LinkedIn Tips to Help You Increase Sales - Part 2
Categories: Sales Conversation
Once you’ve optimized your LinkedIn profile, it’s time to take your engagement to the next level. LinkedIn can help you communicate to prospects, share your subject matter expertise and articulate the value of your solution. We compiled some of the best LinkedIn tips for engaging your prospects, and put them in this “sales consumable” list.
Use these five tips to maximize LinkedIn's benefits and increase sales:
1. Gather Competitive Intelligence
If you were a coach preparing for the Super Bowl, you wouldn’t go into the big game without knowing your opponent’s favorite calls on third down conversions. Scout your competition so you can continue differentiating yourself and the solution you’re selling. HBR blogger Steve Martin says that LinkedIn is good for analyzing leads to clients and investigating your competitors.
Martin interviewed 54 salespeople who use LinkedIn. He classified some as Enthusiasts, people who use LinkedIn to gain product interest and promote their brand. Others, he calls Casuals, or people who use LinkedIn to research potential clients.
- 55% of Enthusiasts research their competitors on LinkedIn and 40% of them have generated revenue due to LinkedIn-related participation.
- Only 10% of Casuals research their competitors on LinkedIn and less than 20% of Casuals produced LinkedIn-related revenue.
Companies reveal loads of information that can help sellers with prospecting. For example, a company that is aggressively hiring can indicate a new initiative. Turnover can mean investments in research and development, which means there is possibly a new product in the making. Look for news on these strategy shifts and use the information to help you communicate to a new prospect.
2. Cold Calls vs. Warm Leads
Cold calling can block your shot at a deal before you even propose it. Ken Krogue shares an idea called a 3X3 analysis of your prospects. Take three minutes and look at their profile. Find three things you have in common with them and use those things to help you tailor your talking points. Use those similarities as a springboard to a value-based discovery sales process.
3. Install Applications
“App” was voted word of the year in 2010 by the American Dialect Society. So if you aren’t using apps on LinkedIn, you are light years behind! Apps can help sell your expertise to potential buyers. Former Social Media Specialist, Steve Kovach notes that adding third party applications to your LinkedIn profile engages viewers in your sales conversation. Applications like SlideShare or Portfolio Display lets buyers view your work samples. From there, customers can continue exploring to see if your product meets their buying criteria.
4. Virtual Etiquette
The virtual world is a place where generosity rules. Ken Krogue says that freely giving training, ideas, tips and referrals can help a seller build relationships with buyers. Hand over “value offerings” like downloadable E-books and free conferences. It’s a gift that keeps on giving because it will:
- Promote your product
- Initiate the buying cycle
- Communicate customer value
5. Be Human
LinkedIn is a professional network, but don’t be afraid to show your personality. People don’t want to read about you, they want to see you in action. Videos, photos, and short anecdotes will differentiate you from the competition, just by showing who you are.
Remember, LinkedIn is only as good as the effort you put into it. Once you’ve optimized your profile, take a few actions every day to follow these tips. You’ll soon see how continually engaging with your network can help you be a more effective and efficient seller. In what ways has your LinkedIn profile helped you snag deals? Let us know.
