We developed our Infinite Pipeline Relationship Development Process based on years of experience using social media to close sales.
NextPhase’s Robbie Johnson used ths process to close millions of dollars of business.
It’s simple, easy, but effective. And it doesn’t require any sales pitches. The goal is to develop a community that will sell for you by creating and growing relationships.
- Find people in target organizations
- Look them up on LinkedIn
- Join the groups they are in
- See if they’ve posted in the group discussions and then comment
- Try to engage them in a conversation on the group forum
- When the time is right, suggest that you connect on LinkedIn
- Once you are connected download their vCard, which usually contains their email address
- Email them periodically (don’t spam) with a bit of news or other information that they will be interested in, and ask for their comments
- Watch their activity and comment as appropriate
- When the time is right, ask to have coffee — concentrate the conversation on them. Don’t pitch.
- Repeat. Continue to offer solutions.
What? No close?
That’s right, no close. During the process, your contact will ask you about your business. Keep your responses short, personal, sales-free, and focused on activities that are relevant to your contact’s business problems. For example, you might say, “Well, I’m a little concerned about making my son’s soccer game next week because we’ve got a big sales training session scheduled about the new product release.”
If your contact wants more details — and asks specifically for them — feel free to discuss. But no pitch, no close.
What you’ll find is that your prospect will ask you for the sales meeting or product details. During this phase, use one of Robbie’s favorite phrases: “I don’t even know if this is going to be a fit for you, but let’s take a look.”
Not only does this create an environment in which you and the prospect can explore the solution, it tends to put a lot of the sales responsibility on the buyer. The more time they invest, the more they’re going to want to prove that your product is a fit. In other words, they can sell themselves. Without a close.
You may not think that this could work, but it does, and Robbie has the commissions to prove it.
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