Category Archives: Social Selling

5 Key engagement places on LinkedIn

Engagement is the lifeblood on LinkedIn and encouraging it is a priority from LinkedIn’s perspective but should also be from our own. The more time we spend engaging on their platform the happier LinkedIn is and equally the more we listen and talk to others here, the better our understanding of them and the deeper the potential relationship, wherever our focus lies.

When it comes to engagement, there are a number of places on LinkedIn that every salesperson should be visiting on a regular basis and ideally every day.

These are all potential sales triggers which, we respond appropriately, can prove highly valuable source potential contacts and of potential prospects.

1. Who’s Looked at Your Profile

The first key area which is often overlooked is who has looked at your profile page – if someone has looked at your profile page and your profile is written your target audience in mind, then one of the key reasons for this is that they will be interested in what you do or offer. (more…)

Article Categories: B2B Advice for LinkedIn, Business Development on LinkedIn, LinkedIn Strategy, Social Selling
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3 things to have in place before you buy Sales Navigator

I run lots of training sessions on using LinkedIn for Business Development, many just using the free account. I also do so on LinkedIn Sales Navigator and, while I wouldn’t have recommended it 3 years ago when it first came out, I certainly do now. However, not unreservedly.

My reticence is not because of the software, which is ever improving, but rather on the supporting elements we all need to ensure are in place around it which are key to it being a truly useful sales tool.

Personally I would highlight three elements to work on that are all things that you require when prospecting, whatever account you have on LinkedIn. If you can get these three things right and use all of the capabilities of the free account, then you can get a great deal out of it. However, putting them successfully in place, means that they can really come into their own when Sales Navigator is added to the equation. (more…)

Article Categories: B2B Advice for LinkedIn, Business Development on LinkedIn, Sales Navigator, Social Selling
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Saved searches and Search Alerts on LinkedIn

LinkedIn Groups searchThere’s a quick way to keep up to date with new people who fit the prospecting criteria you’re interested in, without lifting a finger. Essentially, new business prospects delivered to your inbox every week … automatically. Sounds interesting? Then read on …

When I’m using LinkedIn for targeted business development, my first port of call is unsurprisingly LinkedIn’s people search function – not just the initial search box at the top of every page but the filter filters that used to be called the “Advanced Search” in its previous incarnations.

Being able to target the type of person I’m looking to approach using a combination of job title, company, location, industry or any of the other filters that LinkedIn offers is an absolute godsend. That’s also why it always takes up an important slot in the “LinkedIn for Business” workshops that I run.

Creating the right search takes time though, particularly if you are going to make sure that you cover all the bases which will include variants of relevant job titles for the type of people you are targeting. (I talk about that in my “Think before you search” post in more details) Once you have done so, you don’t want to lose your work – instead you are going to want to use that time and time again, to build on it as required. (more…)

Article Categories: LinkedIn Advice, LinkedIn Strategy, LinkedIn Tips, Social Selling, Using LinkedIn
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How LinkedIn can help sales teams

linkedin-sales-teamsI’m going to start this with a bit of a reality check … call me a wet blanket if you must … but I need to clarify something right from the start. LinkedIn is not going to sell for you. Sorry.

LinkedIn is also not going to remove the need for you to talk to clients and allow you to sit in the office clicking around their site all day and still make target. Sorry again.

What it can do, however, is fundamentally change the way that you identify, listen to, approach and engage with prospects in your market. In the right hands – in your hands – it can quite simply run rings around traditional research and preparation, allowing you to spend more time in front of the right people, with a greater chance they will be willing to listen and work with you.

A short example

A quick story of one small way it can help. A client, where I was running some LinkedIn workshops, reported an experience of one of their sales team. He was going to an exploratory meeting with 3 directors of a potential client – ahead of the meeting, he checked their profiles on LinkedIn, only to discover all three were connected to the owner of a company that was already a client of his.

To cut a long story short, (more…)

Article Categories: Business Development on LinkedIn, Sales Navigator, Social Selling
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Social Selling mini series: What is social selling really?

socialsellingSocial Selling … hhhmmm, it seems that you can hardly open a business magazine at the moment without someone mentioning this current buzzword of the sales fraternity. The trouble is there seems to be a bit of a difference of opinion as to what it’s all about … or perhaps put a different way, everyone seems to have their own opinion of what Social Selling really is and what it can offer.

At one end of the scale, it is the “holy grail” of business development which means you never have to talk to a prospect or customer again … the sales just fall into your lap! At the other end, it’s “pie in the sky rubbish” which will never deliver any real opportunities let alone concrete sales. The truth, as you might imagine, falls somewhere between these two extremes … exactly where will depend on your own outlook on the sales process and your perception of where the application of LinkedIn can add most value as a sales and business development tool.

And don’t think it doesn’t apply to you because you don’t sell … yes, YOU, you know who you are, shaking your head there. Let’s face it, who amongst us doesn’t have at least one foot (or one toe maybe, if you prefer) in the sales arena?

We all do really, much as we might hate to admit it. As Daniel Pink states (more…)

Article Categories: LinkedIn Search, LinkedIn Training, Social Selling
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Never have to cold call with LinkedIn … really?

Never have to cold call on LinkedIn I received a call last week from a lady who was interested in attending one of my public courses. She told me that she was interested in my LinkedIn for Business Success course because she had read on my website that that if she came on my course she would “never have to cold call again”.

I had to inform her that unfortunately she was mistaken as I knew I would never have written that on my website … you see, I hate the hyperbole that all too often gets written, overstating what LinkedIn can deliver.

“So, you’re telling me it isn’t true then?” she asked.

This was the moment when I had to ask myself if I should just stick my salesman’s hat on and go for it … or stick to my principles.

I stuck to my principles.

“No, it’s not true,” I replied. “At least not quite in the way you are looking for.”

It doesn’t feel good to deflate people’s expectations, particularly when they think that they have found the secret to automating their new business development without having to speak to people again. Or perhaps they think that the business can all be conducted on LinkedIn and they won’t need to move (more…)

Article Categories: Business Development on LinkedIn, Social Selling
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