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THE RIGHT WAY TO USE LINKEDIN FOR SOCIAL SELLING
THE RIGHT
WAY TO USE LINKEDIN FOR SOCIAL SELLING
On LinkedIn, B2B sales reps have access to thousands of decision-makers who are open to making business connections. By engaging with them you’ll generate more high-quality leads, and grow your reputation as an expert in your field. 👌
People will always want to work with an expert.
WHAT IS SOCIAL SELLING AND WHY IS IT BETTER?
Social selling is using social media platforms to engage with potential buyers. It will convert platform users into leads and ultimately buyers. B2B salespeople will be the most successful social selling on LinkedIn.
Selling on LinkedIn is more effective than traditional methods like cold calling, because it’s a softer approach, and the B2B buyers of today appreciate that. Instead, you are interacting with them in subtle ways to grow the relationship before you make the ask.📈
EXAMPLES OF SOCIAL SELLING
• Posting articles you wrote
• Posting daily updates
Example:
EXAMPLES OF LINKEDIN UPDATE
- • Sharing your brands content 😊
- • Participate in relevant industry groups
EXAMPLES OF LINKEDIN GROUPS
- • Sending valuable resources in InMail messages
- • Commenting on your leads’ posts
THE 5 STEPS TO LINKEDIN SOCIAL SELLING
1. Build Trust
Don’t pitch right off the bat, focus on building trust with your leads and providing useful resources. 🤗
Use this messaging method for extra help:
- • Ask To Connect: Explain why connecting is valuable to both of you, be personalised.
- • Thank Them For Connecting: If they connect, send a thank you message.
- • Share Value With Them: Send over a piece of content that they might find interesting.
- • Ask For A Meeting: When you feel enough trust has been formed, ask for a meeting.
2. Understand Their Pain Points
If you do enter into a sales conversation, it’s important to first figure out their pain points and needs. You want to come across as a problem-solver before you make any pitches about your product or service.
3. Build Valuable Relationships
You want to get these leads to see you as a helpful expert, not as someone praying on them to buy your service. If you continue starting interesting conversations and withhold from pitching, in time people will start to reach out to you for help. 🥰.
4. Offer No Strings Attached Value
At the start, you should be giving the lead value without asking for anything in return. Send them an article that you think they’d enjoy. After you have given them enough for free, they will give you something in return: acceptance of a meeting or demo request.
5. Construct A Great LinkedIn Profile
Your LinkedIn profile will be the first place leads go when they want to check you out. In sales, first impressions matter.
So here’s how to optimize your profile so it clearly articulates who you help, and how you do it:
- Use a professional headshot
- Craft an informative headline
- Write a customer focussed summary
FINAL NOTE
Growing relationships with people over LinkedIn takes time. Usually, you should wait until a month of interaction with an individual before you ask for a meeting or call. Just make sure enough trust has been built, and the request doesn’t seem pushy.
To succeed in LinkedIn selling you have to practice delayed gratification. ✅
