10 tips for sales people using linked in


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10 tips for sales people using linked in

  1. 1. Inside Sales Series 10 Tips for Sales People using LinkedIn From Evolve Consultants on November 22, 2012. By David Malone LinkedIn is changing the way we gather prospecting intelligence in the B2B sales arena. Yet, many Inside Sales professionals set up their LinkedIn profile without fully thinking through how they intend utilising the application as part of their prospecting strategy. "Build it and they will come" may have worked for Kevin Costner in the movie "Field of Dreams", but its a recipe for failure in LinkedIn. In this blog, I will put forward 10 tips that will assist you get noticed by and connected to the people who really want to meet on LinkedIn ...... sales prospects and former customers whom you lost touch with.* Part 1 - (Tips 1 to 5) 1. Complete and optimise your profile - its your LinkedIn DNA Complete your profile out 100%. Attach a resume or company bio to your profile. Include all your job roles in your profile. Make sure you include a decent business photograph of yourself. Include your entire employment history. Many people only include changes of employer on their profile. This is a mistake. You need to include all internal job postings within a single employer. Remember, some of the people you are trying to connect with may only remember you for a specific role you held for a short period of time with one employer. © This article is copyright of Evolve Consultants 2012
  2. 2. Inside Sales SeriesMake sure you include all educational programmes you may have successfullycompleted (and the location of same).Tip 1: Make sure you optimise your profile by describing your professional expertise using the key words potential sales targets will search under.Example: If you are accountant specialising in working with high net worth clients you might need to ensure phrases such as: - Specialise / Family Trusts / Tax Advisor / Investment Expert / Blue Chip ... etc, appear in your description of your expertise.2. Purge your old rollerdex and reach out via LinkedIn.Many inside sales professionals have rollerdex full of business cards from previousbusiness lives. I recommend you try and track down some of your old and lapsedcontacts by using the advanced search facility on LinkedIn. Heres how you do it. (1) Open the advanced search facility and type in the persons name (b) Type in the company name as it appears on the business card (c) Under the company name button you have the option to click either past (employer) or current (employer). * You should be able to identify the individual by matching the job title on the business card with the past / current employment experience section on their profile.Tip: If you have their existing email address but havent been in touch in some time,then you might email them in advance of sending the LinkedIn invitation remindingthem of how you are connected and telling them of the pending invite. © This article is copyright of Evolve Consultants 2012
  3. 3. Inside Sales Series3. Make connecting with existing customers part of your account management process.Reach out and connect with all existing customer contacts. Make it part of youraccount management protocol. Once you are connected you can track theiractivity and profile updates. By doing this you can do things that add value such as Comment on articles / blogs they post on LinkedIn. Answer some of the questions they post to LinkedIn (assuming that you have the expertise) Congratulate customers on promotions and movement to new places of employment. Introduce them to some of your connections (as you deem appropriate)Tip: Follow your customers company page - not just the individual contacts you have in that organisation. © This article is copyright of Evolve Consultants 2012
  4. 4. Inside Sales Series4. Follow sales targets as wellAll Inside Sales professionals have a list (sometime referred to as the dream list) oftarget companies that they want to talk with. Many of these target companieshave LinkedIn pages. Follow these company pages. It might just be the differencebetween finding that conversation angle or not. Once you get past that 1st conversation with them, invite them to get LinkedIn with you. This offers you several advantages. Once you are connected they will most probably check out both your profile and your contact base for commonality and mutually trusted business contacts.5. Join groups and make a contributionJoining appropriate groups and making a contribution to the conversation withinthat forum can be a great way to get noticed for your expertise. Its also a usefulway to build credibility with potential sales targets.Remember, once you join a group, then members of that forum become accessibleto you as if they were 1st degree contacts of yours. However, before you rush off tojoin a multitude of groups here are some considerations to mull over. Select your groups carefully. There is no point joining a very large number of groups unless you will have the time to look at the activity within the group on a regular basis. Pick groups that (a) Are relevant to your targets and customers (b) Allow you show your expertise © This article is copyright of Evolve Consultants 2012
  5. 5. Inside Sales Series (c) Is an openly managed group where possible (which means your contributions get posted automatically)Ends:Next week * Part 2 - (Tips 6 to 10) davemaloneinsidesalescoach + 353 1 853 20 75 www.evolve.ie info@evolve.ie Ireland’s leading sales performance authority © This article is copyright of Evolve Consultants 2012