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How *Not* to do Social Selling

How *Not* to do Social Selling

LinkedIn can be a powerful social selling tool. But as Uncle Ben said to Peter Parker in Spider-Man, “With great power comes great responsibility.”

When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. These tools are very effective for background research and opening doors for that next step in a conversation IF they are used effectively. When done wrong, this outreach can very quickly shut down a conversation and a potential relationship.

Not long ago, I received a message that I’d file under the social selling “done wrong” category. On the blog this week, I take a look at the message and share tips for how you can be sure to not make the same mistakes.

Strategic Relationships: The X-Factor for Business Development Success

Strategic Relationships: The X-Factor for Business Development Success

Relationships are the “X-Factor” for business development success. Read this article in the Association for Accounting Marketing’s “Growth Strategies” magazine to learn why social capital matters so much in today’s business development environment, and discover how to use my simple formula for creating social capital.

3 Steps to Communicating Business Value

3 Steps to Communicating Business Value

Building strong client relationships by creating – and communicating – value is an integral part of establishing your role as a strategic partner. An X-factor in the world of professional services. Strong strategic relationships and a reputation as someone who provides business value will help you stand out from the crowd. In a special article for CPA Trendlines, in conjunction with the Association for Accounting Marketing (AAM) Summit 2018, I’m pleased to present my simple, three-step framework for communicating business value.

[Podcast] How to Use Social Capital to Elevate Your Business Relationships

[Podcast] How to Use Social Capital to Elevate Your Business Relationships

Today’s business environment requires you to thoughtfully expand your networks, to cultivate and leverage them in ways that go beyond traditional marketing and selling. Do you know how to find and make those connections, and turn kernels of a new relationship into a long-term loyal customer?

I’m thrilled that the B2B Growth Show invited me to be a part of their podcast series to talk about the topic of Social Capital. I invite you to take a few minutes to tune in to my conversation with host Jonathan Green.

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