If there is a $20 bill and a $100 bill on the table, what would you take? For those of you new to sales you probably responded that you would take the $100. For those of you seasoned in sales you responded that you would take the $20 bill and the $100 bill… because you should never leave money on the table.
How does that relate to LinkedIn and Social Selling?
There are many functions on LinkedIn that allow you to maximize your Social Selling efforts in order to get that F2F (face-to-face) meeting. It’s all about leverage and warm lead generation. Are you working all of the following processes in your LinkedIn & Social Selling Routine?
- Advanced and Saved Searches to reach your warm market (2 degree connections) by leveraging your network (1 degree connections)
- Who’s Viewed Your Profile: Messaging the professionals that have indicated interest by viewing your profile. You can also leverage the various metrics to schedule meetings with professionals in certain geographic locations, company sizes, titles, etc.
- LinkedIn Publisher Platform allows you to provide thought leadership and position yourself as a subject matter expert in your field. It also allows you to engage with professionals that not only took the time to read your blog, but comment on it as well. Take the time to review the profiles of the professionals that are commenting as they are obviously interested in what you have to say. Reach out and network, see how you can help them, whether that’s with your products and/or services, or by connecting them to someone that can help.
- Reply without Accepting Invitations to Connect: This is so simple yet so effective. When you receive connection requests, you have the capability of replying without accepting. From the invitation, simply click the drop down arrow directly to the right of the accept button , then click reply (don’t accept yet). Send them a well-crafted message engaging them in the opportunity to meet F2F. The professionals that are not really interested in you will not respond. The professionals that are interested in you will respond. Take the time to view their profile first and be sure it makes sense for you to take the time to invest in building a relationship.
- LinkedIn Groups: Listening in Groups is a great way to get a handle on what various members of the group need. Be sure to join groups that have your ideal client profile and target market. Engage in conversation with other members of the group, post relevant information, but first be sure to read the group profile and rules. Remember that etiquette is crucial in all forms of networking, including networking on social media. And you certainly do not want to be put on moderation. LinkedIn Groups also allow you to directly network with professionals outside of your network. Depending on each individual’s privacy settings, you have the opportunity to message the group members directly from the group, regardless of what level connection they are to you. This is the only place on LinkedIn where you can message professionals outside of your network without having to connect or sending an inmail.
One more tip – be sure that your LinkedIn profile is dynamic and effective. You only have one chance at a first impression. It’s up to you to make it memorable… in a good way! Your profile should be optimized based on your reason to be on LinkedIn. A profile reflecting a professional in job search should look completely different from a profile reflecting a professional in business development. Regardless, you should invest the time in positioning yourself as a subject matter expert in your field. Let everyone know what makes you different and why you are the best fit for their needs.
- Be the first to give to your new business relationships
- Always pay it forward
- Network with purpose.
Good luck and good networking! Remember… It’s All About Leverage.
I invite you to leave your comments, successes and challenges. I will do my best to respond in a timely manner!