How to Sell Like a Pro Using LinkedIn
The impact of cold calls is dying. To sell like a pro, leverage the power of LinkedIn today!
With the emergence of social media, the role of a salesperson has completely changed. Social selling is the new buzz. The process of sale begins with an online introduction to the product.
The savvy and informed buyer researches about the product online before the closing of a deal.
Experienced salespeople understand that the times of cold calling is gone. The new and improved way to generate leads and nurture them is through social media. Using social media, a business owner can foster relationships that go a long way.
Here are some tips on how you can use LinkedIn to sell like a pro:
1.Get your profile to talk
Most individuals view their LinkedIn profile as a resume. But that’s not the case. Just like recruiters are searching for candidates online, potential buyers are reviewing the profiles of business owners.
Your profile serves as a marketing tool. It is like an introduction to your organization. You must use it to showcase the expertise of your company.
Update logos, professional photos, and other documents that highlight the operations of your company. Present information in a manner that is easy to understand.
It must communicate what you offer and what you wish to deliver. Remember, your profile is just as searchable as that of your prospects and it will be the first thing buyers will review after your brand.
2. Identify the right people
Think like a prospect. In any B2B purchase today, an average six or more people are involved. These people like to be informed and advised of the decision they must take.
But a bombardment of sales pitches still turns them off, especially when they are not involved in the decision-making process. Cold calls are dead and so, it is important that you handpick a few people to communicate with.
An important aspect of social selling involves finding the right executives in the organization. These individuals must be the key influencers. Reach out to them with a solid plan that highlights the specific requirements of every individual and the company.
Use your network to figure out connections that will be useful. Referrals serve as a beneficial route for sales opportunities. It helps to simply do business.
Sales reps may not always have the time to create content from scratch. This does not mean that you wait to communicate with your prospects. Your approach must be tailor-made.
Look for information that you could leverage to generate conversations and engage with your target audience.
These include opportunities like information on job changes, promotions, blog posts, news mentions, group discussions, and more.
This way you will be able to stay in the eyes of the prospect and present useful information at the right time.
4. Curate Content
Track what’s happening in your industry. Share this with your connections. Buyers are on the lookout for new trends and different insights.
Spend 5 or 10 minutes on a daily basis to identify the topics your network is discussing. Hit the ‘like’ or ‘share’ button and all those connections in your network will be able to see what interests you. You add value to your profile, positioning yourself as a thought leader.
5. Establish trustworthy relationships
Having a second-degree connection on LinkedIn is like a jackpot. According to LinkedIn research, if buyers have a second-degree connection with salespeople, chances of an engagement are 5 times higher.
They prefer an introduction through someone over a cold outreach. And social media has the advantage of allowing you to connect with people on a large scale. Use it to its full potential for your benefit.
LinkedIn Social Selling Index allows you to monitor the effectiveness of your efforts. This means that you are just not blindly investing your time and effort.
You actually have proof to map your performance. The Social Selling Index is a tool that ranks your profile in comparison to your peers. You can alter your strategy on the basis of what you learn from the metrics on this index.
The bottom line is that LinkedIn can help you sell and market your brand, only if you do it in the right manner.