Biggest Mistake Business Owners Make on LinkedIn
Many sales professionals make the same mistake with LinkedIn. They use it as a sales tool when no one likes being sold to.
Consider this: if you went to an in-person networking event, you wouldn’t saunter into the room, toss around a bunch of business cards and then walk out. This is impersonal at the least and rude at the worst.
This is similar to selling on LinkedIn when no one really cares about you until they know how much you care about them. Additionally, how can you determine that your offer will be readily accepted if you don’t know more about those prospects you’re aiming for?
You want to come across less “salesy” and pushy with your product or service. So keep these few rules in mind:
Ask permission to connect.
Instead of using the default wording on the LinkedIn connection request, customize your message by adding context as to why you want to connect and ask their permission.
Here is an example: “Hi [name], I’m interested in expanding my network of sales leaders in the Vancouver area. Would you be open to connecting on LinkedIn? – Trevor”
Focus on the challenges your prospective clients face in their roles or businesses.
You need to show people that you care about their challenges. The best way to do this is to ask questions.
Remember, the most common reasons that professionals are on LinkedIn include network building, career advancement, and skill development. Look for their biggest problem in addressing these goals, and you will be able to present your services in a non-salesy way.
Your questions can be as simple as, “Many of my customers in your industry indicate that X is their biggest frustration. Do you share this insight? What keeps you up at night?”
Consider what you would like to be asked then ask those questions.
Provide value for free to encourage relationship-building.
There are a variety of ways to provide something of value for free, including information and training. Some practical ways to execute your expertise include training videos, discovery calls, or white papers. Those you share this information with will appreciate your efforts to help their needs.
Keep this in mind – more than 60% of buyers indicate that they respect a salesperson who shares knowledge and insight. That means there is no reason to shy away from reaching out for new connections.
Think about how you would reach out to someone in person and remember to treat them as you would like to be treated. If your message may offend or annoy the recipient, then focus on adding value first.
Need more helpful tips to leverage LinkedIn in growing your qualified sales pipeline? Check out the 7 Step LinkedIn Funnel Checklist.
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- Biggest Mistake Business Owners Make on LinkedIn - January 7, 2019
- 5 Ways to Use Your LinkedIn Profile to Attract Clients - December 27, 2018
- Online and In-Person Networking: You Need to do Both to be Successful - May 2, 2018
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