Your lead generation process is falling short. What can you do to improve it?

Go back to the problem. Go back to the problem solved that the customer cares about. Often, messaging becomes insular, internal jargon. "We" know what we mean and assume our customers will as well, they don't. Speak there language - talk about what they care about from a 100 different angles.

Social selling is leveraging social media to cultivate relationships, establish authority, and add value for prospects. It's about building trust and rapport, not just pitching products. Effective social selling increases reach, visibility, and reputation, leading to more lead generation opportunities.

O primeiro passo é olhar Social Selling como um projeto, definir um owner, definir ferramentas e treinamento contínuo, principalmente no uso correto do LinkedIn.

For me, social selling is a form of content marketing. It's about being present when a buyer has a pain point with helpful and engaging content. If you are there at the right time, in the right place, with the right content, you will get the business.

To ensure a successful social selling campaign, focus on these key steps: Define Clear Objectives: Set specific goals aligning with your business objectives. Know Your Audience: Understand your audience's needs and preferences. Content Relevance: Share valuable content that resonates with your audience. Engagement is Key: Actively engage with your audience through comments and messages. Consistent Branding: Maintain a cohesive brand presence across platforms. Analytics Tracking: Monitor campaign performance regularly and adjust strategies accordingly. Build Relationships: Cultivate genuine connections to foster long-term customer relationships. Remember, authenticity and value-driven interactions are key to a successful campaign.

A well-crafted profile not only reflects your personal brand but also helps in attracting the right audience. The emphasis on a professional yet approachable profile picture cannot be overstated as it's often the first element that catches someone's attention.

If you think about your LI profile it is about you and your work, not the other way around. Ask your clients, partners, introducers and colleagues for what they think you are good at, or perhaps why they work with or buy from you and capture that. Most often it is your personality, outlook, belief, behaviour, style and more and yet 86% of profiles we've reviewed (nearly 20,000 now) left out their personality and hence themselves yet that human aspect is one reason people engage. Yes you need value proposition (business and personal), yes you need keywords, outcomes and the difference but you are an essential part of this. Also capture evidence of excellence and impact through testimonial, through what you write, and recommendations too.

Your social profiles are critical for a first and last impression. They are used by our prospects to validate our credibility. I teach my clients to share their expertise but also display their personality and values. Be authentically you. I don't like overt boasting so show your passion and interest in solving problems and creating value for your customers. Create a complete profile with helpful and friendly language. Include images and media to highlight your capabilities. Use keywords and dropdown suggestions to improve your findability.

Optimizing your social profiles is crucial for lead gen. Ensure your profiles showcase your brand and expertise, with a clear, friendly photo and a headline that highlights your role and value. Include keywords, achievements, and testimonials in your bio. A clear call to action, inviting prospects to connect or visit your website, is a must. Keep your content fresh and updated to maintain engagement.

Optimizing social profiles is crucial for lead generation. Ensure your profile reflects your personal brand and value proposition. Use a professional, friendly photo, and craft a compelling headline highlighting your role and expertise. Include relevant keywords, achievements, and testimonials in your summary. Add a clear call to action, encouraging connections or website visits. Regularly update your profile with fresh, relevant content to maintain engagement and visibility.

To connect with ideal prospects, use tools like LinkedIn's advanced search to filter by criteria like location, industry, and job title, matching your buyer persona. Engage in relevant online spaces such as hashtags and groups. Interact with prospects' content meaningfully. Send personalized messages showing genuine interest and explaining your outreach's value. Consistently follow up and nurture these connections with relevant content, guiding them through the sales funnel.

The number one thing that annoys senior leaders of companies is a pitch slap, the connection, followed by a message or value prop - just stop! Yes it feels good to connect but this is not the best route forwards. Use LinkedIn to find the people that can make the introduction for you, use the real life network to cut through the noise, and leverage a referral to have a conversation and meeting to discuss their challenges, their troubles and then fit your value proposition to that as opposed to connect and slap. Someone asked me at a conference keynote last week "what was the worst thing that can happen if you send a connection invite?" I said they accept it. Put yourself in their shoes, think how you feel when you get a message.

Be very very careful not just with our tool choice but also your rules and automation as it is very easy to mistakenly, and efficiently do the wrong things at scale. This not only destroys your chances of success but also reflects poorly on you and your business brand too. Tools have a place, people have a place, make sure you use the value of each appropriately.

Never underestimate the power of two things - context and conversation. Context can be transformative for how sellers engage in social selling, but also the results if they take the time to research and understand the buyers context too before any pitching. Conversation is a two way process between sales leadership, sellers, and clients. Understanding where each is coming from, their viewpoint, aligning the paths forward to these will set a path, which can be tracked and measured, towards success for the seller, manager and client too.