Proposal for integrated marketing (i.e. cross- selling) using LinkedIn
If you’re on LinkedIn, start to link in with others within your company; this should start with people in your department then moving to others in other disciplines. I generally discourage linking in with people you don’t know but on this occasion I think it is acceptable. After all, you all work under one banner, they may be a stranger to you but at some stage someone has employed them or made them your fellow partner or director!
Action
So what next? You notice Sam works in your company in a different department; you invite him into your network then start checking his contacts. “Within his contacts there’s the CEO of a company you’d like to meet.”
Then I want you to do something quaint and old-fashioned- pick up the phone and start talking (yes I know it’s going out of fashion but worth a try) and get to know Sam. Meet for a beer or a glass of wine and at the same time ask him to check your contacts to see if there’s anyone he’d like you to introduce him to. This is called networking offline and is what we used to do and in fact still do to get more business by being proactive. Networking i.e. building relationships has a first principle – give first, be generous. ‘What can I do for you?’; ‘Who would you like me to introduce you to?’ is the key to long term solid relationships When you start to build your relationship with Sam and you get to know and like each other it’s a sure-fire way you’re going to want to help each other grow your respective client bases all for the common good of your business.
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