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3 Ways to Boost B2B Sales Through LinkedIn Social Selling

DW Blog
June 13th, 2016

With social media growing rampantly, it has evolved into an effective channel for the sales team. You may be surprised that deals could be clinched through the use of LinkedIn too.

Here are five strategies sales representatives can consider implementing to drive revenue:

1. Add Prospective Customers and Share Their Content with Your Network

Make an effort to connect with your leads! When you have access to content they like, sharing them would mean having a strong conversation with them. This becomes crucial if you lead publishes original content as sharing would indicates your support. Remember though, when you invite your prospect, always send them a tailored request to connect. Selling is way better received when it feels like a 1-to-1 relationship, rather than a blanket message to all people. As social selling magnate Nancy Nardin would say, “Social is personal!”

When you start connecting with prospects, their activity will show up on your feed and it would eventually lead you to another opportunity.

2. Warm Introductions

Proven to be more powerful than a customer invitation, LinkedIn automatically finds people who you and your prospect have in common. Through this, you can connect with more people whom you know mutually.

Eg: I would be the sales rep and Elaine would be the prospect I’m looking to reach. Once I see that Sharon is a joint connection, I could reach out to Sharon and ask her if she would be comfortable with giving me a warm introduction to connect with Elaine since they went to the same college. After this introduction, I can steer the ship—but this makes reaching Elaine much easier than coming in cold.

3. Arrange a Meet Up

Upon building a connection and extending a warm introduction, it becomes an opportunity to organise a meet up session to establish a personal connection with the individual. Every new person you meet would mean additional potential clients too. By organizing one, it’d also indicate your interest in getting to know someone better on a personal level instead of

Credit: http://blog.marketo.com/2016/05/5-ways-to-boost-b2b-sales-through-linkedin-social-selling.html