Social media is a great complement to, but not a replacement for, prospecting tools like phone calls and networking. Let\u2019s apply David Sandler\u2019s Success Triangle, comprised of Attitude, Behavior and Technique, to prospecting using social media.<\/p>\n
Attitude<\/strong> \u2013 as one of my mentors in sales told me, \u201cNo one ever says thank God you showed up.\u201d If you plan to use social media as a prospecting tool don\u2019t expect prospects to start asking for meetings just because you posted a video introducing your business. One of the best questions to ask yourself is, \u201cHow do I build trust and credibility?\u201d with your social media presence.<\/p>\n Behaviour<\/strong> \u2013 do a little social media prospecting every week. If you don\u2019t have your social media activities building into your weekly prospecting plan (at Sandler we call this a \u201ccookbook\u201d) then you will:<\/p>\n a) Become discouraged quickly when results don\u2019t magically appear and;<\/p>\n b) Have no way of tracking your return on your social media investment.<\/p>\n Technique<\/strong><\/p>\n\n