{"id":1024,"date":"2020-12-09T15:46:00","date_gmt":"2023-10-18T15:46:16","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=1024"},"modified":"2023-10-18T17:35:31","modified_gmt":"2023-10-18T17:35:31","slug":"step-by-step-how-to-make-a-sale-using-linkedin","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/step-by-step-how-to-make-a-sale-using-linkedin\/","title":{"rendered":"Step By Step, How To Make A Sale Using LinkedIn"},"content":{"rendered":"\n

\u201cHi [NAME], I see we share some of the same connections and I was hoping we could schedule a call to discuss your business needs in 2021!\u201d<\/p>\n

People send cold messages through LinkedIn Inmail like this all the time, but that doesn\u2019t mean it\u2019s a best practice for startups who really want to grow their sales. Quite the opposite, in fact. <\/p>\n

Selling on LinkedIn<\/a> begins with recognizing what it is, and what it isn\u2019t. <\/p>\n

LinkedIn is a social network. It is not just the digital equivalent of an old-fashioned rolodex, or an email list you buy from a third-party firm. <\/p>\n

Yes, many of your customers are likely on LinkedIn<\/a> today, but they didn\u2019t set up their profile so they could become leads for sales reps. <\/p>\n

People use LinkedIn because they want to advance in their careers \u2014 and that\u2019s what you should keep in mind as you use the platform strategically to build relationships<\/a>. <\/p>\n

Where LinkedIn meets sales<\/h2>\n

One way to approach this Is a journey those relationships take from LinkedIn to your CRM. <\/p>\n

The relationship might start on LinkedIn, for instance, but as you get to know someone better and gather relevant data about their pain points and buying preferences, that data will only make your CRM more powerful. <\/p>\n

There aren\u2019t really any short-cuts to this process, though. You need to treat LinkedIn more like an industry event where there are already compelling keynote speakers garnering a lot of people\u2019s attention. <\/p>\n

Your way in is by acting like someone who strikes up a conversation during a networking break. Behaves thoughtfully and professionally enough that your prospect is willing to have the relationship evolve into something more. <\/p>\n

Here\u2019s a three-step primer on how to do that in a way that feels natural, while still helping close the deal: <\/p>\n

Step One: Establish yourself as a provider of value<\/h2>\n

People buy from people \u2014 particularly from people they feel that they can trust. <\/p>\n

One of the great things about LinkedIn is that it gives you a way to earn that trust on a day-to-day basis. <\/p>\n

Share articles that provide insight into problems you know your target market Is facing, whether they mention your product and service categories or not. <\/p>\n

Leave a comment on someone else\u2019s post that clarifies a common misperception about an industry issue, or showcases your expertise based on interactions with your customers. <\/p>\n

Create a LinkedIn Story. This is one of the platform\u2019s latest features, which can involve a mixture of photo and video. LinkedIn Stories is where you could offer a glimpse into how you\u2019re serving your customer community in real time. <\/p>\n

All these habits build up over time to show you\u2019re not just there to sell, but to help.<\/p>\n

Step Two: Build connections when and where prospects will be ready <\/h2>\n

You can sit in front of LinkedIn for hours, blindly sending out connection requests to your target prospects and hoping a portion of them will be accepted. Or you could do it in a way where the connection request will not only be welcome, but expected. <\/p>\n

Let\u2019s say you\u2019ve just watched someone who might be a potential customer leading or speaking in a webinar. If you registered for the event, your name will already be on their list, and even if the prospect hasn\u2019t scanned that list, they\u2019ll know you would only have seen them if you signed up. Send a connection request afterwards, with a note thanking them for one of their key points and the hope you can stay in touch. <\/p>\n

The same approach works when you read a blog post a potential customer wrote, or if you\u2019ve seen one of their LinkedIn posts pop up in your feed because a mutual connection liked it or commented on it. A connection request can be much more compelling when it comes with a warm referral, just like it does though any other channel. <\/p>\n

Also, don\u2019t forget to send connection requests after initially meeting a customer, even if it\u2019s just via phone call or videoconference. You may already have their contact details, but LinkedIn provides a way for them to continue seeing your content and learning more about you between the times you formally discuss a purchase. This can help build the relationship in a highly organic fashion. <\/p>\n

Step Three: Smoothly transition from LinkedIn to \u2018real life\u2019<\/h2>\n

You\u2019re probably not going to be sending quotes back and forth through LinkedIn. People won\u2019t be signing contracts on the platform. You\u2019ll probably run through your final pitch in another channel. <\/p>\n

It can be a bit of an art to know when it\u2019s best to take LinkedIn relationships to the next level. In some cases your customer might be the one to take the lead. Perhaps they notice a post you write on LinkedIn that suggests your firm is serving firms like theirs, and they send an InMail asking to arrange a meeting or call. That\u2019s the ideal situation. <\/p>\n

Failing that, you can add a gentle suggestion to connect without coming on too strong. Maybe you comment on one of their posts and offer an answer to a question they\u2019ve posed. A sentence like, \u201cWe\u2019re actually helping customers deal with this kind of thing today. DM me if you want to hear more\u201d could encourage them to send a direct message. It might also signal to other prospects who read the comment that they should get in touch with you, too. <\/p>\n

You don\u2019t have to be that public in your sales efforts, though. Instead, you can simply reach out in a more traditional way \u2014 like email \u2014 and simply mention what you saw from them on LinkedIn that caught your eye. This shows you\u2019re paying attention to them and their concerns, rather than randomly inquiring if they\u2019re looking to buy something. <\/p>\n

Startups often struggle to win over their first big customers. That makes LinkedIn a particularly helpful tool in making connections that turn into sales that build their credibility and reputation. <\/p>\n

<\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"

\u201cHi [NAME], I see we share some of the same connections and I was hoping we could schedule a call to discuss your business needs in 2021!\u201d
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