Do You "Like" Your Clients?

Well of course you like them, but are you letting them know by announcing it to the world wide web? Many bankers are so focused on face-to-face interactions, they often dismiss the power of social media to grow valuable connections. Social media sites offer various search engine optimization tools making it easy to find your target audience, engage with them and open the door to endless possibilities. Below are four new ideas to grow your portfolio through social media.

1.       Like your clients pages

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Quit stopping by unannounced door-to-door, and start connecting with your audience at a time that’s convenient for them via social media. For a banker, these contacts could be your current clients, prospects and influencers in the industry. You can search by location, industry, title and company on LinkedIn, Facebook, and Twitter. Making it easier than ever to network with the right people at the right time in a way that’s nonintrusive. Prospects and clients alike will be impressed that you’ve taken an interest in them without immediately asking for something in return.

2.       Read their profiles

Stop cold calling with the same generic sales scripts, and start getting to know your customers. Once you’ve connected with them make sure to go through their profile, read their bio and status updates, scroll through their images, and find out what everyone else is saying about them. This will give you a unique perspective on their business both from a financial standpoint, and a personal one.   

3.       Connect with them publicly

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No need to put feet in the street, when you can make more traction at your desk. Now that you’ve done your research, it’s time to connect. We suggest commenting/liking a recent status that has nothing to do with bank products. An example would be a coffee shop owner that just shared an image of their new wall art, and you comment asking about the artist.

At this stage it’s best to leave business out of the conversation and just focus on making a connection – personal relationships are worth much more in gaining high-value clients. Be sure to send public messages like posting to their wall or tweeting directly to them rather than a private message. This provides a warm environment for them to read your comment in the privacy of their own office.

“If I saw another banker paying attention to my social media pages, I might be more inclined to work with them over my current bank,” states Mike, the owner of a small manufacturing company in St. Louis.  

4.       Be an influencer, not a salesman

Stop by and say hello without trying to sell something. After you’ve found out what your clients and prospects are all about, it’s time to share specific content that interests them. This could be your expertise on how to improve the chance of getting a loan from their bank, current trends in the industry, or specific financial tips that they can share.

Social media is a great tool that when used effectively can distinguish you from your competition and maximize your prospecting time. Whatever you do don’t try to sell them. Become a friend first, and sales are sure to follow.