Mark Amtower

COMMENTARY

Keys to stay-at-home sales and business development

Most of us are still under a “stay at home” advisory. Business development and sales professionals must be going crazy: no events to attend, prospects to visit…AGH!

Instead on bouncing off the walls, here are a few things you might not be doing on LinkedIn that can help you stay active, in the loop, and maybe get closer to winning that deal you’ve been working on.

First, and always foremost, make sure your profile is up-to-date and fully represents what you do and who you do it for. An out-of-date or incomplete profile will probably cost you business instead of helping you win business. LinkedIn is the top venue for vetting professionals in our market, so present yourself well.

Second, find things to share. As you’re reading the GovCon trade media, listening to podcasts or reading blogs, find things that are worthy of sharing, things that your connections will find interesting and useful. I share events, podcasts (like Nick Wakeman’s Project 38 or Amtower Off Center), contract updates and more. And of course I will be sharing this article when it runs.

Third, reach out to key accounts. Touch bases with all of your connections and look for new connections to make in those accounts. When I am reaching out to new people in a company I am working with, or want to work with, one thing I always do is see who our “shared connections” are. If you share twenty+ connections with someone; that may be worth noting when you reach out. I have people with whom I share over 1,000 connections. Steve Cooper (yes, that Steve Cooper) and I share 1,328 connections.

Fourth, there are a lot of soft touches that you can make through scanning your Notifications page. There are always people who have changed companies, moved up in their current company, have birthdays, and more. For each of these I look at their profile before I send anything. I look to see who else I know at the company and glean anything I can to help me formulate a more personal message rather than simply send “Happy birthday” or “Congrats on the new job.” The more personal it is, the more memorable you become.

For example, a friend of mine just got a new position with a government contractor and I happen to know five other people at that company. So in my congratulatory message I referenced knowing these people and offering to do an introduction. In normal times this might not be necessary, but during the stay at home situation, she may not meet these people for a while. I’ve worked with this woman before and I know she’s extremely competent in what she does so in my introductions to the other people I know I have a high degree of confidence in saying “you just added a great person to your team.”

Fifth, scroll through your homepage to see what other people in your network are doing. This is like a Twitter feed and the more active your network is the more information will be there in real time. So scroll through and look for things that you can comment on, or congratulate people for, or otherwise acknowledge in some meaningful way.

LinkedIn offers you a 24/7/365 way of staying in touch with your 1st degree network. In our current stay-at-home environment this is extremely important.

These are some tip of the iceberg social selling techniques that I have been using and coaching my clients on for several years. They are especially effective at helping you stay top of mind in difficult times.

About the Author

Mark Amtower advises government contractors on all facets of business-to-government (B2G) marketing and leveraging LinkedIn. Find Mark on LinkedIn at www.linkedin.com/in/markamtower.

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