How do I use social media to win new business?
30 Aug 2019
I get asked this question once a week every week and my immediate response is always “why do you want to use social media?” and before I get deluged by digital agencies, SEO experts and beard oil soaked media hipsters, please let me explain why.
Just like a good doctor, a good business adviser knows to find out what the underlying issue really is.
Do you want to win new clients, stay visible in between instructions, position yourself as a market expert, build your personal profile or winning more of the work you want from the people you already work with? You will only be able to determine the most appropriate marketing & BD tactics once you understand what you actually want to achieve.
And yes, social media may well be one tactic but in my experience LinkedIn, Twitter, Facebook and Instagram are only ever one small part of an effective overall solution.
No technology or app I’ve ever come across comes even close to replacing actual relationships and relationships are only built up face-to-face or, at the very least, by telephone.
Using social media is definitely a supplementary communication channel that will help keep you visible in between touchpoints (and yes, I would give the same advice to lawyers and accountants with an international clientbase). However, in the 20 or so years I’ve worked with professional service firms it is always the advisers who make the effort to see and spend time with their clients who enjoy the highest returns and the longest relationships.
This blog was one of Bernard’s regular LinkedIn posts but helping lawyers, accountants, patent and trade mark attorneys and barristers build genuine and productive long terms working relationships with clients and referrers is one of Tenandahalf’s specialisms. If you’d like to discuss how you can develop your professional relationships, please drop us a line and we’ll find a convenient time to talk.
Posted by Douglas | 0 Comments