Social Selling
Jump to a section:
Have you ever found yourself frustrated, pouring endless effort into sales strategies that seem to fall flat? You’re not alone. But here’s a statistic that might just revolutionise your approach:
A staggering 89% of B2B marketers use LinkedIn for lead generation, and 62% report that it successfully produces leads for them.
Let that sink in for a moment. This isn’t just a trend; it’s a seismic shift in the sales landscape that no savvy entrepreneur can afford to ignore. In today’s digital age, LinkedIn has emerged as a powerhouse for entrepreneurs looking to drive sales and generate quality leads.
But why is LinkedIn so effective? And more importantly, how can you harness its power to transform your sales results? In this guide, we’ll delve into the world of social selling on LinkedIn, exploring strategies that can help you tap into this vast potential. Whether you’re a seasoned sales professional or just starting out, understanding how to leverage LinkedIn effectively could be the game-changer your business needs.
—–
Struggling to turn LinkedIn connections into real sales? Enroll in my FREE 5-Day Email Course to master the art of social selling on LinkedIn and grow your business. Learn proven techniques to build relationships and generate leads!
—–
I’ll let you in on a little secret: when I first started my business, I thought cold calls and email blasts were the golden ticket to sales success. Oh, how wrong I was! I spent countless hours dialing numbers and crafting emails, only to be met with silence or, worse, irritation. Talk about soul-crushing. I felt like I was screaming into an abyss, desperately hoping for someone, anyone, to hear me and respond.
Then I discovered how to use LinkedIn, and everything changed.
Traditional sales methods can feel like hitting your head against a wall—hard, slow, and often ineffective. Social selling on LinkedIn, on the other hand, opens up entirely new ways of reaching potential clients and closing deals.
To give you a clearer picture of how the two approaches stack up, let’s take a look at the differences between traditional sales and social selling on LinkedIn:
Aspect | Traditional Sales | Social Selling on LinkedIn |
Lead Generation | Cold calls, email blasts, in-person networking | Targeted outreach using Sales Navigator, personalised InMail |
Audience Reach | Limited to geographic area, local contacts | Global reach to decision-makers and influencers |
Sales Cycle | Lengthy, requires multiple follow-ups | Shorter cycle, built on trust and credibility through content |
Customer Engagement | Limited to phone calls, emails, in-person | Continuous engagement through posts, comments, and messages |
Scalability | Time-consuming and resource-heavy | Scalable through automation and tools like Sales Navigator |
Data and Analytics | Minimal, often reliant on manual tracking | Robust insights from LinkedIn analytics and third-party tools |
As you can see, the advantages of LinkedIn are undeniable. While traditional sales methods rely on manual processes and a limited reach, LinkedIn’s tools offer entrepreneurs the ability to scale their efforts, target the right audience, and create meaningful, lasting relationships—all while saving time.
So, are you ready to leverage LinkedIn’s potential and join the growing number of entrepreneurs who have transformed their businesses through social selling?
Picture having a magical device that connects you directly to decision-makers. That’s LinkedIn in 2024. With over 900 million users worldwide, it’s like having round-the-clock VIP access to the world’s largest business conference.
Here’s a mind-blowing stat: 89% of B2B marketers are using LinkedIn to find leads. That’s not just huge; it’s game-changing!
But LinkedIn isn’t solely about who you know—it’s about who you can reach. I once clinched a substantial contract simply by leaving a thoughtful comment on a CEO’s post.
Once I started using LinkedIn to share insights, join conversations, and showcase my expertise, opportunities started flooding in. Here’s what I love about it:
Plus, LinkedIn gives you data about how well you’re doing. It’s like having a business coach in your pocket.
B2B sales can be tough, but LinkedIn makes it easier. Why? Because it’s where your business customers hang out.
LinkedIn’s targeting tools are a game-changer. You can focus on specific industries, job titles, or even companies.
Want to connect with CEOs of tech companies in California? You can do that. Looking for marketing managers in small businesses? LinkedIn's got you covered. Share on XBut here’s the secret ingredient: share valuable content. Don’t just push sales constantly. Share insights, solve problems, be helpful. That’s how you build trust and pique interest in your offerings.
Lead generation on LinkedIn isn’t about bombarding people with connection requests. It’s about nurturing relationships. Here’s what works wonders for me:
Networking on LinkedIn is networking on steroids. You can connect with anyone, anywhere, anytime. I’ve built partnerships with companies halfway across the world without ever leaving my office.
Remember, don’t just amass connections like you’re collecting Pokémon cards. Build real relationships. Comment on posts, share insights, be helpful. That’s how you turn LinkedIn connections into real-world opportunities.
—–
Struggling to turn LinkedIn connections into real sales? Enroll in my FREE 5-Day Email Course to master the art of social selling on LinkedIn and grow your business. Learn proven techniques to build relationships and generate leads!
—–
Have you ever felt overwhelmed by the vast potential of LinkedIn for sales? You’re not alone. When I first dipped my toes into LinkedIn’s ocean of opportunities, I was like a child in a sweet shop.
So many people to connect with! But I quickly learnt that without a solid plan, I was just treading water. Let me share what I’ve discovered about building a strong foundation for social selling on LinkedIn.
You know that awkward moment at a party when someone asks, “So, what do you do?” and you fumble for words? That used to be me on LinkedIn. But then I cottoned on to how crucial it is to have a clear message.
Your main message is your LinkedIn superpower. It’s what makes people pause their scrolling and take notice. Here’s how I cracked mine:
Now, whenever I post or comment on LinkedIn, I always keep my main message in mind. It’s like a compass guiding everything I do on the platform.
Here’s a rookie mistake I made: trying to flog my wares to everyone. Trust me, it’s about as effective as a chocolate teapot. You need to know exactly who you’re chatting to on LinkedIn.
Think of it like fishing. You wouldn’t use the same bait for all types of fish, would you? Same goes for LinkedIn. You need to know what kind of “fish” you’re after.
Here’s how I narrowed down my target audience:
Once I knew who I was talking to, my LinkedIn efforts became far more effective. It was like switching on a torch in a dark room – suddenly, I could see exactly where to focus.
Let me debunk a few myths that tripped me up when I started:
I used to think this too! But LinkedIn is so much more. It’s a goldmine for building business relationships. I’ve closed deals, found partners, and even bagged speaking gigs through LinkedIn. It’s not just about finding a job – it’s about growing your business.
Oh boy, did I fall for this one. I used to send connection requests like they were going out of fashion. But you know what? Quality trumps quantity every time. I learnt it’s better to have 100 meaningful connections than 1000 strangers who never engage with you.
This was a hard lesson to swallow. I used to barge into people’s inboxes with my sales pitch straight away. Guess what happened? Crickets. People on LinkedIn don’t want to be sold to – they want to connect, learn, and build relationships. Now, I focus on providing value first. The sales follow naturally after that.
Remember, LinkedIn is a marathon, not a sprint. It took me a while to figure all this out, but once I did, my LinkedIn game changed completely. I went from struggling to get any traction to having people reach out to me for business opportunities.
Ever felt like your LinkedIn profile was as dull as watching paint dry? You’re not the only one. When I first joined LinkedIn, my profile was basically just an online CV. No pizzazz, no personality, and definitely no sales. But then I learnt how to turn my profile into a proper sales magnet. Now, I’m going to show you how to do the same.
Think of your LinkedIn profile as your 24/7 salesperson. It needs to look the business and say the right things. Here’s how to make it shine:
Your headline is like the cover of a book. It needs to make people want to read more. A good idea is to use it to tell people what you do and who you help.
For example, instead of “Marketing Manager”, try “I help small businesses double their online sales”. See the difference? One tells your job title. The other tells people how you can help them.
Here’s a trick I learnt: use keywords in your headline. These are words your ideal clients might search for. For me, that includes things like “digital marketing” and “sales growth”.
But don’t just stuff your headline with keywords. Make it flow naturally. Think about what your clients need and how you solve their problems. That’s what should go in your headline.
Remember, LinkedIn is a search engine. People look for skills and solutions. So, sprinkle relevant keywords throughout your profile. But always focus on how these skills benefit your customers.
For example: Change “expert in social media marketing” to “I boost your brand’s visibility through strategic social media campaigns”.
Your “About” section is where you get to tell your story. Don’t just list your skills like you’re reading out your shopping list. Tell people why you do what you do. Share a bit about your journey. Make it personal.
MaybeI start your summary with a problem your clients often face. Then, explain how you help solve it. You might even share a quick success story. It’s like a mini-movie that shows how you can help.
Here’s a trick: speak directly to your ideal client in your “About” section. You might start yours with “Are you a small business owner struggling to get online sales?” It’s like reaching through the screen and tapping them on the shoulder.
Your photo is your first impression. Make it count! I used to have a casual selfie. Now, I have a professional headshot where I’m smiling and looking approachable. It makes a huge difference.
Pro tip: Wear colours that stand out against LinkedIn’s blue and white. I usually put a vibrant colour in my background, and it really pops!
That big space at the top of your profile? It’s prime real estate! Don’t leave it blank like an empty shop window. I use mine to showcase my brand and a short tagline. It’s like a billboard for your business.
LinkedIn lets you add skills to your profile. Use them! But don’t just list every skill you can think of. Focus on the ones that matter most to your ideal clients.
Share your career path in the Experience section. But instead of just listing job titles, maybe focus on achievements. For each role, share how you helped clients or grew the business.
Finally, don’t be afraid to show what makes you unique. Maybe you speak three languages, or you’ve lived in five countries. These things make you memorable and can be great conversation starters.
Remember, your LinkedIn profile isn’t set in stone. Keep tweaking and improving it. I still update mine regularly based on the feedback I get and the results I see.
When I first ventured into the world of LinkedIn posts, I naively thought it was merely a platform for sharing job updates. How wrong I was! Let me share what I’ve learnt about creating content that truly resonates on this professional network.
Initially, my LinkedIn posts felt like shouting into the void—no one seemed to care. Then I stumbled upon these five types of content that genuinely spark conversations:
The key is to mix these different types of posts to keep your feed interesting and your audience engaged. Each type serves a different purpose, from providing practical value to sparking discussions and showcasing expertise.
Here’s a little secret: LinkedIn isn’t just about you—it’s about your audience. I learned this the hard way after boring everyone with my own achievements.
Now, before I post anything, I ask myself, “How does this benefit my audience?” I make sure my posts are either informative, solve a problem, or offer a fresh perspective.
For instance, instead of just announcing a new product, I offer tips on how to tackle the problem my product solves. That way, I add value whether you purchase from me or not.
Positioning yourself as an expert in your field is crucial. But here’s the catch—you can’t just claim to be an expert. You have to demonstrate it.
I started writing articles about trends in my industry. At first, I was nervous. What if I got something wrong? But I did my research, shared my unique insights, and guess what? People started seeing me as a go-to person in my field.
Don’t be afraid to have opinions. If a new regulation affects your industry, write a post explaining what it means for businesses. It is nerve-wracking to put yourself out there, but it positions you as someone who stays ahead of industry changes.
Here’s something I wish I’d known earlier: You don’t need to reinvent the wheel with every post. You just need to add your unique spin.
I once took a common business problem and shared my unconventional solution. It wasn’t earth-shattering, but it was different. That post got more engagement than anything I’d shared before.
Remember, your experiences and perspectives are unique. Use them to create content no one else can.
Creating great content is only half the battle. You need to engage with your audience too. I used to post and run. Big mistake!
Now, I stick around to respond to comments, answer questions, and keep the conversation going. It’s not just polite—it’s good for business. Some of my best clients came from these conversations.
Don’t just wait for people to come to you. Seek out posts from others in your network and contribute to those discussions too. It’s like networking, but from your sofa!
Here’s a hard truth: People can smell inauthenticity a mile away. When I first started on LinkedIn, I tried to sound “professional” and ended up sounding like a robot.
Now, I am just being myself. I share my real thoughts, admit when I don’t know something, and even crack the occasional (work-appropriate) joke. People respond so much better to authenticity.
Let me tell you about my biggest LinkedIn mistake. I used to send connection requests with sales pitches attached. Guess how many responses I got? Zero!
Now, I focus on building real relationships. I connect with people because I’m genuinely interested in what they do. I comment on their posts, share their content, and offer help without expecting anything in return.
And you know what? The sales come naturally after that. People buy from those they know, like, and trust. So focus on being knowable, likeable, and trustworthy.
Remember, LinkedIn is a marathon, not a sprint. It takes time to build a following and see results. But stick with it, be consistent, and always focus on providing value. Before you know it, you’ll have a LinkedIn presence that not only engages your audience but drives real sales too.
Have you ever felt overwhelmed by the sheer volume of LinkedIn tasks required to generate leads and nurture prospects? I certainly have.
There was a time when I spent countless hours each day searching for leads, sending connection requests, and following up. It was utterly exhausting!
Then I discovered the power of automation through LinkedIn Sales Navigator. It was like hiring a virtual assistant for my LinkedIn efforts.
Let me share what I’ve learned about making LinkedIn work for you, not the other way around.
Harnessing automation can significantly reduce the time you spend on routine LinkedIn tasks. By tapping into advanced features, you can streamline your prospecting and outreach efforts, freeing up more time to strategise effectively.
Sales Navigator is like having a Swiss Army knife for your LinkedIn sales strategy. This powerful tool allows you to automate and streamline various aspects of your outreach and lead management processes.
Here’s how Sales Navigator can supercharge your efforts:
One particularly effective strategy is what we call “passive networking”. You can use Sales Navigator to automatically save leads that match your ideal customer profile. While it doesn’t automatically view profiles, it does keep track of your saved leads’ activities, allowing you to engage at the right moment.
Efficient prospecting is key to optimising your LinkedIn sales efforts. Develop a system for identifying your ideal prospects using Sales Navigator’s advanced search filters. Create saved searches and receive alerts when new potential leads match your criteria. This approach ensures you’re always aware of new opportunities without spending hours manually searching.
To truly optimise your LinkedIn sales strategy, it’s crucial to track and analyse your performance. Sales Navigator provides valuable insights about your search usage, InMail performance, and SSI (Social Selling Index) score. Use this data to refine your approach continuously. For instance, if you notice certain types of InMail messages get better response rates, focus on replicating that success. Similarly, analyse the engagement rates with your saved leads to identify what activities resonate best with your target audience and adjust your strategy accordingly.
Remember, while automation can significantly boost your efficiency, it’s crucial to use these tools responsibly. LinkedIn has limits on actions like connection requests and InMail messages. Sales Navigator helps you stay within these limits, protecting your account while maximising your reach. It’s about building genuine connections, not spamming.
By leveraging automation effectively, you’re not just collecting leads—you’re cultivating relationships at scale. This approach can significantly boost your LinkedIn sales efforts, turning the platform into a powerful lead generation engine for your business.
Now, let’s get real. LinkedIn selling isn’t all sunshine and roses. There are frustrations. But don’t worry, I’ve been there, and I’ve found ways to overcome them.
This used to drive me round the bend. I’d craft the perfect message, send it out… and crickets. Sound familiar?
Here’s what I learned: personalisation is key. I started looking at each prospect’s profile and recent activity. Then, I’d mention something specific in my outreach. “I loved your recent post about AI in marketing” works far better than “I’d like to add you to my professional network.”
Also, timing matters. I found that sending messages on Tuesday mornings got me the best response rates. Test different times and see what works for your audience.
This is a tricky one. You want to make sales, but you don’t want to come across as pushy.
Here’s a top tip: focus on helping, not selling. Instead of pitching services right away, start by offering genuine value. Share insights, offer quick tips, or point people to useful resources.
For example, I once noticed a connection posting about a problem their business was facing. Instead of immediately pitching my services, I shared an article I’d written on that exact issue. They appreciated the help, and guess what? They reached out to me for more advice, which eventually led to a sale.
Remember, people buy from those they know, like, and trust. So focus on building those relationships first. The sales will follow naturally.
One last thing: be patient. Building a successful LinkedIn sales strategy takes time. There were days when I felt like throwing in the towel. But I stuck with it, kept refining my approach, and it paid off.
Have you ever felt confident about your LinkedIn performance, only to realise you couldn’t quantify your success? I certainly have. There was a time when I thought I was smashing it on LinkedIn – posting regularly, connecting with loads of people, and feeling pretty chuffed with myself. Then someone asked me a simple question: “What’s your ROI?” I froze. I had no idea. That’s when I learned the crucial importance of measuring success and refining my strategy. Let me share what I’ve discovered since then.
Remember, if you can’t measure it, you can’t improve it. Initially, I was flying blind on LinkedIn. Now, I track everything. It’s like having a dashboard for your LinkedIn efforts.
I started by keeping an eye on simple metrics:
But then I got smarter. I began to look at more meaningful metrics:
It was eye-opening. Some of my “popular” posts weren’t actually leading to sales. But some of my less flashy content was quietly bringing in leads.
Now, you might be thinking, “That sounds like a lot of work!” Don’t worry, there are tools to help.
Start by using LinkedIn’s built-in analytics. It’s like having a personal statistician. It shows which posts get the most views, likes, and comments. But that is just the start.
Try third-party tools like Hootsuite and Sprout Social. These tools are like having x-ray vision for your social media activity. They show you when your audience is most active, what types of content they prefer, and even suggest the best times to post.
Want to know the secret sauce to supercharging your LinkedIn efforts? It’s all about pairing LinkedIn with a trusty CRM sidekick. Think of it as creating your own VIP list of contacts that you actually own.
I use OnePageCRM, but there are plenty of options out there. The magic happens when you copy your LinkedIn prospects into your CRM. Suddenly, you’ve got a backup dancer that never misses a beat, even if LinkedIn decides to take an unexpected bow.
This dynamic duo of LinkedIn and CRM turns your social selling into a strategic masterpiece. It’s like giving your brain a digital upgrade – you’ll never forget a face, a conversation, or an opportunity again!
Alright, let’s bring it all together. Here’s what I’ve learned about making LinkedIn truly work for your business:
When I first started, I tried to connect with everyone. I ended up with a huge network of people who didn’t care about what I offered. Now, I focus on quality over quantity.
I’d rather have 100 engaged connections than 1000 silent ones. I take the time to research each person before connecting. I look for common interests or mutual connections. When I reach out, I mention something specific about their profile or recent activity.
This approach takes more time, but it pays off. My connection acceptance rate skyrocketed, and more importantly, these connections turned into real business opportunities.
Consistency is key on LinkedIn. I used to post whenever I felt like it. Sometimes daily, sometimes with weeks of silence. My results were as erratic as my posting schedule.
Now, I have a content calendar. I aim to post at least three times a week. But here’s the important part: I don’t just post and run. I stick around to respond to comments and engage with others’ content too.
I treat LinkedIn like a networking event. You wouldn’t go to a networking event, shout your message, and then leave, right? So don’t do that on LinkedIn either.
Here’s the biggest lesson I’ve learned: what works for others might not work for you. That’s why measuring your results is so important.
I check my LinkedIn stats every week. I look at which posts got the most engagement, which led to the most profile views, and ultimately, which resulted in actual business opportunities.
Then, I adjust my strategy based on what the data tells me. Maybe my how-to posts are popular, but my opinion pieces are the ones that lead to sales calls. Knowing this helps me focus my efforts where they matter most.
But here’s the thing: through all of this, stay authentic. People can smell insincerity from a mile away on LinkedIn. Share your real thoughts, admit when you don’t know something, and be genuinely helpful. It’s okay to strategise, but don’t let it make you sound like a robot.
Remember, LinkedIn is a long game. It took me months to start seeing real results. But now, LinkedIn is my number one source of new business. Stick with it, keep refining your approach, and trust the process.
—–
Ready to take your LinkedIn strategy to the next level? Join my FREE 5-Day Email Course to get actionable, data-driven strategies for optimizing your LinkedIn profile and boosting your sales. Don’t miss out—start learning today!
—–
Here’s the big question: Why is all this LinkedIn activity important today?
The sales landscape has shifted. Cold calls often remain unanswered, and emails can disappear into crowded inboxes. However, LinkedIn offers a unique opportunity to connect with ideal clients in an environment where business is already on their minds.
Moreover, in a world where trust is crucial, LinkedIn enables you to build that trust on a large scale. You can demonstrate your expertise, share client success stories, and engage in meaningful conversations, helping potential clients see you as a trusted advisor rather than just another salesperson.
So, why wait? It’s time to leverage LinkedIn for your sales efforts! Here’s what you should do right away:
I understand it might seem daunting at first—I’ve been there!
Remember, every expert started as a beginner. The key is to begin, learn as you progress, and continuously refine your strategy. LinkedIn has revolutionised my business, and it can transform yours too.
If you’re looking to take your lead nurturing efforts to the next level, don’t miss out on our comprehensive guide, Mastering B2B Lead Nurturing Strategies: The Ultimate Guide to Skyrocket Your Conversions. This article walks you through proven strategies to build relationships, boost conversions, and turn prospects into loyal customers.
About the Author
Margo Mulvihill is the founder of Where Digital Goes, a digital marketing agency dedicated to enhancing the online presence of founders and sales leaders. With over 15 years of experience in tech sales, Margo has developed expertise in social selling, sales strategy, and demand generation.
Specialising in optimising sales funnels through social media, conversion copywriting, and AI technology, Margo provides clear, actionable insights to C-level leaders, entrepreneurs, and commercial directors. Her focus is on helping clients achieve tangible results by maximising efficiency in their digital marketing efforts.
Margo’s commitment to driving real results with streamlined strategies has established her as a respected leader in the field.
Blog
Social Media Marketing
Want to elevate your sales through social media? Confused by the mixed messages about social selling? In this detailed post, we’ll debunk the five...
Build Your Audience
Did you know that a staggering 96% of people who visit your website aren’t ready to buy right away? Yes, you read that right—ninety-six...
Content Creation & Messaging
Here’s a surprising fact: Companies that blog generate 67% more leads each month compared to those that don’t. In today’s fast-paced digital world, content...
Marketing Automation & Lead Generation
Did you know? Companies with a documented marketing plan are 313% more likely to report success than those without one. Yet, in today’s fast-paced...
Session expired
Please log in again. The login page will open in a new tab. After logging in you can close it and return to this page.
