Tag Archives: LinkedIn for Business Development

5 Steps to Success on LinkedIn

Using LinkedIn: 5 steps to successThere has been much written about LinkedIn over the years and how it can work for you in business. Given that I have spent the last 10 years training companies and individuals on it, you are likely to expect that I’m going to be positive about what it offers. You’d be right, I’m a fan.

Having said that, I also recognise there is no single way to benefit from it – from job seeking to recruiting, networking to online training, business development to inbound marketing, the potential uses are many and very varied.

There are, however, some key underlying elements that we can all tap into – key steps to success if you like – and what we are going to look at below are some that will prove beneficial to using LinkedIn effectively, whatever your motives are for being on the site.

1. Decide what your current objectives are

LinkedIn is such a potentially wide-ranging tool, that you can use for a whole host of different reasons. Indeed, during your career as you enter different phases, your use will be radically different according to your current needs, situation and role.

Therefore, our first challenge is (more…)

Article Categories: B2B Advice for LinkedIn, Business Development on LinkedIn, LinkedIn Strategy, LinkedIn Tips, LinkedIn Training
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Do you want Followers or Connections on LinkedIn?

There was an interesting addition to the site functionality that LinkedIn has just announced and which I spotted a couple of weeks ago in the Settings area. It’s all about the difference between “connecting” with and “following” someone – you see, you can do both (which is the norm) or either (‘follow but not connect’ or ‘connect but not follow’) or neither of course.

Confused? Well, let me help. (more…)

Article Categories: Advanced LinkedIn, LinkedIn Advice, LinkedIn Updates, Using LinkedIn
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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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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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