As we pivot into the new year, it is the perfect time to start to create some new habits that will help you nurture and grow your digital network. In 2023, the key to keeping your pipeline full with new and existing business is to continue to maintain a healthy digital network. By focusing on some passive digital networking strategies, you can begin to create the muscle memory you need to enhance your digital network and use this as an avenue for pipeline growth. As they say, your network is your net worth! Let’s dive in! Build your Professional Brand Identity
Your professional brand identity starts with your online profile. One thing you can do is convert your LinkedIn profile from an online resume to that of a thought leader. I have listed some of the best tips you can implement today to improve your digital first impression with your network.
Grow your Network
LinkedIn allows you to connect with coworkers, classmates, and other professionals you have worked with in the past. These connections can serve as a foundation for your LinkedIn network and can help you expand your reach. You can also use LinkedIn's search function to find and connect with specific individuals or companies. Use it to locate potential clients or business partners, or to find professionals with specific skills or experience.
Establish yourself as a Thought Leader
Now that you talk the talk in your professional brand it’s time to walk the walk of a thought leader. Start to go beyond just liking and resharing posts to actually writing your own posts. Take your company’s marketing material and help translate some of the extra fluff into real insights. Trust me your audience will see you as the trusted expert who can translate the marketing jargon.
Generate Insights from Research
In addition to social media platforms like LinkedIn or Twitter, most companies in the B2B space are using some type of Sales Intelligence software. Sales intelligence software is a valuable tool for B2B sales teams looking to improve their productivity and increase their chances of success. These tools provide data and insights about potential customers, including information such as company size, location, industry, and contact information.
By gathering and analyzing data about potential customers, you can prioritize your efforts by identifying the most promising leads, and provide valuable insights about the competitive landscape. It can also help you anticipate and respond to changes in the market, and stay up-to-date with the latest industry trends and developments. This is one area where Top performing B2B sellers spend most of their time.
Engage with your Audience
Don't just post and run - take the time to engage with others in your industry. Comment on their posts, share their content, and participate in group discussions. This helps to build your personal brand and establish you as a trusted resource. Once you have established some credibility and your potential customers see you as a trusted expert, you can skip the cold call or email and start your engagement on LinkedIn. Once your target prospect is interested, quickly move that engagement from LinkedIn and into either a scheduled meeting or an email exchange. This will help you formalize the engagement with your prospect and begin a real business conversation. Much better than a cold call if you ask me!
As you get back into the swing of your routine in 2023, make sure to carve some time out to work on your digital networking activity. The beauty of digital networking is you can even work on it away from your desk. Leverage mobile apps to continue to make your down time productive!
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