Three ideas to help you attract more sales targets to your LinkedIn account
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Transcript of Three ideas to help you attract more sales targets to your LinkedIn account
Most sellers Most sellers Most sellers Most sellers
are are are are
accidental accidental accidental accidental
LinkedIn LinkedIn LinkedIn LinkedIn
users ….users ….users ….users ….
… they hear … they hear … they hear … they hear
about it about it about it about it ––––then then then then
joined up!joined up!joined up!joined up!
Often sellers don’t think about how they want to use LinkedIn to help them sell …..
.. They just experiment
For sure they For sure they For sure they For sure they
will use will use will use will use
LinkedIn to LinkedIn to LinkedIn to LinkedIn to
research sales research sales research sales research sales
targets!targets!targets!targets!
Sometimes sellers think they can use Linked for direct marketing purposes …but ‘cold calling via LinkedIn’ can get you into trouble both with the people you target and LinkedIn!
To attract customers on LinkedIn need to seeseeseesee the
world and position yourself & your company offering
from their perspective
Think!
Buyers use LinkedIn for many
parts of the buying process …..
1. To do research and become better educated on product.
2. To search for potential suppliers using their industry
terminology.
3. To get recommendations on potential suppliers
4. To get evidence of supplier being relevant to their vertical
TIP 1: You need to align your profile with what
your market is looking for … don’t just post your
CV and expect results?
TIP 2: - Sit down with your sales
team and decide what are the
� Job titles
�Key words
� Phrases
� Industry terms
…..that your sales
targets use when
searching for your area of expertise
For exampleDavid Malone
Training Consultant | B2B Sales Coach | Keynote Speaker |
LinkedIn for Sales | Inside Sales| Influencing Skills | AA-ISP
Ireland
Professional Training & Coaching
3. Consider dropping your job title into your extended
summary
ie.linkedin.com/in/davemalonesalescoach/en
1. Use some of the key words your sales target will use to search for your expertise in your headline summary
2. Change your LinkedIn public URL to reflect both your name and your expertise
� Be relevant to their sector (Target market)� Be current
� Avoid being advertorial or self serving � SHOW YOUR EXPERTISE, EXPERIENCE AND INSIGHT!
���� Be ‘littered’ with key words topical with their industry challenges
� Be practical it must have take away action points
���� Be factually correct���� Keep it short!Keep it short!Keep it short!Keep it short!� Be approved by your organisation before you publish!
���� Have a call to action to allow them get in touch with you.
Your Content needs to ……..
Tip 3