Social Selling Tips and Tricks

1. Sales Navigator:
Advanced Training
Mike Callaghan
Relationship Manager,
LinkedIn Sales Solutions

2. %75
of B2B buyers now use
social media to be more
informed on vendors
5.4
people are now involved
in the average B2B buying
decision
%90
of decision makers say
they never respond to
cold outreach
How well have you adapted to this new normal?

3. Leveraging Insights (Passive Prospecting)

4. Listen for social triggers that create selling moments
Passive Prospecting
Rachel StewartRachel Green
Chris JeffersRob Fox
XYZco
XYZco
XYZco
XYZco Ben Green:
XYZco

5. • Share by saved lead
• New lead
• Mentioned in the news
• Lead update (e.g., job
change)
• New team connection
Hot
Medium
Insights are inbound leads
Passive Prospecting

6. Social Selling (Leveraging Relationships)

7. Remember, we are asking for a favor
Selling through relationships – Introductions
Silver Bullets
Request intros when they will
have the most impact
Make it easy
Offer to ghost-write
the intro email
Follow-through
Close the loop with
the introducer

8. 3 …or send an InMail
2
Ask for an introduction…
1
Warm Introductions: What’s the best path in?

9. • Fast and lightweight, yet powerful
• Best used on less senior prospects or if connection is tenuous
• Appropriate to name drop without permission
Name Drop
Selling through relationships – Name Drops

10. 3 Keep it short
4 Nurture socially
5 Have a great profile
Engage leads with Effective InMail Messages
1 Personalize
2 Build a conversation
Demonstrate that you’ve done your homework
Mention a common contact
Refer to a common LinkedIn group
Comment on a LinkedIn group posting
Discuss a common company, experience, or personal interest
based on reading their profile
Ask for an opinion
More “salesy” InMails get lower response rates.
Instead start a conversation.
Be polite, brief, and to the point. Shorter is better.
Listen for social triggers that create selling moments (News
Feeds, Actionable insights)
Save Accounts and Leads
Engage with content (Like, comment, re-share)
The first thing an InMail recipient will do is review your profile.
Poor profiles reduce InMail response rates.

11. Greg,
First, great presence on LinkedIn and great engagement – your
endorsements in digital marketing are impressive.
I am the XYZ company contact here at LinkedIn and was inspired to
reach out after reviewing your profile and seeing you are the VP of
Business Development.
XYZ company has 10,600 unique connections to 4500 different
companies on LinkedIn. I’d love to show you how to leverage this
data to identify decision makers and drive new business.
Do you have time this week to connect for a quick call?
Best,
Mike
LinkedIn Sales Solutions
Social
Who You Are
Purpose of Outreach
/ Benefit
Call to Action
InMail Example

15. Next steps
1. Build and save a search
2. Save at least 20 leads and 10 accounts
3. Ask for an introduction to a 2nd degree connection
4. Using insights gained from sales updates, send a
personalized InMail
Download tip sheets:
• Using TeamLink for Introductions
• Use Keyword Modifiers

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