Yesterday I did a free trial of LinkedIn Sales Navigator and sent a few connection requests to get a reply asking, “Are you planning on pitching me a product or service?” Before making a reply, I wrote this blog post. I then posted the following response.
I believe “cold calling (pitching) is dead”, and while these very old-school sales tactics may still work, there are much better ways in today’s digital age.
Our team will never use them because I believe that the business rules have changed. If we are good at what we do, clients should chase us. This is the flywheel concept that I wrote about four years ago, creating content your ideal client would want to read.
It’s all about building trust by fully understanding your ideal client’s needs, preferences, and pain points. When they have a need or pain, they will google the topic, and you come up.
Therefore, blog posts and social media are vital tools to build credibility with potential customers in the new digital age.
This means no sales and pitching from any platform, especially not from email, social media or phone calls.
To be an expert in the new digital landscape is to develop a deep understanding of our target audience and create content to help you reach your target audience more effectively.
So do you fully embrace a customer-centric approach, using new digital technologies, to be the expert in today’s digital age?
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