This article is reprinted, with the author Kurt Shaver’s permission, from the WittyParrot “My Best Tip for Sales Success” eBook published in May 2015.

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Combine the telephone with LinkedIn’s “Keep in Touch” feature that alerts you to important events within your network like:

  • A promotion
  • A new job
  • A mentioned in the news
  • A birthday

While clicking LinkedIn’s “Say congratulations” button is an easy way to stay top-of-mind, take it one step farther & initiate a real conversation. There are three benefits of a two-way, synchronous dialog:

  1. Communication Flows Faster: The back & forth of a live conversation can shave days off a typical email thread.
  2. Random Topics: Topics that may seem tangential in a short email thread often pop in up real conversations, revealing new opportunities.
  3. It’s a Good Phone Warm-Up Exercise: Salespeople sometime avoid the phone for fear of rejection. Congratulating people on “Keep in Touch” Good News builds momentum for other calls.


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About Kurt Shaver

Kurt Shaver speaks & trains corporate sales teams on advanced Social Selling skills. He has appeared at conferences like Sales 2.0, AA-ISP Social Selling, & LinkedIn’s Sales Connect. Clients include leading companies in the technology, telecom, & business services industries. Learn more at www.thesalesfoundry.com

Follow Kurt
@kurtshaver
www.thesalesfoundry.com

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