t Based t elopmen v oun c c art 9 A f 3. Social media P The WHERE oSales De The third leg of the SDR stool is social media. Don’t send a connection request until you’ve That includes LinkedIn – the world’s biggest made a legitimate connection. It can be seen professional network – as well as Twitter and as faking an existing relationship. Facebook for B2B? relevant industry community sites (such as Some B2B professionals argue Spiceworks for IT pros). Don’t cross the creepy line. “I noticed on against Facebook as a business Facebook you were at M&M World with communications channel. We find The etiquette of social media is a bit different your kids!” (You don’t have to use everything Facebook can be an effective channel from that of email and phone conversations. you know). for marketing to your key accounts Make sure your SDRs understand the medium by promoting relevant content – and the specific Dos and Don’ts of each Make sure your own social profile is in order. we just don’t use it for one-to-one platform before diving in. This is a two-way connection: make sure you SDR touches. look worth connecting to. Social tips for SDRs Get to know someone before you ask to The golden rule of social media is simple: do business. You wouldn’t pitch at a dinner give more than you ask for. Generosity is party (would you?). the best approach Only send one InMail to a prospect on LinkedIn unless they respond. Any more The triple touch feels like stalking. A social touch followed up within seconds Don’t spam LinkedIn groups. Sharing relevant via voicemail and email. Baddabing. content is fine. Using the group as a dumping ground or a captive audience isn’t. 79