How to Create a LinkedIn Social Selling Strategy
What is your LinkedIn social selling strategy? If you don't have one—or your sales team isn't generating leads on LinkedIn—you're not alone. In fact, most dealers and reps are mimicking the mistakes of marketers.
They're relying on attraction and influence tactics. Instead, trust your selling instincts to an effective LinkedIn social selling strategy.
Avoid what we already know doesn't work: influencing. Help your reps start provoking prospects. The key to unlocking more appointments is compelling prospects to share pains and ambitions sellers can work with—not hoping to influence them into action.
Why Your Sellers Are Failing
A sales rep or dealer's LinkedIn profile can be a lead generation magnet. Likewise, groups, direct messages and InMail can be too. So why are sellers experiencing such poor results?
LinkedIn experts keep pushing techniques that FAIL. Not because they're bad people. Because their ideas are simple to execute. Too simple.
"I think it is so unprofessional when people just keep regurgitating or recycling articles that they wrote in the past or sharing links over and over to try to gain interest," says Mike Reed. Mike is a front line rep for a client of mine who's asked to not be named.
This is why most sellers fail. They're going to modern-day battle with pitchforks being sold by self-appointed experts. Many of which have never sold anything!
"Next thing I know is that seller or subject is now being seen as credible (by their superiors) just because they are constantly in regurgitating information," laments Reed.
And the beat goes on. Monkey see, monkey do—we fail more.
What You REALLY Don't Have Time For
I know many sellers say, "I don't have time to invest in a LinkedIn social selling strategy." My clients tell me this daily. Plus, most don't know what to do with it—and how to go about it.