Welcome to Part 3 of our free mini series of blogs, aimed at giving B2B salespeople a rock solid basis for creating new business via Linked In.

In Part 1 and Part 2 we demonstrated how to get a great looking profile, which is of course essential, but a good profile is nothing without activity!

So here is Part 3 of our series, looking at using Linkedin for improving sales.

 

Searching For Prospects

Gaining Connections

So, we have some conflicting interests to deal with here, for us salespeople.

We want to connect with as many people as possible, particularly persons we don’t know in job roles relevant to our product or service.

Linked In itself, however, wants us all to only connect when we actually know the person we’re contacting.

Before we show you how to hammer the life out getting connected, let’s quickly check the “proper” ways of doing things!

LI gives you some good tools to connect with people you genuinely know, just click the Add Connections button at the top right to get started:

 

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Pop your email address in and follow the on screen instructions to add all your email contacts, simple.

OK, so let’s get a little more creative with this – try clicking the “Any Email” icon.

 

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Look down the page for the “Upload contacts file”  and “Invite by individual email” tabs.

These sections are perfect if you have a CRM system like Salesforce or Dynamics, or you have all your company leads on a spreadsheet.

You can upload the contacts file, or copy and paste email addresses (separate with comma), press the blue command button and it will send connection requests immediately.

It could be worth buying some email data if you’re serious about getting out to the most people possible, check our Services page.

OK, so there’s got to be other ways, right? Absolutely. The iPhone app is essential for attaining mass connections.

Click the small Linked In logo, top left of the main app screen, and select the add connections icon.

 

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Now, get your thumb ready and start hammering away at the little blue + logo next to each person’s name! The page continually refreshes as you add, so just keep adding, and adding, and adding…..

It’s a pure numbers game – yes some will ” I Don’t Know” you, but lots will gladly accept.

Waiting for a bus? Waiting for a call to come through? On the loo a little longer than anticipated? That’s when you spend time doing this!

 

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Some will argue that quality over quantity is the key to good connections, but I disagree.

This is where the next section comes into play heavily – the more connections you have, the more chance you have of achieving good numbers of “likes” and “shares” on the posts and content you put out on Linked In. Therefore you get more views, and consequently more conversations, more leads…

Occasionally Linked In bans people who are adding “too many” people, or getting too many “I Don’t Know” responses to their connection requests. This is nothing to worry about – simply fill in our contact form if this happens and we’ll happily give you a call and walk you through how to get around this issue 🙂

 

Creating Content

There are thousands of blogs out there helping people write content, so we’ll keep this brief.

People like engaging, interesting and unique content, fact.

Your Linked In presence should provide a shop window for you as a professional and knowledgable person in your field – an influencer, if you will.

Don’t just sell with your posts, as people will simply unfollow/disconnect with you.

A blog on your main company website is a great way to drive people from Linked In to your offerings (you’re reading this now!).

For your blog post links and sales posts keep them as short, snappy comments with the website address URL to provide a link to the relevant content. Remember to delete the URL link text once the preview has loaded up (this keeps the preview link but makes your post look a lot tidier!).

 

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Mixed in and around your sales posts should be things of interest.

This can be sharing links to news articles, great quotes, new technology and/or pretty much anything you can make a tangible link to your own business with!

Here’s a couple of examples of posts I’ve created that have had significant engagement:

 

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It’s worth noting how little the third “direct sales” post got far less engagement than the latter two – picking out current affairs and finding relevant points within is a sure fire way to get likes, comments and ultimately more people viewing your profile!

 

Who’s viewed me?

Fantastic tool for every sales person – it’s like being drip fed potential leads every day!

Essentially, you get to see everyone that looks at your profile, and if you’ve done as we described with your strap line (in Part 1 of our series) there’s a good chance they’ve clicked to look at you because your services may be something of interest.

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How do we use this? Get on their profile, take a look at their company website, find out what they do.

Ask yourself could your services or products be relevant to this individual – if they could drop the person an InMail or give them a call!

 

 

Lead Forensics

Lead Forensics is a third party tool that we use ourselves to great effect.

We’ve included it in the blog as it’s related to the “Who’s Viewed My Profile” section.

In short, Lead Forensics looks at the IP addresses of visitors to our company website, and matches this with huge database of company data.

It gives us clear matches to companies, with lots of info to help us research, such as company size, website address, turnover and contact details.

We are a Lead Forensics partner, so if this service is of interest complete our Contact Form and we can get you a free trial and a heavily discounted payment package!

 

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Company Names, Job Roles & Individuals

Profile Viewers and Lead Forensics together can give a great start to chasing a new lead, but how do you know you’re talking to the right person?

You can search Linked In for company names, job roles, individual names and more.

Using the Linked In search bar type we’ll work with a company name for example purposes.,

As you type Linked In auto predicts your search in a drop down menu like this:

 

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Select the company to view their Linked In profile, then click “See All” on the right hand side to view all employees:

 

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This then brings us to a search results page, with a left hand side bar that give us plenty of targeting options.

 

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We can use the sidebar options to focus the search right in on people in the right location and department for our products and services.

 

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For our example Nike we chose marketing, which brought the initial 30,000 results down to 779 – a much more manageable number to work with!

Now it’s time to research through the profiles and target the most relevant persons.

Again, we’ll talk about how to make actual contact in Part 4 of the series.

 

 

Advanced and Saved Search

OK, so we’ve now worked out how to hone and target our searching.

This can be saved and you can set up timed alerts for new additions and changes in the results.

Click the “Save search” button (it’s quite small, at the top right of the search results page).

This gives you a drop down menu to which you can name the search and save it to a list.

 

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That’s it for – get connecting and start selling more!