3 Steps to an Effective LinkedIn Sales Strategy
"How much time do I need to invest in prospecting on LinkedIn each day?" The answer may surprise you. Getting more response, and earning leads, means developing a LinkedIn sales strategy that sets aside the time investment question. Instead, focus on applying an exceptional, proven approach to LinkedIn.
Make sure everything you do on LinkedIn has one goal in mind: getting prospects hungry for more details, answers, short-cuts or satisfying experiences.
Put response at the heart of your LinkedIn sales strategy using a better idea: Make everything you put on LinkedIn create irresistible curiosity in what you (or your team) can do for prospects. Make what you say, and how you say it, foster hunger inside prospects. Then give them a way to act on it. Here's how to do it in three simple steps.
The Argument for a Better Way
Nothing says "ordinary" like the approach most of us are taking to LinkedIn profiles and groups. Hey, I've been there. I know what does not work: posting my latest blog article in groups and putting all kinds of bells and whistles on my profile.
Yet "LinkedIn experts" (most of whom never held a sales job!) say putting videos and multimedia is the key to success. No, it's not.
Videos, multimedia and words that grab attention, hold it and give prospects a reason to become a lead is one of a handful of keys to success.
Generating leads is not about video, Powerpoint decks or links to your blog. Your success relies on how (or if!) you structure these tools to create response-leads!
Step 1: Attract Prospects by Provoking Responses
Here's where to start. The idea is to start LinkedIn group discussions (or answer questions inside existing discussions) in ways that provoke questions and create opportunities to generate leads. The same strategy can be applied on your profile page.