Why use LinkedIn for sales?
- 75%
of B2B purchases are influenced by Social Media and 57% of buying decisions are
made before a sales rep is involved.
- 76%
of buyers prefer to work with vendors recommended by someone they know; and 73%
prefer to work with sales people recommended by someone they know.
- 92%
of B2B buyers engage with sales professionals who are known industry thought
leaders
- 59%
of buyers said they are more likely to engage with a salesperson if they
mention a common connections
Your Profile
- Create
your
LinkedIn profile
- Maintain
your
professional identity
&
brand
Connect
- Connections menu: Keep
in touch – shows your connects and suggests some; Under settings you can sync
with any of your email and calendar accounts; Add connections – also links to
your emails to pull in contacts; Find Alumni pulls up people with the same alma
mater. You can even include notes and reminders for each contact under
relationship.
- with
client contacts – search on their name or company
- with
other employees ( this strategy then connects you with their
connections)
- seek
new
connections by
joining groups
Search
- Search
out prospects and clients prior to meetings to learn more about them *
Follow
- Your accounts
(search companies to find your accounts) *
- Your company – stay up to date on our initiatives and support the brand.
- Relevant
influencers,
channels, and publishers
Engage/participate
- Share an
article or blog post a few times per week. You don’t need to be a writer –
share articles you find interesting and relevant. Share your company posts.
- Liking someone
else’s status update also gets
your name out there.
- Commenting can
be even more powerful than a share when done correctly,
add your
expertise to the thread.
- LinkedIn
groups can
be a great way to interact with industry professionals and find new leads. Be
an active participant in any group you join. Search topics in your line of business and join as appropriate.
- Can’t
find a relevant group? Consider starting one and then posing interesting
questions. You must commit to maintaining it if you start it.
*Some CRMs are integrated with LinkedIn or other software (e.g. InsideView)
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