It seems a bit unfair – a beacon of light tends to focus on Facebook and Twitter as an effective marketing tool, leaving LinkedIn in the dark. While most users look to LinkedIn as just a contact management tool, when used properly, it can operate as a sales prospecting tool for your business.
Ask for Referrals
When was the last time that you reached out to your 1st line network on LinkedIn to ask for referrals or introductions? What should be second nature is often overlooked. Your network is your most powerful sales prospecting tool. Begin by reaching out to your primary network, ten at a time, updating them on changes in your personal and professional life, closing with asking for an introduction. You can ask for a general introduction, or you can take a more targeted approach, asking for a personal introduction to an ideal prospect within your friend or network contact’s LinkedIn profile.
LinkedIn – Get the Basics Covered
As you begin to attract attention to your LinkedIn profile, it is critical that it contains updated information as well as business testimonials. Think about your profile as a big business card. It’s one of the first places potential prospects will look when referred by another LinkedIn member. Update your background, company information, accomplishments and be sure to include positive client/customer testimonials on your page. Once your static information has been updated, be sure to be your own best PR professional and post regular updates when your business achieves milestones, notable press mention or accomplishments to attract not only the attention of your network, but the LinkedIn membership as a whole.
Participate in Group Discussions
Target and join groups that contain a sizable population of your ideal prospects. Participate in discussions, leaving comments, answers and external links where possible to become a trusted resource. While this takes time, it produces interested qualified prospects for your business. You can also start discussions… anytime that you have the opportunity to stand out amongst your peers, take it. However, keep in mind not to post in a promotional manner or capacity, as nothing turns off potential prospects quicker than the perception that you are only a member of the group to sell something.
There is no time better than the present to begin utilizing your LinkedIn profile as a sales prospecting tool. As you begin to become familiar with the platform, you can perfect your technique, allowing you to generate regular, qualified sales prospects for your own pipeline.
Photo Credit: Dave Gray
tagged: Social Sales
