The guys over at RainToday are running an interesting webinar by Dana VanDen Heuvel called "How to Create a Web 2.0/Social Media Marketing Strategy for Your Firm".

Aimed at professional services firms, the webinar promises to "provide you with ideas, examples, and a plan of action for immediately putting these technologies [Web 2.0 & Social Media] to work to attract new clients."

I've been using social networking tools, such as LinkedIn for a number of years now. Back in January 2007 I posted "Is 2007 the year for Business Social Networking sites?"... maybe I was a year early :-)

Certainly social media marketing is getting more and more attention. Recently, I noticed that this year's adtech conference in London is being sponsored by Xing.

For me, LinkedIn remains the key social networking site for any professional service firm; I use it daily.

If you want to know how to use social media, and LinkedIn in particular, to develop new business, read this post on LinkedIn's own blog "From startup mode to being acquired by Yahoo! - The MyBlogLog story". Here's an interesting quote from the post:

"It occurred to me how they did what they did, and I reached out to Eric via LinkedIn - we had Sean Bonner of metro blogging in common. I called him up; he got Todd on the phone"

The key phrase for me is "I called him up; he got Todd on the phone".

You see, social media has changed the game, but it doesn't mean the old rules don't apply.

Sites like LinkedIn help you make a more intelligent approach. You can understand whether your proposition will be of interest before you contact them. This means that you can phrase your message so it doesn't appear as spam or just another cold call. And, where relevant, you can reference other people that you both know.

Essentially, you can warm up a cold call.

Labels: marketing, new business development, social media, social networking sites

I've been following an interesting discussion on the Electronic Recruiting Exchange about whether cold calling or emails are most effective for sourcing candidates.

Whilst the discussion has a recruiting focus, it's equally valid for sales & business development.

Reading the emerging discussion posts, what became apparent was that there seems to be a polarised view on this. Some people say email, some say cold-call..with each citing outstanding results they've had from their respective method.

To me, this isn't a case of "either or"...more like "and both".

Cold calling, sending unsolicited emails, using online networks such as LinkedIn are all valid strategies. Each has it's advantages and disadvantages and, guess what, none of them work 100% of the time with 100% of people.

In my experience, different management levels, and different industries have their own particular quirks. And, of course, it all depends on how compelling your proposition is...and what the outcome is that you're after; appointment, qualified opportunity, passive candidate sourcing...they all put a different spin on your approach.

Truth is, for some client's I've set up great high-level meetings without ever speaking directly to an executive. For others I've accurately sourced passive candidates through LinkedIn. Sometimes it's all been by phone...it's like they didn't know email even exists :-)

Email is certainly not going away, and with the rise of Blackberry's and mobile email devices it's often the only way you'll reach someone for a time-sensitive project.

To me, the quality of your approach counts more than how it's delivered. If it's targeted, simple and compelling (and, of course, the timing's in your favour) then you'll get good results.

The secret is to remain flexible and try something different until you get the results you want.

Much like life, really.

Labels: cold calling, marketing, sales lead generation

In her excellent book "Selling to BIG companies", Jill Konrath has a chapter on Targeting.

Jill says that, in today's hypercompetitive market, buyers "prefer to work with experts who understand their business". A key to success in getting in front of potential major new accounts, is targeting: it's not a "numbers game" anymore.

I couldn't agree more. In fact, I sometimes think that Jill's book could have been based on my life ;-)

Clearly understanding what your customers want and being able to find the right person are crucial factors to opening doors with large organisations.

The other day, I set up a meeting for a client with a Senior Departmental Head within a major global company. I found the contact through my online network and then approached him by phone. Because I knew exactly what this guy was interested in, I was able to quickly identify where my client could help him.

My client called me after the meeting. Not only was it a great meeting which we're confident will result in some very lucrative business, but the guy said this to my client:

"Tell David his approach was spot on. I get 100's of calls every week and it's very rare that I agree to meetings, but he was right on the money".

To me, that's the power in targeting. It respects people's time and seeks out real win-win propositions. And while everyone else is "cold-calling" and making so much white-noise, our approach clearly stands out.

Labels: marketing, sales