How To Use LinkedIn For Sales?

How To Use LinkedIn For Sales?

With over 150 million members worldwide, is not difficult to see why LinkedIn is  getting increasingly more powerful when it comes to generating sales.

Unjustifiably, LinkedIn is often seen as simply the place to go to find a job. However, LinkedIn has certainly a lot more to offer when it comes to generating sales and is primarily used as a way of generating leads. In business to business environment, LinkedIn can turn out to be indispensable mainly due to its uncapped potential for business development as it not only makes generating leads more time-effective but also hassle-free.

1. Why You Should Not Miss A Chance To Connect?

First things first, step back and take a critical look at your contacts. Your contacts, be it family, friends or workmates can be used to further expand your professional LinkedIn network by adding second and third level connections . Whether you meet anyone online or offline, it’s always a good idea to follow up with a connection request to strengthen your LinkedIn profile.

2. Who’s Who?

You’d be amazed how much information people give out on LinkedIn! That’s why it works so great when trying to identify the key decision-makers.  You can easily determine all the relevant people, teams and projects which in turn helps you gain a better understanding of who’s who and the people who influence the scene. 

3. Why Cold Calls Are a Thing Of The Past?

Let’s be honest, cold calling is a fact of life. Sure, the vast majority of sales people would prefer to rely on other lead generating techniques. However, unless you are an established business, you will, at some time, be forced to cold call in order to generate leads. However, LinkedIn comes in handy here as you can almost always gather some information about your prospects before approaching them. Before approaching any of your prospects on LinkedIn always have a look at their profile to see what they’re after. You’ll be surprised how well this works when it comes to breaking the ice!  

Take a close look at profile and status updates, connections you have in common and group posts. It might be worth investing into a paid account as you gain access to everyone on LinkedIn.  

4. How To Get Past The Security Guard Unnoticed?

If you had a decision-making power in sales you’d do everything in your power to cut down on the number of calls and emails that get through to you…

However, there are ways you can bypass these security measures with InMail. InMail is basically LinkedIn’s internal email system allowing you to message anyone on LinkedIn while skipping the introduction.

5. Search smart, not hard

LinkedIn search facility allows you to search by title, company, location or keyword. You can also get weekly reports matching your search criteria, e.g. your customers’ profiles saving you a considerable amount of time. 

6. Spy On Your Prospects

If you’re in sales, you’d probably agree that you need to know your prospects better than you know yourself! Any industry changes are a good enough incentive to reach out to your potential customers to offer your services. 

To stay up-to-date with the newest industry trends and spy on your prospects or companies you have a vetted interest in follow a company’s LinkedIn page.

7. The Power Of Groups On LinkedIn

Groups offer you the ability to learn more about the industry you have a vetted interest in. It’s also a great way of gauging needs and demands of your target market. This can often give you a good enough incentive to approach your prospects.

Joining groups can offer you a better idea in terms of what’s going on with the company you’re interested in. Also you gain access to personal details of other members of the group which is normally restricted to first level connections. While being a group member you can further build your connections.

8. Make Your LinkedIn Profile Stand Out!

Make sure your LinkedIn profile is complete as it acts as your business card and the first thing a prospect will see.  You want to make sure it looks professional and creates a great first impression.

All the information on your LinkedIn profile needs to be up-to-date, including all links to your website and other social media networks.

Getting business recommendations can certainly help. Last but not least, include a high quality photograph in your profile. Smile!

More on getting your LinkedIn profile work for you here. 

9. The Power Of Taking A Look Back…

Unless a user has set his/her profile to anonymous you can see who’s viewed your profile. You can use it to your advantage by reaching out with a connection request. It works the other way round too. You’ll probably find that some of the people whose profiles you visited will always look back.

Source: http://www.salesforce.com/uk/socialsuccess/social-sales/10-tips-for-using-linkedin-sales-prospecting.jsp

 

Some Signs That It’s Time To Switch Off Social Media

Time To Re-Think Social Media

To say that we live in a tech-obsessed society is a monumental understatement. 500 million tweets are sent per day, and 1.28 billion people use Facebook on a regular basis. Just a quick glance at Facebook and you will see people “checking in” to different places in the world, and it seems as though nothing is officially happening on Earth until it has been verified on some sort of social networking platform. This is all too familiar now, but how far can you for before it’s time to switch off?

(Source: thelantern.com)

Food on Instagram:

So you’re preparing your evening meal, and the presentation must be key. Despite settling down on your own it must be immaculate as you’re about to take a picture of it. This sounds very strange, and is, as no person in their right mind would take a picture of a Spaghetti Bolognese would they? Well yes they would, and many do each day. Instagram is full of delicacies and dishes to warm the appetite, but as Alex Soojung-Kim Pang, PH.D says, “when you start crafting your life to be more Twitter or Instagram friendly, it’s time to step back.”

Tweeting about everything (literally):

Whether it’s painting your nails or taking the bins out, you will tweet about it. We all have this friend on Facebook, the one who tells you about every single movement they make, but it is quite likely that you are also that friend. Pang says that “composing tweets about what you’re doing as you’re doing it or feeling the need to report your thoughts in real-time are all signs that social media is taking over your life.” He goes onto say that “there are only 24 hours in a day, and the more time we spend sharing with our friends what we’re doing hour-by-hour, the less time we have to discover for ourselves why we enjoy these activities and what our days are adding up to mean.”

You know strangers all too well:

It is unnerving that so many people know so much about each other, and this is due to the nature of today’s social media platforms. Facebook provides the most intimate information if you allow it to do so, and this leaves many vulnerable. Pang says that “the irony of social media is that while it can be great for keeping up with the details of our friend’s lives, too much engagement can obscure the big picture and weaken our ability to make sense of our own lives.” It takes away the joy of getting to know someone face-to-face as most of the time, when knowing that you will see someone you know little about, it is standard practice to check them out on Facebook first.

Source: rehab.com

Feeling inadequate:

When you scroll down your Facebook feed, it seems as though everybody is successful in their own avenue of work, and it can make you feel like you’re not good enough. Witnessing your friend’s promotions, engagements and life-changing trips can stir up feelings of jealousy and inadequacy. Spending too much time on social media can do this on its own, and can have a particularly negative impact on your view of your own body, as pictures of chiseled human beings are shared. This creates anxiety, and can end up damaging friendships and relationships. Pang says that “when keeping up with your friends’ lives gets in the way of you happily leading your own life, you need a break.”

Feeling lost when you don’t have your phone:

Do you find yourself consistently checking your phone for social media updates? You probably do, most people do. You probably also find yourself checking Twitter before you go to sleep, and also upon waking up in the morning. If yes to any of the above, then it’s time to take a step back and re-evaluate. Pang says “the more you’re on social media, the less material you actually have to talk about that’s interesting and worth having other people hear.”

This is where we are with social media now. Some people are allowing it to run their lives, and it is damaging relationships that once existed on a face-to-face level. That is being lost, and it is unfortunate, because social media has great potential, and great things are being done with it, such as charity, and awareness. This is being overshadowed by the monotonous dat-to-day activities online that people are taking up. If you do believe in New Years resolutions, then re-evaluate social media use. Don’t give it up, but utilise it in a way that will make your time on Earth as wonderful as possible.