Linkedin as a selling tool
One of the best ways to learn is to teach. Another great way to learn is to write about something.
I am a big advocate of Linkedin as a selling tool. So, one of my Danby marketing people is moving to a sales role. So I suggested she teach a seminar on how to use Linkedin. Then a book came across my desk and I suggested she write a review on it. The following is her review:
Looking for ways to
build your own leads and sales pipeline? LinkedIn the Sandler Way and LinkedIn
Sales Solutions recommend social selling done the right way as the non-adversarial
way to go.
Linkedin is about making the right connections. Easy to do - simply search for them and do an honest and personal outreach to them. Then adding value but sending 90% value added updates for the benefit of the reader. Add value first.
What is social selling?
There are various definitions to “social selling”. But as LinkedIn simply puts
it, social selling is about leveraging your professional social network to find
the right prospects, build trusted relationships, and ultimately, achieve your
Many sales professionals struggle with the task of social selling… but why? Most organizations and sales professionals
think that they can succeed in Social Selling by leveraging a few sales professionals who skim the surface
by setting up LinkedIn accounts, share content here and there, and do some
prospecting. But organizations and sales professionals are doing so without
coordination or consistency.
The Sandler Training and LinkedIn Sales solution works to close the gap
that many organizations and sales professionals struggle with. In LinkedIn the Sandler Way, Sandler Training
and LinkedIn Sales Solutions team up to share 25 secrets to uncover big ideas
from prospecting and selling online without having to be a LinkedIn “wizard”!
Sandler Training and LinkedIn Sales Solutions encourage organizations
and sales professionals to follow the 9 Commandments of Social Selling to make
it easier to become an affective prospector:
1. Provide a solution that doesn't involve buying anything.
If you really want to show sales prospects you care, put your experience
to work on a problem that doesn’t have a sales solution. Wouldn't it be great
if your prospects were asking how they could buy from you, instead of you
asking them to buy?
2. Be mindful of their time when sharing content.
Keep it simple. Status updates, blog posts, and InMail messages require
brevity to be effective. A great tool for sharing content is Hootsuite. You can pre-set your updates and timing for
these updates, continuously staying in your prospects news feed,
3. Send a detailed agenda in advance of your meetings.
Tell your prospects what will happen in the meeting, and what you both
expect to accomplish – set an agenda. Nothing is more feared by prospects than
a salesperson wasting their time with a boring presentation.
4. Make your demos specific to the prospect's problem.
A buyer-centric demo is more useful and less boring for the buyer, which
means it’s more likely to elicit a favourable response.
When reaching out to a prospect, start the conversation with insights
you have learned from LinkedIn and something your prospect cares about.
6. Make your prospect look good.
There is no dislike button on LinkedIn. Make sure you are sharing
updates and posts that are positive and make your clients and prospects look
good when they like and share it.
7. Make them feel understood.
Listening is the most important thing you can do on LinkedIn. Take the
time to listen to what they hope to gain from a purchase or what hurdles they
8. Share their content without pressure to reciprocate.
By liking and sharing your prospect's updates, you show them you are
paying attention and listening. Everyone notices who likes and shares their
posts, especially who comments.
Use the broad network you’ve built to spot people who aren’t connected
yet but could mutually benefit from being introduced. Seek to make
introductions that are mutually beneficial, and more introductions will come
And some Halloween pics. I told them they did not looks scary to me but...