Many people have an official or unofficial role as a consultant. They are Trusted Advisors who make recommendations based on their knowledge and assessment of a particular situation. Medical Consultants are a great example. They assess complex situations. They also educate and advise their less experienced colleagues. In Business most disciplines and functions have people […]
Goals and Strategies go hand in hand – as part of top-level planning. So these LinkedIn and Social Selling strategies provide some high-level ideas to help specialists and leaders to get more from LinkedIn.
Quick Tips: 1. There are many ways to show appreciation in public to customers through LinkedIn. Liking, commenting and sharing their content is one way, giving them endorsements and testimonials is another. and other Social Media. Introducing them to other people pro-actively is a third. 2. Connecting with your Customer and /or Clients on LinkedIn […]
From the LinkedIn briefings and training courses I run it’s amazing how little most people know about what can be achieved through LinkedIn. For some people, a little is sufficient. For others they can really benefit from using the full range of LinkedIn capability. However, there isn’t some magic switch, and to access the full […]
Social Selling has become one of those phrases that generates some pretty strong reactions: It’s a new band-wagon for people in the sales training and sales solutions market to latch on to – (guilty) It’s an evolution in the sales approach, based on strategies and techniques to incorporate social media information and channels into selling […]
LinkedIn lead generation is a way to use LinkedIn for far more than a professional directory and somewhere to put a brief profile or your CV. If you’re responsible for sales and personal lead generation, then LinkedIn has so much more potential for you. If your role or job title resembles these then read on […]
In larger enterprises the responsibility of Sales Director or Sales VP is very focused on Sales Operations and closing business, supported by marketing. As such, the tactics for LinkedIn and Social Selling may need to be more contained initially, focusing on sales operations, sales generated leads, leveraging content create elsewhere, until results are proven. The […]
Social Selling doesn’t so much change WHAT you do, but it changes HOW you do it. Social media creates many new methods to reach your customers and prospects and market in ways that keeps step with how your buyers are now buying, and has the potential to put you ahead of your competitors. These case […]
It’s amazing what people can use LinkedIn for. Some use LinkedIn as a contacts directory to look people up. Some use LinkedIn for market research and for news. Others use LinkedIn for recruitment, either to find a job, or to find candidates. But increasingly people are using LinkedIn for Sales, and to improve their sales result. And as more people join LinkedIn and use it more so the potential is increasing, for those who know how to work LinkedIn effectively to help them to work smarter and get greater results in less time.
People use LinkedIn for Business, and business related contact and activities, in many ways. For sure, business is about relationships, and there is a social element as people get to know, like and trust one another, as the foundation for a commercial arrangement. Where people live, where they went to college and university, which subjects they majored in, any sporting or artistic achievements they have. which community groups they may support. All these aspects help to build up a profile and enable areas on common interest to be found quickly.
The breadth of functionality of LinkedIn is creating new opportunities, and smart people and companies will capitalise on them.
LinkedIn for Sales, and supporting the sales process
In the business to business markets it is the customer facing sales people who stand to gain the most from LinkedIn. Being able to identify and target potential customers and clients with greater accuracy, researching people and businesses prior to a phone call or meeting, and seeing who is connected to who are just some of the tasks sales people use LinkedIn for.
Increasing the quality of client contact time, through better preparation, and reducing the elapsed time from initial thought to first contact and ways LinkedIn can help. For others in sales there are more advanced strategies available, particularly around being alerted to Trigger Event happening in the lives of companies and decision-makers, and responding to them quicker that competitors.
LinkedIn is a powerful way for a sales person to build their own market position, based on their expertise and knowledge. A strong LinkedIn profile, and contributions into key groups are just the start of ways a sales person can create a strong sales platform, to open doors of senior executives and set-up significant meetings and opportunities.
LinkedIn for Marketing, and for lead generation
Raising awareness for your company and it’s products and services, researching suitable companies and people to target with marketing campaigns, advertising through LinkedIn, and generating traffic to the company website are just some of the areas that marketing can use LinkedIn for.
Creating a customer community within LinkedIn is an advanced strategy that develops from testimonials and endorsements. Just imagine how powerful it would be if your best customers were sharing good news and tips about your products and services and the service they received from you. The LinkedIn network facilitates this, for businesses who want to develop down this route, and build a long-term advantage.
LinkedIn for Business, and gaining a commercial benefit
Although the cost of using LinkedIn is free or relatively cheap, it is the time aspect that most people are concerned about. For sure there is a learning curve. There is also set-up time. And then the big one which is ongoing activity, and responding, and being ‘conversational’ and building relationships.
Trial and error, and using only basic techniques, are the ingredients for a low level of results for the time involved. A better return on effort will be achieved through an injection of skills and guidance on effective tactics, techniques and strategies.
LinkedIn for Businesses, of many different types
There are very few businesses who cannot benefit from LinkedIn in one way or another. For some businesses there may be social media alternatives that are more attractive, as part of their digital marketing mix. But where there is a business to business market plan then LinkedIn has much to offer, especially for companies and firms in the following sectors.
- LinkedIn for Technology Businesses – finding, engaging and building relationships with customers, distributors, suppliers etc, often outside the immediate geography, is where LinkedIn is really strong.
- LinkedIn for Professional Services – business support, office services, HR, and a wealth of other service providers can benefit from LinkedIn
- LinkedIn for Lawyers – commercial law is a rich seam for LinkedIn, especially for company changes and larger projects
- LinkedIn for Accountants – being able to provide advice on many topics and a network of good connection give accountant and edge.
- LinkedIn for Financial Services – to market to high-net-worth individuals, business owners, employees,
- LinkedIn for Marketing Agencies – branding, communications, web design, PR are just a few of the agencies who benefit from LinkedIn.
LinkedIn for Not-for-Profit and other Organisations
There are many functions and things that not-for-profit, charities, associations and others in the ‘third’ sector can use LinkedIn for.
- LinkedIn for Charities – finding donors and sponsors, volunteers and patrons
- LinkedIn for Education – finding funding, governors and tutors, and helping students to find placements and jobs
LinkedIn for Relationships
The core service from LinkedIn can be likened to the telephone service. There is a directory of users. And users can communicate one with another. Different people use the phone system in different ways, to achieve what they want to. Likewise with LinkedIn there ae many different ways it can be used.
Take a look around the Wurlwind website, enter your details below, or call us to find out more ideas about what you can use LinkedIn for.
Social Selling, or Social Sales, are new phrases emerging from the sequence that includes Social Media and Social Business. So, what do you think Social Selling is? a) a fancy new phrase that means ‘reputation’? b) an online equivalent of ‘word of mouth’ – ‘word of mouse’? c) having a profile page and posting comments […]