They’re People, Not Sales Funnels
“Business Is People” is what my college marketing professor – a former Del Monte Foods executive – would say.
It was a principle that his business undergraduate students all understood to be true.
So why is there such a proliferation of people reaching out to connect on social media, particularly on platforms such as LinkedIn, and after asking to connect, and quickly start making a pitch to sell to their new connection?
While the messages are different, they’re all basically the same.
“My company specializes in helping you grow your pipeline with people interested in working with you…”
“Just checking in to see when you’d be open to a quick phone call…what’s your availability like this week or next?”
“I like to make new friends and … how we could assist each other personally and business wise…”
“do you ever conduct expert interviews or surveys for your company? My company provides market research and specializes in niche audiences and finding experts for research. Happy to share more….”
With the rise of immediate solicitation of new connections, it’s no wonder there has been an increase in articles and posts that are generating awareness of this very unprofessional, and un-personal, trend.
More and more people online would rather build a relationship with you and get to a place later where a pitch could be made. In fact, one study indicated that 98% of the top sales professionals say relationships are the most important part of generating new business.
Great leaders in all professions build relationships first, and always before they ask for the sale. That is if they ever ask for the sale. Sometimes they aren’t connecting with you because they want something from you. These great leaders just like you because your a person, not a sales funnel.
If someone is so desperate for sales to chooses to solicit a new contact – who most have never met in real life – when they barely know them, it suggests a lack of sales skills, let alone inter-personal skills.
The most successful people are found to be relational, not transactional.
Remember, there’s always a human being at the heart of every transaction. Build connections and relationships. You may find you never have to ask for the sale, as your reputation and persona around you will naturally attract those who choose to do business with you.