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How to Network in the Social Distancing World

2020 is proving to be an interesting year for sales professionals. All events to network and meet with customers and prospects have been canceled for the foreseeable future. Now what?

Events that aren’t cancelled have moved virtual, which helps for training or speaking sessions. But as a salesperson, this means you miss out on all the networking opportunities during the live event. This will not only affect the quarter, but your entire 2020 sales goals.

The shift from face-to-face and event-based networking to true virtual networking is here. We are going to need to rethink how we make connections. List buying is a crapshoot and has compliance complications. Also, I think we have all exhausted the ever-diluting value of LinkedIn. (Tired of InMail spam yet?) New digitally-based social B2B networking is needed.

Here is a common example: you have been assigned a new customer or targeted (ABM) account. Let’s call them Munder Difflin. You look them up on LinkedIn:

Are you going to look up 200 people to see which are the quality connections for your business? No you aren’t. Nor should you.

And what of the people at Munder Difflin you have no shared connections with? To reach them you have to pay a hefty monthly fee for add-on services with LinkedIn. And those services are really just glorified spam #InMail.

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