How to sell on Linkedin in 6 steps: from lead to 1st contact RODRIGO TUCUNDUVA COMMENT! SOCIAL MEDIA, SALES

You already know that LinkedIn is the largest professional social network globally. But what can be done to reach the millions of companies and professionals with a profile on the platform? After all, how to sell on LinkedIn?

Perhaps you are part of the group of people who still think that LinkedIn is only valid for activities such as recruitment and selection of talent for companies or personal marketing.

However, the truth is that it can also be used for marketing and sales strategies that focus on your personas.

Like the other social networks, LinkedIn has become a way to find customers and achieve sales goals.

How to sell on LinkedIn? 6 strategies to reach clients

Learning how to deal on LinkedIn involves understanding that the platform is geared toward B2-B businesses, so the strategy listed here also focuses on this type of company.

However, this does not prevent your B2C business from having a profile and applying some of the tactics presented. Check it out!

Know the step-by-step to use automation throughout your customer’s buying journey and sell more.

How to sell on LinkedIn?

Understanding your audience’s preferences, behaviors, needs, and goals is fundamental before any marketing planning (B2B or B2C).

1 You should already have your personas well defined.

How do you intend to know what to talk to a potential customer if you have no idea who they are?

Defining the company’s persona (or personas) will help your team understand who to talk to and, thus, what to talk about.

Generic speeches don’t work, especially when creating a social marketing strategy. And this is even more true when we develop actions for the B2B market.

Your business doesn’t have a persona created? Follow the steps below to learn how to create one and use it in your strategy.

2 Position your brand

  • Who are you? Where do you come from? What do you do? What do you d

These are simple questions usually answered in the first conversation between you and someone you’ve been introduced to.

The same should be done with your company.

Before talking about achievements, services, projects, and the whole list of benefits, you can offer: introduce yourself.

To do this on LinkedIn, your company needs to answer these questions about itself:

ask for some recommendations from colleagues, employees, or previous clients on the platform.

Position your brand

3 Establish connections and capture social proof

  • You prove your professional capacity on LinkedIn through the connections, testimonials, and recommendations you receive.

Therefore, after creating a profile and filling in your details, it’s time to build your online network with contacts you have in offline life.

Search for market partners, suppliers, clients, professionals who have already worked with you, and contacts who can expand your network and offer good references.

4 Be active in the network and relate to users

  • Be active in the network and relate to users
    Creating a profile and letting “things happen naturally” is not enough.

Roll up your sleeves and start building your online credibility. This is what will help you on your way to selling on LinkedIn.

How to be active on LinkedIn? Below we list some excellent practices within this goal among them.

publish relevant content periodically in your feed;
participate actively in groups of entrepreneurship, and business management, among others. This will make your brand appear, make other people get to know you, and will help you capture qualified leads;
interact with people who visited your profile by sending private messages and making yourself available for new contacts. Do not try to sell now! Just introduce yourself and make yourself known;
reply to your network members’ notifications and interact with congratulations in situations such as job changes and company time anniversary.

Be active in the network and relate to users

5 Prioritize LinkedIn Sales Navigator

  • The LinkedIn Sales Navigator tool is key to helping your company capture leads, manage those leads and consequently sell on LinkedIn.

The Lead Builder feature allows you to:

organize lists of leads;
manage your most valuable connections
qualify your leads
Filter contacts according to job titles, keywords, industry, company types, etc.increases the quality of the approach made to each contact;
Optimizes the conversion rate.
Want to know more about selling on LinkedIn using LinkedIn Sales Navigator?

6 Have an approach plan

  • You are now ready to approach your potential customers.

However, just because you are ready doesn’t mean they are.

To know how to convert that LinkedIn user into a lead, the first thing you should do is analyze the content they share and what their main interests are.

This will help you create personalized and segmented content and message, expanding your chances of generating interest.

The goal of the first contact should be to get permission to continue conversations. Simple? So start training and practice the tips on how to sell on LinkedIn.

LinkedIn as an entrance door
LinkedIn is an excellent tool to reach new business possibilities.

Millions of users, segmentation tools, and approach strategies allow your marketing and sales team to meet new prospects and create strategies to turn them into customers.

All this is not to mention the creation of a qualified database.Using LinkedIn to introduce your company, extend your reach and establish the first contact is the foundation of the process of how to sell on LinkedIn.Using marketing automation software can help you do all this lead tracking and management on LinkedIn and other platforms.

 Have an approach plan

With LAHAR, you directly monitor the origin of leads and get a dashboard over all your digital marketing actions, making it easier to track data and strengthen your goal, keeping the focus always in sight.

Moreover, the importance of the results is not only centered on the total number of fans that your page has reached but if they are engaged in your publication because it directly affects the rank in which your page will be positioned on Google.

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