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Unless you live under a rock, as a salespeople, you should be using LinkedIn to connect with customers, prospects and other people in your professional lives. A whole industry has even formed to help people effectively market and sell on LinkedIn through training workshops and tools.
Some people out there are LinkedIn pros. They spend tons of time reading and publishing content, sharing and commenting on posts, creating discussions, answering queries, and even prospecting for clients. But as a salesperson, you don’t have to become a LinkedIn expert or spend countless hours mastering every feature to get value out of LinkedIn; that’s not the idea here.
What you should be doing is using LinkedIn wisely in your sales activities. Here are three ways to maximize sales activities on LinkedIn – without extensive training, tools or expertise.
If you’re still “hiding” on LinkedIn, then you’re likely missing out on sales opportunities. Having no summary or picture is a big mistake. Having a poorly written summary, incomplete profile information, and an unprofessional picture are also big mistakes.
At minimum, add a picture. I know many people, myself included, who has trouble taking anyone seriously unless they can at least take a few seconds to add a picture. Why should anyone agree to connect with you? How will anyone know what you look like when they have to meet with you? Why are you hiding? A few reasons come to mind:
So, at minimum, add a photo of yourself to give clients and prospects a sense of familiarity if you have not yet met in person. And make sure your profile is complete. Include education, skills, past jobs, and interests – you never know if a common interest will trigger a conversation or help get you in the door.
So, you have your photo and profile loaded up, and established some connections… now what? If you haven’t logged in to LinkedIn in weeks or months, then you’re probably missing out on some opportunities – or you look like you’re hiding or completely disconnected from the world. Those who regularly share and comment on news, trends and ideas look smart and passionate about their field – people others want to get to know better.
Put your best foot forward and stay connected by doing these few simple things using LinkedIn:
When doing research on a client or prospect prior to your first meeting, where do you go? Many people will go to the company’s website and look at 10K and other publicly-available financial documents, which can be useful. But how do you learn about the people you’ll be meeting with?
There’s a very good chance each of your contacts is already on LinkedIn, where you can gain a sense of their current position, background and skills. This will help you to:
LinkedIn is easy to set up, use regularly and stay connected with clients, potential buyers and others that can influence your sales process. So, start using LinkedIn for sales. Guaranteed – almost immediately, you will start seeing results.