Do you have a LinkedIn profile? Most business people have one nowadays, but what does it really do for you? Putting your info online and crossing your fingers isn't going to get you any sales. Like most things in life, LinkedIn is what you make it.
So how do you start leveraging LinkedIn for the sales gold mine it could be? Sales trainer Jill Konrath wondered the same thing, and created an ebook on the subject, based on research and advice from social media experts. Here's a sample:
Lead Generation. Find and be found. Search by title and industry for the ideal contacts at your ideal customers. Search by title and company for specific target customers. Be sure your profile is complete and contains the appropriate keywords for your business so the people looking for your solution will find you. Endorsements/recommendations count for a lot - get them from people who have actually been your clients if at all possible.
Sales Acceleration. Search for people in your prospect's company who are not closely involved in your deal - preferably second degree contacts, not third degree. Ask for an informational interview. This is where strong, trusted relationships count for a lot - "light linking" breaks down here.
Ask your interview subject about the priorities that are going on at the company - what are the high-level factors that might be influencing the buying process. Be completely open/transparent. If you have a good solution and a really good referral to a true "friend of a friend," you will very likely find an internal champion in that person. This is the #1 technique that LinkedIn supports better than any tool.
To find out more about how LinkedIn can increase your sales, download the ebook from Jill Konrath in its entirety here: http://www.sellingtobigcompanies.com/linkedin
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