Balancing existing relationships and new leads in social selling: How do you prioritize effectively?

Here's how I balance relationships in social selling: Segment contacts: Categorize existing clients and leads based on value and potential Time-block: Allocate specific time for nurturing existing relationships vs. prospecting Create valuable content: Share insights that cater to both existing clients and prospects Prioritize high-impact activities: Focus on actions that drive results for both groups Regular check-ins: Schedule periodic touchpoints with key existing clients Strategic networking: Attend events where you can engage both groups Utilize account-based marketing: Tailor approaches for high-value targets Balance communication channels: Use different platforms for varied engagement

To balance relationships and new leads on LinkedIn, use Sales Navigator to target high-value clients and identify promising leads. Analyze engagement on your posts and interactions to understand the value of each connection. Prioritize clients who offer stability and referrals while nurturing leads with high conversion potential.

Prioritise by the level of engagement and responsiveness from each relationship. Ask yourself, Which clients consistently respond to your messages and engage in meaningful conversations? Which new leads are actively seeking solutions and demonstrating interest in your offerings? Which clients are in industries or sectors that align with our current focus? Which new leads are seeking solutions that we're well-equipped to provide? Evaluate the level of engagement, identify relationships that are valuable and receptive to your social selling efforts. Assess the alignment of each relationship with your current business goals and objectives. Focus your time and energy on the most promising connections and your social selling efforts

1. see and convey your interest in the person you're communicating with. Everyone gets focused on answering the "When, How, and Why", but it matters not when you ignore the "Who".

Voici comment je m'organise. Je segmente les contacts en 2 catégories : - Les clients - Les contacts prometteurs. J'organise mon temps et donc ma production de contenu entre ces 2 catégories.

Focus on giving the contact person what they need to inspire others in their company! Look at that as your new sales person, so; what do they need to feel confident in pushing your solution in front of others?

Dans le monde du #socialselling, ignorer vos clients existants, c'est scier la branche sur laquelle vous êtes assis. Gary Vaynerchuk, serial entrepreneur et expert en marketing digital, le dit clairement : "La meilleure stratégie, c'est l'empathie." Appliquez cela en offrant du contenu qui parle à vos clients, proposez-leur des publications qui répondent à leurs enjeux. Prenez l'exemple de HubSpot et de ses publications hyper ciblées sur son blog : un super outil d'acquisition et de rétention ! Fidéliser un client, c’est cultiver un terrain fertile pour des ventes futures et des recommandations. Ne laissez pas ce trésor vous échapper !

You need to make sure that your existing clients feel valued and that they are not being neglected just because you have been working with them for a while. On the contrary - they should feel that you appreciate that they are your loyal customers and that they can trust you with managing their business in the long run.

Ma routine quotidienne consiste à prendre 15/20 minutes le matin avec mon café pour commenter, discuter et échanger avec ma communauté. Par ailleurs, ma production de contenu notamment sur Linkedin est divisée en 3 catégories : les contenus top of funnel qui s'adressent à des prospects peu ou pas encore d'une problématique et qui sont au prémices de leur recherche. Ici, je publie des contenus très généralistes Les contenus middle of funnel, contenus qui s'adressent à des prospects conscients qui cherchent la meilleure solution. Ici je présente ma solution, ses avantages et ses bénéfices Les contenus bottom of funnel, ce sont des contenus qui s'adressent à des prospects prêt à passer à l'action.

Nurturing existing relationships is crucial for maintaining trust and ensuring continued business. Prioritize time to engage with current clients or long-standing contacts, ensuring they feel valued and appreciated. Regular check-ins, personalized content, and thoughtful outreach can help reinforce these relationships and open up new opportunities. By maintaining strong relationships, you create a foundation of stability, which in turn allows you to take more calculated risks with new leads.

You need to categorize your connections and potential leads based on their level of engagement and the strength of your relationship. Identify your "warm" leads (actively engaged), "cold" leads (minimal engagement), and "hot" leads (highly engaged and potentially ready to convert). Prioritize your time and resources on the warm and hot leads, as they are more likely to be receptive to your social selling efforts. Get engaging regularly to provide value-added content, and nurture the relationship to move them closer to conversion.

Pour ma part, j'accueille toujours mes nouveaux contacts par un message personnalisé et parfois j'ajoute un petit cadeau. Etre actif avec sa communauté est un gage de confiance et de crédibilité. Il ne faut pas avoir peur de donner et de partager du contenu à forte valeur ajoutée pour gagner en crédibilité et rendre votre discours audible.

While nurturing existing relationships is important, engaging with new leads is key to sustaining growth. Prioritize new leads by assessing their potential for conversion and the relevance of their needs to your offerings. Use AI and analytics tools to help determine which leads are most likely to engage or convert, allowing you to focus your energy on the ones that offer the best return. Engaging new leads effectively ensures a steady flow of opportunities while preventing stagnation in your sales pipeline.

Hagamos doble click en el concepto de "entablar conversaciones con información valiosa": Linkedin es la #1 red social profesional, y es muy probable que si le vendes a empresas, o tu segmento es b2b, tus potenciales clientes estén aquí. Aún sabiendo esto, en 2024 veo como emprendedores y vendedores espantan a sus potenciales clientes, enviandoles mensajes narcisistas, y/o spam. Para evitar esto: - No busques clientes (solamente) Atraelos: Crea contenido anichado específico relacionado sobre los problemas de tu target. No esperes resultados a coto plazo, la consistencia es clave. - Abre conversaciones genuinas: El objetivo de tu mensaje no debe ser lograr una venta. Tampoco lograr agendar una reunión. Sino que la persona te responda.

Asking questions that really matter are key to a forward moving relationship. If you follow a script, they're going to notice, because it feels like you're saying "ah, okay, and what about..." NOBODY wants to be let through a questionnaire.

Identify areas where you can optimize your time allocation. Then, dedicate specific time slots in your calendar for activities related to existing relationships and new lead generation. This can include time for social media engagement, outreach, content creation, and other sales-related tasks.

Effective time management is critical when balancing existing relationships and new leads. Allocate specific time blocks for both relationship nurturing and lead engagement, ensuring neither area is neglected. Use AI-powered scheduling tools to automate follow-ups and reminders, freeing up time for more strategic tasks. By creating a balanced time management plan, you ensure that you are continuously cultivating relationships while still dedicating enough resources to pursuing new business.

Can you upsell? If there's opportunities to upsell existing clients then that's an important variable when considering the time you spend with them (in the context of increases ARR). Existing clients are much easier to sell to versus net-new prospects. If there's room for growth with existing clients then that should be a major considering when trying to find your balance.

Strategic planning in social selling is crucial for maximizing both relationship maintenance and lead generation. - Align your measurable objectives with your overall business goals for a cohesive strategy. - Utilize analytics to refine your approach, ensuring you adapt to changing market dynamics. - Foster a culture of continuous learning within your team to stay ahead of trends and best practices. By prioritizing effectively, you’ll not only nurture existing relationships but also create a robust pipeline of new leads. Remember, your network is your net worth—invest in it wisely!

Prioritization requires clear strategic planning that aligns with your long-term business goals. Develop a strategy that defines the balance between nurturing existing relationships and acquiring new leads, ensuring that both align with your overall growth objectives. Set specific targets for each area and regularly review them to ensure they are contributing to your business's success. Strategic planning allows you to allocate resources and energy effectively, ensuring that both areas are optimized for growth and stability.

Be prepared to quickly shift your focus and resources in response to changes in customer behavior, market conditions, or competitive dynamics. Develop a nimble and responsive mindset to capitalize on emerging opportunities and address evolving challenges. Engage with your sales team, marketing colleagues, and industry peers to exchange best practices and gather insights on effective social selling strategies. Their feedback and experiences will enhance your adaptability.