Many people may have been in sales for say 10, 15, or 25 years, but social selling is still something that they’re not very comfortable with. And while many salespeople may have their own LinkedIn or other social media accounts, not everyone is really able to fully utilize these tools to help them generate leads, build relationships, and ultimately generate sales. Worse, people think that LinkedIn is just a numbers game. But it’s not.
How can you use LinkedIn to generate more referrals, grow business, and be more effective in social selling?
Today’s guest is LinkedIn marketing expert Kristina Jaramillo and she brings valuable information to the table today as she shares some of her insights to help fast-track your success through social selling, get to the right people, generate more referrals, and determine primary metrics to really look into when measuring success in social media – all necessary to help equip you in reaching your goals for 2016!
Here are the highlights of my conversation with Kristina:
Reasons people and professionals are not generating sales on LinkedIn:
Strategies for Maximizing Your LinkedIn Profile:
Don’t use your profile as a resume or a cover letter. It has to be a sales or marketing tool that you can use to pitch yourself to prospects.
Communicate what kind of value your company can offer in order to make a connection. Say exactly what you offer them, why they should learn more about you, why maybe they should take the next meeting with you and your team.
Demonstrate that you understand the buyer’s specific business issues, challenges and clearly articulate how you’re going to solve them, how you’re going to help them get over that hurdle, and share insights they haven’t considered before.
Mistake that people and professionals are making on LinkedIn:
So what primary metrics should you use in measuring success in social media?
What are people doing after they’ve liked your content or article? Are they signing up for something? Are they learning more about your company or you?
Are these people ready to be spoken to? Can they take a call from you and not waste your time?
¾ of the people have connections but no leads or have some but are not consistent.
What is a sales hunter?
They’re after a quick sale or revenue opportunity. They make a connection with someone and if the person doesn’t bite, they move on to the next. It’s more of a numbers game for them.
B2B buyers on LinkedIn are not there to be sold. They want a relationship that is based on value, trust, and information. What you need to become is a fisherman.
How do you become a fisherman?
What kind of content should you use?
On using LinkedIn groups:
How do B2B buyers want to be sold on LinkedIn?
More strategies to effectively utilize your LinkedIn account:
Connect with Kristina on LinkedIn.
Check out Bob Burg’s book, The Go-Giver
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.