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 […]
Strategies and techniques for LinkedIn and Social Selling to improve sales results.
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 […]
If you’re looking for guidance on how to get started with LinkedIn and Social Selling, here is a basic plan to help you develop your foundation activities. If you are an entrepreneur, business owner, sales person or consultant these steps are designed for you, so you can get started with LinkedIn and see results quickly. […]
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 […]
Picture the scene:
- you walk into a networking event with 100 people at a hotel – you can recreate this online in LinkedIn, and ‘work the room’.
- at an exhibit or trade conference with 500-1000 delegates at a hotel there are many opportunities to speak with and to people. You can recreate this online through LinkedIn, and get in front of potential buyers.
- if you exhibit at a trade event with 1000 -5000 attendees at an exhibition centre – you and your team can reach a similar audience online through LinkedIn
- and so your reach extends – finding and connecting with your niche audience, locally, nationally and internationally, through LinkedIn.
The beauty is that doing this through LinkedIn doesn’t cost you a huge financial outlay. What it does take though is time.
As with all new activities there’s a learning curve. As with new activities (think of any sport or skill) you need to put in the effort to understand and then apply and then refine your approach, techniques and skills.
LinkedIn for Lead Generation and Sales
The good news is that you’ve found the Wurlwind resources. Let us guide you along the journey so you become progressively more proficient at LinkedIn. And when done well this will generate leads, help you find new customers and grow your business.
LinkedIn for Business Owners
You’re running a business, either on your own or heading up a small team. We’ll highlight your options to use LinkedIn effectively within the very limited time and multiple activities you’re running with, so you can create another source of leads and opportunities.
LinkedIn for Consultants
You’re working with a small number of clients, advising them on how to improve their business or personal performance. We’ll highlight how to use LinkedIn to stay visible for your expertise and generate referrals, introductions and new enquiries.
LinkedIn for Sales People
If you’re in Sales we’ll highlight the social selling routes you should develop. These will enhance your ability to find prospects decision-makers and decision-making teams in larger and high value or complex sales situations.
LinkedIn for Sales Managers and Sales Directors
For people leading a sales team we’ll highlight strategies and techniques that improve the way you perform as a team. We’ll teach you how to use and leverage of LinkedIn to generate more leads and improve sales revenue results.
LinkedIn for Technology Entrepreneurs
If you’re a technology entrepreneur we’ll highlight ways that you can use LinkedIn to find business partners. This could be on the product development side, or on the go-to-market and distribution side. We’ll make you look even more attractive to partner with and work for.
Download our LinkedIn Lead generation Pocket Guide
We’ve identified and designed SEVEN LinkedIn Lead Generation Strategies to suit the needs and circumstances of our target clients. We primarily help people who do lead generation as part of their role, but who have many other responsibilities too.
Making a good first impression on LinkedIn is so important. Yet many people struggle to define a compelling message that engages with people reading their LinkedIn profile. Let us make the process much easier for you.
If you just want someone to talk to about LinkedIn and Lead Generation then book a free review call here.
I look forward to talking with you really soon.
Gerhard Gschwandtner posted a very thought provoking post about Social Business on his blog at Sales Power Blog and I added my comment, which I wanted to also post here on my own website. The whole topic of Social Business brings in so many dimensions, it makes CRM seem straight-forward in comparison, and there was significant […]