about the prospect? It’s time to change the game. Spotlight out. Let them know there is a better way. Let them know to stop selling. Teach them how to start Influencing.

According to Wikipedia:

In chess, the  king (♔, ♚) is the most important piece… Although the king is the most important piece, it is usually the weakest piece in the game until a later phase, the endgame. Players cannot make any move that places the king in check.

The  queen (♕,♛) is the most powerful piece in the game of  chess, able to move any number of squares vertically, horizontally or diagonally. Each player starts the game with one  queen, placed in the middle of the first rank next to the  king.

You see, the content is as necessary as the King in a game of chess.  But the conversations are what hold the power, just as the queen does in a game of chess.

Unfortunately, most people do not engage in content that is posted on LinkedIn, whether that means the home page, the company and showcase pages, the Publisher, or in LinkedIn Groups. What I mean by that is that, we all just scroll, look, scroll. But it’s time to start engaging. Like, comment, share.

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Bobbie Foedisch, Chief Social Selling Officer her at AAL, recently recorded this video blog to walk you through the step-by-step process of engaging with your prospects, earning their trust, and along the way – giving you insight into what they care about, which means building the relationship, and influencing through your comments. 

Remember:

  • Be the first to give to your new business relationships
  • Always pay it forward
  • Network with purpose.

Good luck and good networking! Remember… It’s All About Leverage. 

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