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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