THE ART OF SOCIAL SELLING ON LINKEDIN
DANIEL PINK indicates in his # 1 Bestseller, To Sell is Human, we are all in sales. If we are all in sales the question then becomes, how do we best sell in the digital age? Or, more specifically, how do we best leverage the art of social selling?
Below are several tips pulled from # 1 bestselling author and digital leadership speaker Erik Qualman’ s latest book: How to Sell on LinkedIn.
TIP # 1: CREATING A 100 % COMPLETE & COMPELLING PROFILE
WHY
According to LinkedIn, members with completed profiles receive 40 % more business opportunities. A LinkedIn profile is your resume, life story and most importantly, your personal brand. Wouldn’ t you want to tell your best story? Your complete story? It’ s amazing how many people fail to do this. Don’ t be one of them. Here’ s how to ensure your profile is as complete as it can be.
HOW
1. Earn as many recommendations and endorsements as possible: This social capital is invaluable. Ninety percent of us trust what our peers say or recommend. Endorsements and recommendations are the best way for others to tell your story for you.
2. Pump up your network game: The more connections you have, the more endorsements you will receive. According to Forbes, dig up your past, present and future. Look up those old colleagues and bosses and add new acquaintances each time you make a face-to-face connection.
3. Add a background image: Stand out from the crowd. You wouldn’ t dream of having a Facebook or Twitter profile without a banner image. Don’ t leave your LinkedIn profile naked either.( Hat Tip: Viveka von Rosen)
4. Don’ t forget the basics: Profile picture, short tag- line, work history and education.
5. Brag about yourself a little: Don’ t be afraid to list your awards and honors.
6. Have a killer summary: Combine your story into a shortened summary. This will be the first main attraction anyone will see on your page.
7. Post Content: Hammer away about what you love to talk about. This gives individuals insights into your passions, personality and expertise. Clients don’ t buy from companies; they buy from people. Let them know who you are.
TIP # 2: UTILIZE ALL OUTLETS WHY
Reaching your customers where they want to be reached when they are ready to buy is critical to increasing sales. Social selling is a great way to do this.
HOW
LinkedIn is the greatest selling and prospecting tool we have ever seen. However, this doesn’ t mean you replace all your offline and online strategies that have worked in the past. Specifically: Social selling doesn’ t replace your coffees, meetings, lunches and golf outings. LinkedIn is primarily designed to help start and deepen relationships when time and distance are is issue.
Use your EQ( emotional intelligence) to determine when and where each individual customer wants to be reached both offline and online— keeping in mind that everyone differs. If a client loves the ballet, taking them to a football game doesn’ t make much sense. So use Facebook, email, direct mail, birthday cards and such to properly
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