LinkedIn Selling Buyers Journey – social media promotion services

Social Media Promotion Services – Social selling is all about leveraging your professional online brand to fill your pipeline with the right prospects, insights and relationships. It offers salespeople the ability to add context to a conversation by tapping into the information that social media encompasses, then use that newfound intelligence to engage with prospects in a way that piques their interest.

The 5 steps to mastering social selling:

• Create a professional brand: Establish a professional presence on LinkedIn with a complete profile that showcases your experience and increases your credibility.
• Find the right people: Researching social information to prepare for sales conversations.
• Build strong relationships: Making connections and developing relationships with people who can share information and provide referrals.
• Engage with insights: Listening to social media conversations, looking for leads, then providing meaningful insights that earn opportunities to engage and influence contacts.
• Using social selling tools and measuring what matters: Scaling revenue by taking advantage of innovative selling solutions such as LinkedIn Sales Navigator.

An effective way of coordinating the buyers journey with LinkedIn is to take a quick look at the journey stages:

• Stranger – setting up your online presence to attract the right people
• Lead – From marketing to sales: moving leads down the funnel with content
• Opportunity – Using social media to close more deals
• Customer – delighting your customers after the sale

Stranger

To get started on LinkedIn, follow these steps to setup your profile by going to “Profile” > “Edit Profile” from the main navigation area:

• Upload a professional photo – The best photo for your LinkedIn profile is one that looks like a professional headshot; this means no blurry images or other people in the photo. In fact, profiles with photos receive a 40% InMail response rate.
• Write a descriptive headline –  Our LinkedIn headline is the first description that people will see. Make it count. Good headlines are clear and confident and use terms people search for.
• Write a short summary to tell your story –  The summary is your introduction to others on LinkedIn. It should sum up, in 200-300 words, what makes you unique as a professional.
• Make your profile public and personalize – Under your photo, you’ll find your url – click on the “edit” button. Choose to make your profile visible to everyone and check off most/all sections. Next, create a url that closely matches your name if it isn’t already.
• Optimize your keywords –  Add the most important keywords associated with your job to your LinkedIn profile to make it more relevant to potential customers and easier to find in search results. Select a few keywords from your headline and sprinkle them throughout your profile.
• Get recommendations from colleagues, customers, and other professionals – Using LinkedIn as a sales tool works best if you have a robust profile with recommendations and endorsements. This is a great way for your prospects to get an understanding of how your past and current customers feel about the work that you do.
• Connect with LinkedIn Sales Navigator – LinkedIn Sales Navigator offers the tools you will need to become a social selling pro.

Leads

• Create a Professional Brand  {link to our recent blog on professional/individual branding}
• Find the right person – Join a few LinkedIn groups. Check out what groups your leads are in and join those. Listen to the conversations to discover which topics your audience likes to hear about most. Get the daily or weekly group digests sent to your inbox for a snapshot of the group’s hot topics and conversations.
• Build Strong Relationships – Follow good content providers on social media. Head over to LinkedIn Pulse to follow and discover influencers. On Twitter, follow relevant people and create Twitter lists.
• Engage with insights – When deciding what to post, think about your prospects. What questions do you hear most often? Sharing content that answers these questions will help to squash objections up front and give you more credibility.

Opportunity

• Monitor your prospects’ social media activity
• Monitor and respond every day
• Monitor to find new prospects

Customer

• Even after the sale, the account manager should continue to monitor streams with keyword mentions such as “love [your company’s product]” or “hate [your company’s product].”
• If customers are extremely happy with your product, they are most likely talking about it on social media. Make sure you watch these conversations so you can share them on your personal social accounts and spread the word.
• On the flip side, if customers are unhappy with your product, chances are good they’ll churn and try to convince others to use your competitors’ products instead. The way to avoid this is by catching the conversation before it escalates by using the social selling techniques you’ve learned in this ebook.

Other Linked In ideas to solve problems.