Which of the following best describes your current Linked In capability?
|Not sure what to do||Got a decent number of contacts||You access on a daily basis|
|Been asked to connect by others||Not commenting on groups / posts||You actively scan the feeds|
|Go on monthly||Sharing content|
|Have only recently got a profile||Posting and commenting on content|
|Doing cold connecting|
What are your sales objectives?
Get in front of more prospective customers
1 week to 5 years
To make sales to some of these people at some point
Reconnect with old clients
How well do you perform in the following sales activities?
1: Identify and build contacts with the right people
2: Communicate to those people
3: Develop relationships and turn into sales conversation
How To Use Linked In As A Selling Tool
Linked in is great for activities 1 and 2
If you struggle with sales conversations and sales conversion then Linked in isn’t the approach that you need to focus on. At this stage you need to improve your sales skills
Linked In – isn’t
- The answer to all your problems
- A substitute to other sales and marketing activities
- A way to sell directly
- Going away
Linked In – is
- Considered one of the most influential B2B social media tools
- A tool to raise your company’s profile
- One way to start, develop and maintain relationships
- An approach that can consume a lot of time
In part 2 of How to use LI as a selling tool we will look at how to optimise your profile and how to get your Linked In approach correct. For more information on improving your sales and marketing and How To Use As A Selling Tool click here
How To Use Linked In As A Selling Tool – The 3 Steps
How To Use Linked In As A Selling Tool – Step 1
Find and approach the right people. Some people suggest that having approximately 250 people in your network who know who you are is appropriate.
Check your profile. Is the headline title appropriate, what could you do to enhance the summary information. Customise the standard linked in url and make it personal to you. Make sure that you fill in the specialist section
Getting your approach right
You need to identify if Linked In best first approach. Would you be better contacting by direct mail / email first and then using Linked in. When asking to connect with people on linked in create a personalised message (rather than just the generic I’d like to connect” cheap propecia us .
Using As A Selling Tool – Step 2 What value can you add
No good just communicating at audience, you need to communicate to them as individuals.
Individualise content, pay attention to them, endorse them, share contacts
Use LI As A Selling Tool – Step 3
This is where you need to take the relationship beyond linked in and moves you into the realms of using other sales and marketing techniques to move the relationship forward.