10 Tips for Salespeople Who Network Online

1. Identify your target buyer.  It could be sales managers, human resource managers, recruiters.  Make sure you locate the right person, otherwise your efforts are wasted on non-essential decision makers.
2. Determine what groups or social communities your target buyer is likely to participate in. Join the dialog and build a social and professional relationship.  The information you provide can position you as an expert and someone they want to work with.
3. Share information that you feel will be valuable to others. This is similar to sharing useful information during a face-to-face networking event.  LinkedIn gives you lots of opportunities to do this in the Discussion section of their groups.  Look over the discussions.  Can you add anything that might answer someone’s qustion?
4. Sign up on other people’s sites.  This is like asking for someone’s business card.
5. Comment on other people’s blogs and follow those blogs that give you the best information about your service, your customers or your industry.
6. Promote the good work of others. This is the “give to receive” form of networking. The more you promote others, the more visibility you also receive. You cannot be all things to all people, so why not share the love? At a face-to-face networking event, this would be like introducing and praising one colleague to another.  This includes promoting your clients too, provided you aren’t breaking any confidentiality agreements.
7. Don't hit potential customers with your pitch right away.  Take time to build relationships with individuals you meet online and offer your information slowly and tactfully.
8. Don't Spam your pitch or company information.  People hate spam and they will ignore you.  It's like crying wolf.  When you have something really important to say, most won't even bother to pay attention.
9. Be kind.  Refrain from getting into petty arguments over social media.  Others will see the interaction and determine you're not someone they want in their network.  If you feel you need to engage this person, email them privately.
10. Take it offline.  Social media can make introductions to people you might not otherwise meet. By to asking someone to meet in person you have a chance to build a stronger relationship with a potential customer or business partner.

jfortney@cascadecommunications.com