Are you considering using LinkedIn to drive your sales outreach but aren’t sure where to start? We’ve got you covered! We’ll show you how we have dominated the LinkedIn sales approach with our tried and true sales tactics.
Did you know that LinkedIn has over 740 million users in more than 200 territories across the globe? That is 740 million potential prospects to reach and we want to help you get your company in front of them.
Sales Profile Optimization Tips for Prospecting on LinkedIn
Traditionally, LinkedIn has been viewed as a way to job search, be found by recruiters, and connect with other professionals in your industry. To step outside of its “traditional” purpose and use LinkedIn as a driving force in your sales process, you’ll first need to optimize your profile to your target audience.
As a sales professional, your profile should no longer be an online resume. It should showcase what you can do for your potential customers, the problems you solve, and the results you can deliver. While we encourage a full profile overhaul, there are three sections of your profile we suggest you update right away:
- Headline: This should talk about what you do for your ideal customer. We suggest using the Keywords + Target Audience + Benefit Statement Method. An example of this method is Marketing Development Manager | B2B Marketing Strategy | Marketing for B2B Companies.
- About/Summary: This section should be a detailed continuation of your headline. We suggest using the Problem, Agitate, Solve (PAS) framework to help you write this section. You should identify the problems you solve, who you help (industry, job titles, etc.) while using emotive language to highlight the problems, what happens if their problems aren’t solved, and how your services offer a solution to their problems.
- Skills & Expertise: This is another way to highlight the problems you solve. These skills are also searchable on LinkedIn, making it easier for your ideal customer to find you.
Once your profile is updated, you’ll be ready to market yourself to your prospective clients confidently.
How to Sell Through LinkedIn
There are various methods you can use to sell your product or service on LinkedIn without the annoying “cold messaging” approach. From our sales efforts, we have found that these methods work best.
1. Create and Share Meaningful Content
You should share content that you or your company has created. We suggest using content that will address your target audience’s pain points. They will be more likely to engage with this type of content and will allow you to build rapport before you have a sales conversation.
2. Join LinkedIn Groups Relevant to Your Target Audience
LinkedIn groups allow you to connect with people you have no mutual connections with and enlarges your reach. You’ll also be able to see posts and conversations your potential prospects are having in regards to issues in their industry. You can share insightful ideas about solutions or offer content that will address their specific needs.
3. Build Meaningful Relationships with Your New Connections
Get yourself into the habit of sending a personalized connection request to new prospects. Once they have accepted, do not immediately dive into the sales pitch. Try liking or commenting on some of their posts, asking them a question about their industry, or even something as personal as mentioning something you have in common. Use as much information from their profile as you can to build a relationship first. Once you have built that rapport, deliver the sales pitch.
4. Search Effectively
LinkedIn has an advanced search feature. While we suggest upgrading to premium or Sales Navigator for best results, the free feature will allow you to find the information you need. Using the search feature will allow you to narrow your prospect pool to your desired target audience. The information from this search will lead you to connecting with the right people.
LinkedIn Social Selling Best Practices
What is social selling and why should you do it? Social selling is leveraging your social network to find the right prospects and build trusted relationships. Ultimately, this will help you achieve your sales goals.
LinkedIn is a great space for social selling in the B2B space. Here are some tips and best practices on how to enhance sales.
1. Follow the Right People
The more connections you have, the more likely you are to have a mutual connection with a potential client. However, your connections should be with the right people. Think about the type of people your prospects would follow or become connected with.
2. Give Them a Reason to Connect with You
This is where “building meaningful relationships” comes in. Sending a generic message or no message at all decreases the likelihood of them accepting. Instead, catch their attention by referencing a recent blog post they wrote or mention a mutual connection.
3. Share Company Content
This is a great way to educate your connections on the solutions you offer. It can also increase traffic to your website and lead to more conversions.
4. Be Active in Groups
We mentioned joining LinkedIn groups, but that is just the first step. Make sure you are actively liking and commenting on posts in these groups. This will expand your reach, demonstrate credibility, generate potential leads, and help to position you as a thought leader in your industry.
5. Engage with all relevant content
The more you engage, the more likely you are to be seen in your prospects activity feed. Commenting or liking others' content also gives you a better chance at having them engage back on your content which will help increase your reach.
Benefits to your Sales Outreach
Using LinkedIn for your sales outreach efforts has many benefits and should be worked into your sales process. The connections you make on LinkedIn will help to fill your pipeline and increase your revenue. By incorporating these tips into your current outreach we know you will start building more meaningful relationships with your prospects that will lead to more scheduled meetings in the future.
If you’re looking for more tactics on how to improve your sales outreach and marketing strategies, the marketing experts at Uncommon Marketing Works are here to help. Contact us today to schedule a free 30-minute strategy call.