I would have to say that social media is a good tool to utilize in conjunction with your current outbound marketing techniques. I don't think it will replace the tried and true practice of outbound cold calling, but in my previous position as a sales rep, I found that many people are more open and willing to speak with you if they see that you have the social media presence and more importantly, you are providing compelling and informative information for others to consume. If they see that you are active and being a resource in the market in which you do business, they may see the value in your knowledge and be more apt to pick up the phone when you call or respond to your social media posts.

I use all aspects of social media on a daily basis, either sharing info or gathering new information for my use and it has allowed me to establish many new contacts that I otherwise would not have found or come across without my social media reach.

So keep on the same path but learn to now incorporate the social media aspect to compliment your current practices you are using to generate new business.

Kendra Lee

President, KLA Group

Posted on Jan. 17, 2011

Recommended by:
Craig Rosenberg

Social media is another tool to use to gather referrals, but it doesn't replace your other approaches. You still want to ask for referrals at identified points in the sales & implementation process with customers, such as within 30 days of implementation, within 14 days of solving a customer satisfaction issue, and at review meetings to name a few possibilities.

You also want to ask for referrals from your network, friends, family - anyone who understands what you do and the type of client you'd like to work with.

Consider social media another tool to extend your network, demonstrate your expertise, and earn referrals in a manner not available to us previously.