Social Selling: B2B on LinkedIn
If you work in sales, you should know the world’s largest professional social network is one of your most important resources. People are starting to realize the social media sales game is changing, and LinkedIn is one of the biggest reasons why. Social selling is a tool that all B2B sales pro’s should be using to grow their connections globally. If you aren’t using LinkedIn for social selling, you are missing a huge market of potential clients.
One of the biggest reasons we have found that people aren’t selling on social networks is because they don’t know where to begin. This is a common trend for a lot of business people and social media sites in general. If you haven’t signed up for LinkedIn, we suggest you start there. Fill out your profile in detail and add a great photo. Having a professional looking profile picture is very important because it is one of the first things people will notice.
Use your real life connections on LinkedIn to meet new people. LinkedIn is like a huge 24-hour networking event that everyone is invited to. If you were at an “in-person” networking event, you would more than likely be introduced to others via someone you already know. Use this same tactic on LinkedIn to grow your network and meet new potential clients.
Don’t over sell. One of the biggest mistakes people make when social selling is delivering a sales pitch during the very first conversation. If you have looked over their profile and think they would be a great fit as a client, get to know them first. Ask about their business and find out if they could need what you are selling. This is vital to ensure you aren’t wasting your time on someone who will never convert into a client.
Get involved with new groups on LinkedIn. Look for groups involving your industry and see what others are doing to sell to potential clients. Also look for groups that potential clients may join. Once you’re in these groups, get involved. Answer questions, ask questions, post where you see fit. You want to be the first person a potential client thinks about and being active in groups is a great way to keep your name fresh in their mind. It also can be a great way to show that you are an expert in the industry.
Most importantly, represent yourself the same way you would if you were at an event full of potential new clients. Again, LinkedIn is like a 24-hour networking event, so keep that in mind when you decide what to post. Be sure to filter out things that aren’t professionally related and keep those post for places like your personal Facebook profile.