Increasing your visibility with buyers
Buyers can gather a lot of data before talking to a salesperson, but that doesn't mean that you as a seller don't have an opportunity to add value in the early decision-making process. Better yet, you can get in front of that early stage research.
Source: Sales author/consultant Barbara Giamanco
How? Use social networks to increase your visibility to buyers. Use email and social networks to demonstrate that you are a business resource for prospective buyers.
Get in their head. Think about what's important to them. Then share information that adds real value, something that they can use and that speaks to the issues that are important to them.