Selling with LinkedIn

7 Feb

Lion-Panthera-Leo

In last week’s blog, I introduced this 7-part blog on LinkedIn  (https://bit.ly/2Gcmsnh). This is the second in the series (Recruitment, Job Seeking, Groups & Recommendations to follow).

I think the number one use for LinkedIn is for selling you – and your product or service. Below are six ways in which it helps you sell.

#1 – You can search and find the right prospects by name and title. Not only can you find people within companies you are targeting, but you will also see the connections that you have in common (hint, hint – maybe you can get an introduction). If someone works in a white-collar business, they are likely to be found on LinkedIn, so this is a great place to mine information.

#2 – It also allows you to learn a little more about that person. It’s incredible how much information we can gather about someone through LinkedIn before even speaking to them. I’d suggest using a plug-in tool called Crystal. It gives you a detailed summary of the personality of the individual (it gives you 10 free profile views per month and a paid account provides unlimited views). It’s amazingly insightful, using an algorithm for the way a person communicates on the LinkedIn platform. Crystal is a simple tool that is just another way of making this social media site even more effective.

Inversely, when people are buying from you, they probably go to your LinkedIn to gather information about you (just as often or more often than visiting your company website). In 2019, your prospects and customers are more informed than ever prior to meeting you. It isn’t just about your company and products/service – they are becoming more knowledgeable about you personally… so building a great profile is key (especially your Headline & Summary).

#3 – Like Facebook, it’s great for staying connected with people. It’s your 2019 Rolodex – and this Rolodex updates itself for you.

#4 – Networking. It’s ideal for ongoing networking before and after you’ve met someone in person. And it’s also cool that you already know what they look like when you are meeting someone at a busy coffee shop for the first time!

#5 – InMails. LinkedIn has a variety of pricing plans which offer you a certain number of “InMails” (messaging within LinkedIn) for reaching people that aren’t first degree contacts. I don’t think paying for it is a must – but if you do consider a paid plan, I think InMails are the best part of paying for an upgraded subscription.

#6 – LinkedIn Open Networkers. Last week, I talked about being a cat or dog on LinkedIn… but, you actually want to be a LION! LIONs (Linked. In. Open. Networkers.) are willing to connect with anyone. If you are a salesperson, why wouldn’t you want to make a connection with as many people as possible? It may be an employee of a company you are trying to sell into – or it may be a person that lives in another city that is willing to grab dinner with you when you are in town (I once had drinks with a LION connection in Stockholm). As a salesperson, why not open more doors – at the very least, those specific to your industry?

The key to being a LION is basically the “6 Degrees of Kevin Bacon” game… LinkedIn shows your 1st, 2nd and 3rd degree connections: You know George Smith who knows Amy Larson (a 2nd degree) and she knows Margaret Thatcher (3rd degree). The trouble with searches is that you can’t see profiles unless they are 1st, 2nd or 3rd degree connections (and in many cases, it doesn’t even show 3rd degrees). If you want to find more people, you need to be connected to more people. So, advertise yourself as a LinkedIn Open Networker or LION on your headline. I have over 14,000 connections and I receive 5-10 invitations a day from other LIONs – the overall effectiveness is exponential.

You can search for LIONs (see “People filters” for different categories) and send them invitations. They will always accept your invite and not put you at risk. Typically, if someone receives your invitation and they don’t know you, they can click “I Don’t Know” this person… and that’s a red flag. If you receive some of these flags (the number is an undisclosed LinkedIn mystery) – they can suspend or shut down your profile.

If you aren’t doing so already, use LinkedIn to aid your selling efforts. As a salesperson, it’s a must. 

It’s time to grow faster~ Drew

drew@blueoctopusllc.com

blueoctopusllc.com

 

 

 

 

One Response to “Selling with LinkedIn”

  1. Marie Christine January 29, 2020 at 12:57 pm #

    LassoIn is a good website, I really like the way it functions. The best part of the website is that it analyzes and decided the best link to post on LinkedIn. Follow and comment are two important features that social media users look for and this website offers them. One other thing that attracted me to the website was it does not require downloading as the website works on the cloud. And also we can schedule the post on a busy and hectic week so never forget to make a post.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: