LinkedIn is a primary social selling tool for inside salespeople who are prospecting for new contacts and business. Inside salespeople are using it throughout the sales cycle when reaching out, building relationships, navigating through organizations and finding new leads and opportunities. Today’s customer relies on their social networks for advice which is why social selling is becoming more important. This video goes beyond the basics of simply setting up your LinkedIn profile. It provides you with new ideas, valuable insights and strategies in building your sales outreach goals.
- There are plenty of courses on how to setup your LinkedIn profile, so we're not gonna go to cover the basics in this video, but please check out some of those courses to help you setup your profile, including uploading a professional photo, your current job title, your role, and some professional recommendations. After you've set yourself up you'll be ready to take LinkedIn to the next level of social selling excellence. Then, you'll begin to watch it accelerate your sales process.
As a sales professional, LinkedIn is invaluable. I'd like to share my five favorite ways that LinkedIn will provide you with a more in depth understanding of your prospects. Number one, build a robust LinkedIn network. How do you know who to connect with? Anyone who is a professional who can enhance your career is the answer. There's some sales organizations today who won't even hire you unless you have a minimum of 500 LinkedIn contacts.
LinkedIn is a perfect way to build your professional social network, and it's time to start thinking about who you might want to connect with to establish professional relationships. Number two, stronger response rates through LinkedIn versus email. Let's say you send someone several emails they never replied to and you're convinced your email got caught in their spam filter. Perhaps, you might want to consider sending them an InMail through LinkedIn. I wouldn't recommend it to many cold prospects, but the ones you've had some initial contact with, considering pinging them through LinkedIn.
Think about it, since your prospects rely on their social networks they're likely to have a strong LinkedIn presence, so sending them an email will get response. Number three, your customer's profile. When you reach out to new prospects there's so much you can learn about their LinkedIn profile. Pay attention to their photo, their job title, their role, responsibilities, what their career trajectory looks like.
You can even learn about their special interests through their groups, blog posts, sample videos, and articles. The more you study their profile, the more insight you'll have on them. This will prepare you to maximize your introduction. Number four, leveraging more names. Selling is all about leveraging more names, contacts, and collecting names, and yes even name dropping sometimes. Learning about your prospects inner circle of influence provides you with more insights about their professional level and also about more names you can leverage within their organization.
There's a feature called People Also Viewed, and this will often include people within their professional team, or in their professional circle. This is great way to call around. If you cannot find anyone another name to call in their company you can have more choices from that inner circle. And number five, high influence versus low influence. How often do you actually think about your customer and what their job really is? How much influence do you really think they have? When you carefully study LinkedIn you can read your prospect's job description to understand the types of projects they have managed, and how much authority, power, and influence they really have.
This will help determine if you're aligning with the right contact who has power, authority, and influence. It's time for you to expand your LinkedIn network of professional contacts and search for high influencers to connect with. Now, have I got you thinking about LinkedIn in a whole new way? Go review your prospects. It's time for you to expand your networks of professionals and search for high influence to connect with. Start by going after the prospects you've been already in contact with and send them a customized invitation to connect.
- Understanding the qualities of successful inside sales pros
- Using the right sales tools
- Social selling with LinkedIn
- Improving your response rate
- Building a foolproof qualification plan
- Getting past gatekeepers
- Handling objections
- Closing the sale