If you have any role in sales or marketing, chances are you’re always on the lookout for new opportunities to develop customers. One of the easiest ways to do so is to look for transitions, when roles change out. When someone takes a new job or leaves a job, there’s an impact on an organization. If your company provides services that fit those roles, then there’s an opportunity for you to help out.
For example, if a CMO starts at a new company, there’s almost immediately a vendor review. That’s a time to knock politely on the door and ask to be helpful if you’re not one of the vendors of record, and a vital time to knock politely if you are the vendor of record who needs to defend the account. Conversely, when someone leaves, there may be an opportunity to provide additional levels of service or new service if the role is difficult to replace. If you’re at all good at the services you provide, you know your clients and what they need while they’re going through transitions.
How would you find out about this sort of thing, if you wanted to capitalize on the opportunities? Simple: read the emails you get from LinkedIn. If you aren’t getting any right now, you can change that here:
See the one called Network Updates? That’s the one you want to get. Here’s why:
You get all of the changes in positions in your network delivered to you on a silver platter (not literally). From there, it’s up to you how you choose to interact with people in your network experiencing changes, but I’d venture to say it’s a good chance to at least say hello, if not politely inquire about new business opportunities when and where appropriate. Very few other social networks will hand you business opportunities daily. Make the most of the ones that do!
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I think one has to be careful when congratulating someone on a new job based on a Linked In update. In my experience, sometimes they are just updating a profile with a job they’ve had for a few months or they have new roles and responsibilities for the same job and it looks like a new job to Linked In.