Manolo Vidal

How to use Linkedin in your sales


We are in the midst of a digital evolution.
Social media are completely changing the rules in commercial processes, and it’s up to you: either you remain a mere by-stander or you get fully involved using an action plan devoted to the generation of new opportunities.

Did you know that 57% of a B2B sales process is done without any previous contact with any salesperson? How can I become visible in this sales process?

You have probably heard about Social Sale. Perhaps you are even undertaking small actions using Linkedin with a view to finding new opportunities and sales.

But are you really being active doing prospective activities?

Or are you just hanging around in the social network without a clearly shaped goal? (Are you there just for the sake of it?).

Your involvement should stem from a clear feeling about your way of working in order to find new goals.      

An ongoing change in the search for information

In my opinion, the way we do business has changed completely. Nowadays, business offers come in many ways, and obtaining customer loyalty has become a complex process for companies. On the other hand, the sales process starts with a given person, then moves to a company and product.

You could have the best possible product, but unless you provide value to it, you will never make it into the new commercial relationship. Consider how to become a unique reference in your business sector, because that’s where you can provide value.

The importance of a proper Profile (presence)

Did you know that your Linkedin profile comes up when people search for you using a search engine such as Google, Yahoo or Bing?

Creating a Linkedin profile is not enough unless you keep it updated. As a salesperson, your Linkedin profile is of the utmost relevance, as it is your first step in the generation of confidence towards new clients. So take your time to include all the professional information in your profile (picture, summary, experience, groups...).

If you feel like getting a picture on your Social Selling Index (SSI) click on the following URL: https://www.linkedin.com/sales/ssi

Were you taken aback?

It could be helpful to consider that many companies in Spain already measure their salesforce in terms of their SSI.

Connecting, participating, sharing... (attitude)

Social attitude involves an action plan to connect with new people -besides joining groups and taking part in them- where we may show our expertise by sharing valuable content. You need a proactive attitude to create and spread valuable content that helps you position yourself as an expert.

 Fostering the right attitude can’t be done in a blink. You should include a time period in your daily activities to cater for your needs to interact with others. I advise you to make room for a 30-minute time period, as you need to make a call to action (first give) to the people you are interested in (then take).

Finding clients where they already are (searching)

Several factors are accountable for the change in the sales process, and the first and foremost impact in your client (which is now a 100% digital client) involves a significant time reduction and a wide variety to choose from.

The B2B social network in Linkedin is one of the best up-to-date databases, and it provides a golden opportunity for prospection. It is extremely effective in the generation of new opportunities.

Making your best to define your target client is essential for the generation of an action plan and it is fundamental when it comes to rising their interest in our services.

You should foster commercial tactics that include the sales process described below:

  1. Research
  2. Qualification
  3. We start a conversation in order to: Make ourselves known / Connect / Become relevant by sharing content

From this point onwards, you need to allow a given period of time to yourself, so that you can monitor what’s going around you (social listening). This is about promoting a change in your behaviour, with a view to strengthening sales platforms.

Starting a conversation (scheduling a meeting)

Once we are connected to our target and we have allowed for a long enough time period (7 days) to monitor responses to interactions (remember what we said about attitude) it’s time to take action and start a conversation.

The action involved in starting a conversation should lead to the scheduling of a meeting.

Now it’s time for you to get ready for the next step. Your client is a 100% digital client, he accesses information using a cell phone, he is socially connected and able to have access to information in real time.

Can you imagine providing your CRM with the possibility to improve the management of your relationship with your customer? Linkedin makes it possible for you. Shall we move on?

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