Social selling is the process of using social networks to build relationships and engage potential customers. LinkedIn has grown into one of the most popular platforms for social selling, allowing business professionals to connect and network with each other. An incredible 78% of salespeople engaged in social selling are outselling their peers who aren’t, according to statistics.
LinkedIn allows users to create content, share updates, and join groups and provides an array of features that can help businesses reach their target audience and build relationships with them. In addition, it offers analytics tools that enable businesses to track their performance on the platform and measure the success of their campaigns. With these features, businesses can leverage LinkedIn for social selling and gain a competitive edge in today’s digital world.
If you’re new to this method of selling, in this article, we share some tips that are effective for sales reps or any other B2B professionals who are looking to attract more leads and clients.
Create a Professional Profile
Creating a professional profile on LinkedIn is a great way to launch your social selling efforts. With a well-curated profile, you can establish yourself as an expert in your field and showcase your skills, experience, and network. It also helps you build connections with potential customers and create trust with them.
Crafting the perfect professional LinkedIn profile can help you stand out from the competition and make it easier for customers to find you. You can use your profile to promote your services, share valuable content, engage with other professionals in your industry, and build relationships with potential clients.
A professional profile on LinkedIn will allow you to show that you are approachable and friendly but also not afraid to show off your accomplishments. This will help you reach more people and increase sales.
Use LinkedIn Analytics
LinkedIn users devote more time to sales than other social networks. However, they must track the right metrics and analyze the performance of social selling.
To make the most of your social selling efforts on LinkedIn, consider using its analytics features. However, sometimes the analytics this platform provides isn’t enough, so you might want to consider leveraging third-party LinkedIn analytics to measure your message reply rate, do campaigns and A/B tests, view your invite acceptance rate, etc.
By leveraging such analytics, you can easily identify the ideal prospects for your product or service. You can also gain insights into what content resonates with them and how they interact with it. This will enable you to create more effective campaigns and increase conversions.
This collection of metrics also allows you to track the performance of different campaigns in real-time so that you can refine them as needed. With this data at hand, you’ll be able to adjust your approach, increase conversions, and maximize sales.
Post Daily Status Updates
It’s important to post at least one article a day on LinkedIn. This will keep your contacts up-to-date with the most recent industry news to ensure your brand is associated with industry knowledge.
When it comes to social sharing, try following the 80/20 rule. At least 80% of your content should be helpful or industry-related. It shouldn’t heavily feature any product. Content like news articles and blog posts can be useful to your contacts or provide industry insight.
On the other hand, 20% should be content related to your business. This includes new product announcements and case studies. This balance will earn you respect and show that you want to help your potential customers succeed.
Create a Daily Routine
If you don’t plan, social selling can quickly become overwhelming. You should set aside some time to create a daily schedule of 15–30 minutes for your LinkedIn social selling efforts.
You may spend 15 minutes reading up on the latest industry news, 5 minutes creating and publishing a blog post to share an article that you’d like to highlight, and 10 more minutes contacting prospects and pointing them toward the content and explaining why it’s relevant to their situation. Whatever you do, make sure it works best for you and your prospects.
Join LinkedIn Groups
There are a bunch of benefits to joining LinkedIn groups, some of which include:
- You can see what other members are discussing and comment as necessary.
- You can contribute your own posts or articles to further establish yourself as a thought leader.
- You can message other members even if you are not connected.
To put it another way, groups enable you to learn from and interact with other members, who will perceive you as a community member instead of yet another salesman.
Salespersons from all industries can greatly benefit from social selling on LinkedIn. The world of business is always changing, and you can use this platform to keep up and connect with buyers on a more personal level, fostering credibility from the very start of the sales process. By using these tips, you can develop trusted relationships and ultimately reach your sales goals.
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