It's not enough

to be present only on LinkedIn.

If that were the case, everyone with a good LinkedIn profile would be far too busy with an infinite number of leads and prospects.

It's about investing in your offline and online presence. Time to start. Time is needed to make an inventory and to analyse. After this first step you can start 'listening' and collect data. After this you can personally, authentically and relevantly build different relationships. From the DNA approach from Social Sales, this is the step of networking. Ultimately, your goal is to find out so much about leads that they can become prospects. You can talk to your prospects offline to find out more about their needs and wishes. So that with this information you can give sincere attention.

Inventory and data

Have you formulated a clear goal for yourself? Do you know who you want to reach and why those people from the selected companies are so interesting for your proposition? Which organisations will become customers in 2019?

There are several ways to carry out the inventory optimally. When we look at data, we use website analysis platforms such as SalesFeedwe monitor topics and companies with OBI4wan and LinkedIn and we rely on our CRM platform Salesflare. Combined, these software programs give us enough information to determine the right target group.

Listening and networking

In order to listen properly, it is important to monitor and listen to your target group on the one hand. We do this mainly via LinkedIn Sales Navigator and with OBI4wan. On the other hand, it is important to listen to yourself and your team. A snapshot of your own skills and performance in combination with your drives and values provides many insights. Many different assessments are possible. We have chosen the two best in their own category. Social Sales works for personal analyses and assesments with the methods of ECHO Listening and SalesStep.

In addition to listening, the deployment of your various networks is essential. You alone are the limiting factor. After all, you can't keep an eye on everything. It is therefore better to use your networks to achieve more together and, with the help of others, to ensure that your message also reaches potentially interesting relations.

Attention to relationships

Personal and sincere attention to the person on the other side of the table or screen is what it's all about. More and more I read about the return of the "Human Size". For example in this item and this interview.

How nice would it be if we listened to each other more and gave real attention. So also not only a like to an article, but also write a real reaction. For once, don't send the standard LinkedIn predefined response, but sit down and send a personal message.

It's not enough to be there alone. It's time to make the connection as a human being.