The #2 way to sell more by using social media is to harness the power of people and relationships to get things done and the single most powerful relationship building and relationship harnessing social media resource is LinkedIn.
Now a lot of readers will say it should be #1 and for the longest time I would have agreed with you. I do agree it is the social media tool with the biggest number of different ways it can be used to sell more but in the last year I have found a social media tool that provides users with the most powerful information to sell more.
There are so many different ways to use LinkedIn to sell more that Amazon lists over 200 books on how to use LinkedIn.
Here are my three favourite ways to use LinkedIn to sell more:
- Company Search: A search on a company lets you know who to target and the best way to get to them. The #2 most powerful Trigger Event is when there has been a change in decision makers at a prospect. These people who recently experienced the Trigger Event of being hired or promoted are the ones most likely to have interest in your products or services. When you do a company search you can see who recently got hired and who recently got promoted. A company search also lets you see who in your network works there now and who use to work there. Those in your network who use to work there can give you some valuable insight or context for your sales pitch and those in your network who work there now are the ones likely to make the most valuable introductions.
- Contact Information: Someone who was a customer in their last job is likely to become a customer in their new job. Being connected via LinkedIn give you access to their latest contact information and with this contact information you can reach out to congratulate them on their new position and see if and when they will have a need for your products or services in their new position.
- Profile Organizer: Keep track of all your interactions with your connections – I have a personal plus account which allows me to use LinkedIn’s new profile organizer. This allows me to organize contacts and even keep notes on my activities with each person. The best part is you don’t have to be connected with someone to add them to a folder or make notes. It’s like a mini Customer Relationship Management (CRM) system. Sometimes it’s not worth the time and effort to add every prospect’s contact and company information into your CRM tool until there is enough activity or interested in becoming your customer. Now there is a quick way to keep track of the early interactions without having to take the time and effort required to enter all that company and contact information into a CRM tool first.
So this month’s question is how else can you use Linkedin to create or harness relationships to sell more.Win $2,000 worth of Trigger Event services by submitting either a great example of, or great idea on, how to use LinkedIn to sell more. To win the $2,000 prize you must get the most votes for your answer. This month there is also a second prize of $1,000 worth of Trigger Event Selling services to the person who gets the second most votes for their answer.
Answers are submitted by commenting on this blog post. Answers are voted on by clicking on the button that appears at the end of each answer/comment.
Winners are announced the last Tuesday of the month – March 30th – so voting ends at Midnight (MST) on Monday March 29th.
Answers/comments need to be approved – to avoid spam – which typically takes just a few minutes. Contact me by phone (+1.403.874.2998), Skype (Craig.Elias), or this contact form, if you don’t see your comment approved within a few minutes of posting it.
Use the button below to Tweet , Stumble!, Digg, and email your friends so you get the most votes, because the voting system I use does not allow you to vote for your own answers.
Good luck & have an eventful week!