How do you sell on LinkedIn?

Jab jab jab punch. That's what Gary Vee says apparently. Sounds a little aggressive to me.

Wafty wafty wafty fluff manifest. Does this person ever sell anything? OR do they spend all their time creating reels and forgetting to sell.

(Can I just say, this inspiring comparison comes via Chris James hilarious cameos from Vicki Handley at Atomicon this week)

How do you manage to use a social media platform effectively for business?

We talked about why you are on LinkedIn a few newsletters ago. I think that landed with quite a few of you.

I am here to build my business.

I got a message from someone in my network asking if i knew someone who helped people with their LinkedIn profiles and content. I realised that maybe I need to be a little clearer on the messaging about my own business!

So how do you find a balance?

I have a strategy to share with you today. (thank goodness otherwise this would be a fluffy manifest type distraction ??). One that I need to remember to apply to my own content.

I checked the first draft of my book - working title - LinkedIn for Real People - and I mention the word SALES only 28 times. In 30,000 words. So I think I need to add a little more in there.

My content has been a little busy with speaking at events, attending events and growing my YouTube channel (we are over 30,000 subscribers people.... can we take a moment please ??) . I need to remember to let you all know what we do as a company. Without being all salesy and, frankly, boring.

Here's our process:

We record one video a month. Let's use a client as an example.

Before the video session, the client and I work out what they want to be known for and what they want to focus on.

We create content that helps the viewer/reader understand more about the area you work in. Let's take Barbara. Barbara works with corporate clients who want to develop leaders and their teams.

Barbara's video content discusses real life examples of issues she has worked through with clients. She suggests tools and techniques to help you work through these issues. Or at least to consider there may be ways to deal with things a little better.

We create video that gives Barbara's ideal client/viewer some hope and inspiration.

What we want to do then, is let them know how they can find out more and take the next step.

Taking the next step with video

How to include sales in your LinkedIn strategy

Make it easy for someone to work with you. Share how you work with people. Remind them of your offerings. This can be done in a very conversational way.

For example, already in this newsletter I have let you know that we create video for LinkedIn with our clients - not by selling you the service, but by including my story about Barbara above. You can also be very specific about how you set up your LinkedIn. Here are some steps to do today:

1. Add an appointment booking software/link to your profile.

You can use something like Calendly. I use a fantastic dashboard software called 17Hats which not only lets me book appointments but also create proposals, monitor leads, and even get paid. I include that link in the following places:

• in the About Section
• in the Featured Section
• if you have Premium, add this as your Custom Button link

2. Invite people to speak to you

Sounds so simple. At the end of your video, add a call to action

When you upload your video post or written post, why not invite people to get in touch to find out more?

I suggest you do this on a 1-in-4 cadence. Share valuable help and advice in all your content but consider adding in a call to get in touch on every fourth post. Say you post twice a week, that means you directly invite your network to speak to you twice a month. Sounds reasonable and do-able, right?

This video is a slightly longer one as it was recorded live - so watch when you have a little more time. How to convert your conversations into leads and sales (slight comedic moment- the guest didn't turn up so I ended up doing a solo LinkedIn live - in the first minute you can see how I share what we do with the viewers)

3. In the DMs

DMs. Not the Demilitarised Zone (I was once in the DMZ in Vietnam pre-children... wow I loved that country). The Direct Messages.

Here's why I love messaging on LinkedIn.

We connect with people, we have conversations and comments out in the main newsfeed. But when we get into conversation one to one in the messaging, that's where you can pick up real leads.

If someone connects with you and says how they loved what you said on a podcast, simply ask them if they'd like some help with that.

You get to know if someone is a potential client. Sometimes they come directly out and say they need your help. Othertimes they connect because you resonated with them. Say thanks. Keep showing up and sharing your content. People WILL reach out when they are ready.

This week alone, I had two of my network get in touch to say they'd like to have a chat about our services.

You need some volume here folks. In terms of content AND network. This won't happen if you have 150 people in your network and post once a month.

Let's commit to showing up, sharing our expertise and yes, inviting people to reach out if they are looking for the service or product you sell.

(I am so tempted to set up an accountability group on this... let me know if that appeals. Paid of course. ??)

This is the opportunity to my sales experts to jump in with their suggestions here. What would you recommend?