Whether you’re just learning or you already know how to prospect for sales, LinkedIn is a must-have platform for salespeople.
Social media is terrific for connecting with new prospects. But of all the social networks, LinkedIn is especially helpful when you’re learning how to prospect for sales, because so many businesses and salespeople use the platform.
There’s more to prospecting with LinkedIn, however, than just checking in on your story feed every day. There are lots of tips and tricks to help you make the most of your professional social media usage.
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How to prospect for sales: Why LinkedIn is a salesperson’s best tool
LinkedIn is the obvious first choice when thinking about how to prospect for sales through social media because the platform was designed for professional communications and activities. For example, you’re more likely to find business-related content on LinkedIn social posts than you would on Facebook or Twitter. And, with LinkedIn, you can learn about people’s job titles, skill sets, and the companies they work for, among other things.
LinkedIn is also the best source for lead generation. Some research suggests that, for social media, LinkedIn is the source of 80% of B2B prospects. And, LinkedIn also boasts 3x more visitor-to-lead conversions than Twitter and Facebook. While it may not be the most popular social network, it’s undoubtedly the most beneficial when it comes to boosting your sales.
There’s more to it, though, than browsing through profiles. Professionals who know how to prospect for sales on LinkedIn know that, yes, that might find you a lead here and there, but the social platform has plenty of other useful features to help you find new customers.
Start by posting content relevant to your business. Doing so connects you with your audience right away and also helps establish you as an expert in your field. The best part? When you post, LinkedIn notifies your network so they’ll always know about the new content you’re putting out there. This is one of the easiest ways to create a buzz among potential buyers.
Make sure you reply to notifications about people in your network, too. It’s a good way to stay in touch with former customers who may become customers again. Congratulate them on work anniversaries, promotions, and job changes. You can even wish them a happy birthday.
A third strategy is to join and become active in LinkedIn Groups, particularly ones your prospects have already joined. Write some posts, make comments on posts that other people make, and engage with the group. The result is a community that trusts you and your business, making them much more likely to become customers.
Try attracting leads through your company page. Instead of just providing information about your business, include pictures, product information, and customer reviews, as well as a link to your website.
And did you know that you can export a spreadsheet of your LinkedIn network? This allows you to quickly search for the people who might turn into leads. Not only that, but it’s a great feature to help keep a CRM like Call Logic up to date with customer information. Just export the spreadsheet and import the data into your CRM. Easy!
How to prospect for sales: Expert tips for LinkedIn users
Perhaps you already know how to prospect for sales using these strategies. But, wait! There’s more!
Every day, check out the “Who’s viewed your profile” link just under your profile picture on the landing page once you log in. These people already found something interesting about you or your business, which makes them some of the best people to reach out to. Just make sure that your privacy settings aren’t set to “anonymous” or you won’t be able to see who’s viewed your profile.
Another tip is to read through skills endorsements of current customers. You may find other people there who could benefit from your product or services. Industry people spend a lot of time together, and many of them know each other, so it makes logical sense to use your current network to sift through for more leads.
Finally, remember that LinkedIn is still a social platform. Be careful not to be too sales-y. Write posts from time to time about things you’re passionate about, elements that might not even necessarily be connected to your business (though they should still be professional posts). Interact with people often and demonstrate an interest in the things they have to say. In short, allow people to see that you’re human and not just concerned about your bottom line. After all, forging relationships is, above all else, how to prospect for sales not only on LinkedIn, but anywhere.
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