Social Selling: LinkedIn for Sales Prospecting – Part One
Yesterday I was giving a full day Advanced Workshop/Presentation to the Executive Institute of Ireland on Social Selling Through LinkedIn. It was being run in the absolutely gorgeous newly renovated rooms in the National Concert Hall in Dublin. Lots of light, huge airy room, massive screen, great coffee and pastries and then I had to teach Top Sales People with enormous monthly quotas how to Sell through #LinkedIn.
Here is my problem – I have been training companies for years in how to use LinkedIn through NOT selling!
However, I am so convinced of the power of doing business through LinkedIn that I decided to bring that knowledge to the table and turn it slightly on its ear. So, instead of “Selling” we worked on how to focus on warm introductions and recommendations and on how to get these prospects to arrive in your sales funnel at a much higher lever than the normal entry point. Here’s a little bit of what we covered.
People Do Business with People
It is human nature to chat, hang out or even do business with people you can personally connect with. Research shows B2B decision-makers count their interactions with salespeople as the major determinant of whom they choose – more than product quality, brand reputation and pricing combined! That means that if you, as the sales person, can give your buyer a personal hook to connect with you’re already ahead of the game.
I asked all the participants to tell me a bit about themselves at the start of the course yesterday. No one had ever met before. Everyone told me who they worked for, their title and what their company was famous for supplying. I asked each one again “Anything else you want to tell us?” Again, they told me the company had been operating for X years and employed X number of people. I was nearly dying inside!
Finally someone told me they were building a house… The room erupted… “Oh My God It;’s SO stressful!” “Do you have a good electrician?” “Where are you getting your bathroom?” “My brother has just finished here’s what he learned” “Here;s the number of a great painter”…. We had noise and conversations and numbers being exchanged. Simply because there was a Personal Hook people could easily relate to. How easy was that? We were having conversations, advice and information were being exchanged, everyone was engaged.
Now… How is that any different to LinkedIn? You MUST create Conversations, Exchange Information and Advice and Be Engaged! That is the core to any successful Sales Funnel. Give me something to connect with, show me some personality in your copy, some flair. That personal engagement will ensure that you are personally connected to your contact. That in turn means that they will come to you for information and advice, engage with your posted content and become the solution to their problems.
There are many ways you can do that on LinkedIn. The first, is to ensure your profile and the Summary piece especially are full of personality, watch your voice in your writing. You want them to be able to hear you speak when they read your Summary. They’ll only read the first couple of lines though (no time!) so make sure it is clear – What you do, who you serve and your value to them. All in the first 3 lines of your summary.
It is NOT a CV, do not mention that you’re experienced, motivated, a team player, self starter… these are all taken for granted now. Make yourself Stand Out. Show Passion. Tell Stories!
Make sure that you know very specifically who you are selling to, what their worries are and what solution they will value from you. Then fill the rest of your (2000 characters) summary with Keywords (Google Adwords, Tools – Keyword Planner) scripted into your key messages aimed at that specific audience with those specific problems (see below for campaigns). Don’t forget to put in a recommendation here. Use all the space. Show your personality!
I often change my summary depending on the specific work campaign Redstorm is running. So, I am often working to attract different target audiences with a different set of values. SMEs looking for an internal Marketing Department, websites and branding; Bluechips looking for LinkedIn Training or Personal Branding for their top tier executives – I advise everyone to open and save a word/pages document and spend time writing a couple of headlines and summaries based on their main key targets so it’s then easy to switch between them depending on your business focus at the time. I’m not suggesting you appear psychotic! Just tweaking the message and keywords to appear in different search results is incredibly effective.
The very first piece of real estate anyone sees in LinkedIn is your cover graphic and photo. So why did everyone bar one yesterday have the LinkedIn blue graphic? You need to Stand Out – Change the graphic! Use Canva to design a header graphic with your company colours and message of the month or campaign message on it. Change it regularly! Here’s mine:
It makes it really easy to see what I do. I have a clear smiling photo that shows my personality – you get a feeling for what it would be like to meet me face-to-face.
The next piece of real estate and one of the most high powered search areas in LinkedIn is your header. People have an awful habit of putting their title here. But that just means you’ll show up when a sales person wants to sell into “Business Development Managers”… Why not use this to give a shot of what you deliver? Keyword heaven!!! It doesn’t have to read well; it has to tell your potential connection what you will bring to the table. It has to tell the search engines to show you in their results. Be creative!
Can you see the difference between me putting “Marketing Strategy, Communications, Social Media, Digital Strategist, LinkedIn, Branding, Entrepreneur, Keynote Speaker” versus “CEO Redstorm”?
In Part Two of this “Social Selling – Linkedin for Sales Prospecting” I’ll be looking at how to successfully engage and create Great Conversations across the platform.