Lets face it, many of us have Linkedin profiles that we never use, or to be more specific we don’t use them effectively.
Sure we go online and like a couple of posts, read a couple of articles and on occasion endorse our colleagues; but as salespeople we could be using Linkedin for efficiently as a sales generating tool.
Did you know that -
Two new Linkedin profiles are created every second
There are over 200 million users worldwide
560,000 professionals visit Linkedin every day.
89.7% of users find it useful for growing their network and developing their business
With all that in mind, why wouldn’t we be using this amazing sales tool to grow business? Here are some ideas on how to use Linkedin to close more sales.
A key part of utilising Linkedin is being interactive, this can mean commenting and liking other’s achievements, sending our endorsements and generally putting yourself out there.
This way you can stay front of mind with your clients, and prospects. If they are seeing you pop up every day on their news feed then you are the first person they will think of when it comes to your industry.
Also you should be following the business pages of your clients and prospects, this can often provide valuable insight into the movements of their company. At the very least it can give you valuable conversation starters for the next time you catch up with them.
Be Visible and add value
This goes along with interacting with your clients, share relevant blogs/videos and posts relating to your field, share quotes and ideas from influencers. All this goes along way to positioning yourself and an influencer and leader in your industry.
Ask questions to your audience to encourage interaction, by creating a dialogue you have more chance of connecting with your prospects.
The key to this and every part of the sales process is to always be adding value to your audience, so only share items that your audience will benefit from viewing.
Linkedin can be a valuable source of information about your prospects such as
the size of their business
the decision makers
and even their potential issues.
Populate your Pre-Interview form with this vital information to ensure you are prepared for your next sales interview.
Use Linkedin to research mutual connections, they may be able to provide insight into your prospect’s needs and any issues they may be having with their business.
You can also use the advanced search function to research roles and companies in your area. For example you may want to look up all the National Sales Managers or all business to business Agricultural companies in your region.
Use this information to form a Suspect List of businesses you would like to work with and share this with your referral network.
Be aware of your target audience
Identify who your target audience is, what groups are your suspects likely to be a part of? You can join these groups as a way to get closer to your suspects.
Start group discussions – don’t talk about your company – aim to add value to other members of the group by sharing valuable insights and information on your industry.
One last tip
The next time someone in your area who you don’t know asks to connect with you, why not ask them out for a coffee to discuss their business? The fact they want to connect with you shows they are interested in what you do, so why not see if they are genuine.
I wish you all the best for your sales this month.
“Luck is what happens when preparation meets opportunity” - Elmer Letterman
“Opportunities come from knocking on doors until they open” - Anonymous