LinkedIn isn’t just for job seekers. With nearly 740 million members in over 200 countries and territories across the globe, it’s a valuable tool for anyone looking to grow their book of business.
Social media allows you to build the “Know, Like, and Trust” factor in relationships, whether in your personal or business life. It’s especially valuable in our new normal, where face-to-face interactions are much less common than in previous times.
Use LinkedIn to prospect, engage, and maintain relationships with your potential and current customers. Below we’ll expand on these three ways you can use LinkedIn to improve your sales network.
How to Improve Your Sales Network with LinkedIn
Everyone with a livelihood dependent on sales numbers should already have a LinkedIn account. If you don’t, stop now, create yourself one, and follow these three steps.
- Override the default current job title in your headline and create one that depicts who you help and how you help them.
- Add a photo so people can recognize you.
- Fill out your current job title and description.
Continue to fill out the rest of your information as time allows, but at the minimum, be sure to complete the above.
Now let’s jump into the three ways you can utilize LinkedIn to expand your sales network!
- Prospecting – Start your prospecting journey with LinkedIn’s Search feature. Enter a title your prospects generally hold into the Search bar and then use the filters to narrow the results on factors such as location, industry, current company, connections, and more. Look for individuals you have a common connection with and request an introduction.
Another way to prospect with LinkedIn is by joining Groups your prospects would be interested in and looking for new connections there. As a Group member, you have the ability to contact other Group members, even if you’re not connected.
- Engaging with Prospects – As you begin to connect with your prospects and join Groups, you’ll want to engage with them. Comment on others’ posts with your thoughts, answer questions, ask questions, and share helpful content (yours and from other people) to build your credibility.
- Maintaining Relationships with Customers – LinkedIn offers many great ways to keep in touch with your connections. Here are a few to get you started:
- Use the suggested actions under your Notifications tab. LinkedIn will recommend sending a message about your connections’ work anniversaries or birthdays.
- Share content from around the web with a sentence or two of your own thoughts.
- Create short posts or longer LinkedIn articles to grow your reputation as an expert in your field.
- Leave Recommendations and give Kudos (LinkedIn’s version of a shoutout) for connections you’ve worked with.
Are you using LinkedIn as a sales tool? If not, this is your sign to start!