SOCIAL STEWARDSHIP: Don’t Be a "Renewal Ghost."
The worst time to talk to a client is the first time in months—right when the bill is due. If you only show up when it’s time to talk about contracts, you aren't a partner; you are a line item.
High-retention professionals practice Social Stewardship. They build "Relationship Equity" during the "off-season" so that by the time renewal rolls around, the value is already undeniable.
🧠 The Mindset: The "Off-Season" Engagement
Social Stewardship is the art of staying top-of-mind without being intrusive. It’s about celebrating your client’s wins, acknowledging their insights, and supporting their professional growth when there is nothing on the line. When you engage with a client’s content six months before a renewal, you are depositing into the "Relationship Bank." When renewal time comes, you have enough equity to have a real, strategic conversation.
🛠 The Sales Navigator Basic: The Activity Audit
You don’t need to spend hours scrolling through a feed. You can find your "Social Stewardship" opportunities in three clicks:
-
The Filter: Go to your Lead Search and filter by "Leads at my Saved Accounts."
-
The Spotlight: Toggle on the filter: "Posted on LinkedIn in the last 30 days."
-
The Action: Look for posts that actually resonate. Like them, share them, or—better yet—leave a thoughtful comment that adds to the conversation.
The Strategy: Aim for "Micro-Engagements." A thoughtful comment on a client's post often carries more weight than a 30-minute check-in call because it happens in their world, on their terms.
💡 The Impact: From Vendor to Partner
By consistently showing up in their notifications with support rather than a "pitch," you shift the dynamic. You become a familiar, supportive face in their network.
-
Visibility: You stay top-of-mind without "checking in."
-
Trust: You demonstrate that you care about their business beyond the transaction.
-
Intelligence: Their posts often reveal their current priorities, giving you the perfect "hook" for your next strategic review.
💬 Community Pulse:
How do you stay visible with your accounts between the big milestones? Have you ever had a simple comment on a post turn into a deep discovery conversation? Share your stewardship tips in the comments! 👇
#JumpstartCommunity #SalesNavigator #SocialStewardship #CustomerRetention #SalesFoundations #RelationshipEquity