For Sales Leaders

4 Tips for Taking Action and Growing Your Contacts

4 big tips to take action and grow your contacts; Quality over quantity, expanding value, simplifying solutions & knowing your audience.


Before we jump into the mindset of making warm introductions, let’s look at how to take action. Action, as you know, is what separates wishers from successful people. There are some key tips and tricks to apply. You may know some of these from traditional marketing and virtual marketing. 

Today, let’s focus on four of the big tips to take action and grow your contacts. We’re going to look at: quality over quantity, expanding value, simplifying solutions, and knowing your audience.

Let’s dive in.

 

01. Quality Is Key

You know this from life, marketing, and of course, sales. If you have a vast contact network of people you’ve met at tradeshows and association meetings, it would be a mistake to think you’ve got the pot of gold.

The vast majority of those contacts may not recall meeting you, may have changed jobs, and may not have the same needs as when you first met. In other words, they represent quantity, not quality.

Quality contacts are those people you’re currently working with. These are the people you know on a first-name basis. You know their pains and problems. You have a keen sense of their aspirations, goals, and objectives. You know exactly what they are looking for in building their database of contacts.

When you’re thinking about giving warm introductions, this kind of insight helps you give quality leads. These are people who you know well. With their goals in mind, you know who is looking for specific services, has a budget, has decision-making power, and has a collaborative mindset.

There may be other criteria you wish to apply to determine quality. While those quality criteria are roiling through your mind, jot them down. We’ll come back to this in a moment when you’re applying your criteria.

 

02. Expand Value

Remember the value principle from sales? It’s tremendously easier to sell more to a customer than it is to start a new client. This principle holds for just about any type of sales, marketing, and business interaction. 

The same holds for introductions. If you’ve made a warm introduction that leads to positive outcomes, guess what happens? Everyone involved wants to do more. This is not rocket science. It’s human nature.

This values outlook then inspires a different set of actions, right? You’re not in the hunter-opportunity seeker mode of gathering more and more leads. Instead, you’re focused on expanding value. This puts you in the mindset of nurturing the relationship, staying connected, keeping in touch, and providing value.

When you add value to your network, clients, colleagues—everybody wins. You’re giving generously, and are top-of-mind for creative business collaborations. Your clients know that you are motivated by value, and are more likely to contact you with value-driven opportunities. Plus, you are building a high-value network. It’s a no-brainer win-win position.

 

03. Simplify Solutions

We live in a complex world. Sometimes, people, I talk with just sound like they are going to lose it, tear out their hair, and explode if they have to learn one more thing. I get it. Technology and the ever-expanding push to learn more technology can be daunting. This is especially true for folks who aren’t technology-oriented.

If you’re a data-savvy person, and I bet you are, you can use this to help people. You can use your natural technology skills to enhance warm introductions. 

How can you achieve this? Think about what may be challenging, difficult, or new for your network. Perhaps there’s a new tip or shortcut you can share. Maybe there’s a workaround that saves headaches, sleepless nights or frees up a weekend. 

Think out of the box. Look for ways to simplify the life of the person for whom you’re referring warm introductions. 

Looking for more details to get started. Let me share a few examples I’ve seen work wonders. These are powerful ways to engage your network, build rapport, and grow trust in collaborative ventures.

  • Share testimonials that have helped you build your business
  • Share CoSell success stories to inspire collaborative selling 
  • Create a one-page cheat-sheet for getting collaborative selling up and running
  • Provide a meeting agenda for how to introduce collaborative selling to a team
  • Offer a seat to your colleague to attend a win-session of your team
  • Share the profitability statistics from your business 
  • Share data and research about virtual selling trends

These are just a few of the ways you can simplify the challenges for your collaborative partners. I’m sure this is only the start. You can create a host more, directly suited to your network. Just start by asking key questions to determine what sorts of things seem to be hindrances, obstacles, and problems in their organization. 

 

04. Know Your Audience

You may need to mix and match until you find your best buyers, clients, and target audience. People want to work with people with whom they share the most things in common. I know. It sounds like a strange fact. But think about it.

If your audience is B2B leaders who are masters of international supply chain management, you want to talk with similar people. It’s a matter of managing your energy, time, and work. 

If your audience is Training managers of Fortune 100 companies, you aren’t looking to expand your network of high school sports coaches. It is a logical mismatch. 

There’s a lot to be said about the value of being selective with your network and knowing your audience. When you do this, people come to recognize that you value their time, their attention, and their professional specificity.

 

Putting It Together

In today’s business environment, virtual selling with Co-Selling is getting stellar results. 

The good news is: you are already familiar with the success principles that make this happen: quality over quantity, expanding value, simplifying solutions, and knowing your audience. It’s now all about putting these principles into play in a virtual sales process. With collaborative selling, exploring partnerships, creating new offerings, and making warm introductions to the right people in your industry has never been easier. 

With partnership Co-Selling, you can make your vision of a new way of selling a tangible reality. If you’re envisioning a virtual landscape with shorter sales cycles and greater team buy-in—with Co-Selling you’ve got the tools to succeed.

 

Sum Up

With the shift to virtual selling, successful businesses are shaping the market and realizing significant revenue potential. Partnership Co-Selling is how you can virtually boost sales, expand your network, and translate your outstanding ideas into reality.

Using a platform like CoSell.io is the simplest way to get your sales team on board. CoSell is a robust platform that makes it easy and fast to automate and scale collaborative co-selling across sales teams. 

If you’d like to explore how partnership co-selling can help you and your team boost sales and win major clients fast - check out our selection of free eBooks.

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