Generating new business opportunities is an art, no question about it. But the old approach to just picking the phone up and saying who you are and where you come from cuts no ice when little homework has been done.
The plethora of business networks where chatter is evident across all sectors enables agencies to be far more concise in their approach to target audiences. "Chatter" enables you to gain the valuable insight required to offer immediate value off any initial contact. A great example of this was "listening" to an exchange through Twitter on a desperate struggle by a senior executive of a major technology company for some assistance in developing an intranet that pooled all senior executives into an internal forum to discuss pertinent business issues. They wanted to use social media to do this but did not know how. Having made contact on behalf of a relevant client that conversation was as warm as you could get it and from that initial contact the opportunities that flowed through to the client created a significant new account by referral off some fabulous delivery of that initial piece of work. The recipient of that first call was the first to comment on our industry in spotting and following up on the specific issue. The tweet was purely made out of frustration but spotted and followed up. What a fabulous example of engagement!
I'm going to continue along a similar vein in days to come so hope that the insight assists those looking for a far more engaging method of generating new business opportunities.
Thanks for reading!
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