Selling On LinkedIn
Niraj Kapur
Overcome sales objections, ghosting, prospecting challenges and generate more sales. Personalised 1:1 Sales & LinkedIn coaching. Group Training also available. 30 years international selling experience.
I never thought this would happen to me.
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One of the stars of BBC’s Apprentice looked at my LinkedIn profile.
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Did he try and build a quality relationship?
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No, he did something unbelievably stupid. He took my email address and spammed me.
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Not only did he spam me, but the email above that he sent was truly awful.
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I don’t believe in shaming people, so I’ve blocked his identity. I do believe in learning from mistakes and empowering people to sell better.
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If someone gets to the final of BBC’s The Apprentice?- which is actually quite impressive - and they're awful at sales, that shows how much people struggle with selling.
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So how do you sell better on LinkedIn? As someone who has rebuilt their business after the horrors of divorce and isolation of lockdown – and then been awarded LinkedIn Top Voice in Sales by LinkedIn HQ, I have valuable insight that will help.
1.Get Personal
Looking at someone’s profile, failing to connect, then taking their email and spamming them is a horrible idea. Sending a personalised invite is a smart idea. What do you say on a personalised invite? What you like about their post is a good start. If they don’t post on LinkedIn, then talk about something you read on their website or on Google.
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Why?
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Because most people don’t do this and it helps you stand out.
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2. Understand Your Customer
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Is it okay to sell? Absolutely. Selling is the foundation of your business. At the same time, the people you want to do business with often get bombarded all day with sales messages – so you need to be better or different from the rest. What problem do they have and how are you going to solve it?
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3. Build The Relationship
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Once they accept your invite, DO NOT under any circumstance, send an email with “hope you’re well” “here’s my calendly invite” or “What day suits you for a meeting Tuesday or Thursday?” You sound like a cliché and who wants to do business with someone like that?
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Keep adding value, then send a video or voice note. Why? Because your energy, tone and enthusiasm come across better.
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4. Share Social Proof
There’s a lot of people showing off on social media that they’re international speakers and there’s never an audience in sight. That they crush their numbers and make 6-figures a year without a testimonial. Get your customers to do the taking for you and get them to tag you in on posts about the value you gave. Wear your LinkedIn recommendations with pride. Show audiences you speak to.
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5. Don’t Give Up
Most people try selling once and give up. Business is in the follow-up, so you need to keep trying. Check out this video I posted last week about getting onto a podcast I had always dreamed of appearing on - A fantastic client in London heard me on this podcast and hired me immediately https://www.dhirubhai.net/feed/update/urn:li:ugcPost:7077620131870203905/
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Click the ?? next to my profile to ensure you get valuable content every time I post.
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If you want to generate more sales in business and to kick ass on LinkedIn, DM me for 1:1 coaching or group training.
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My 3rd book, Business Growth: Lesson Learned From Divorce, Dating and Falling In Love Again, is available on Amazon.
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Outsourced Marketing Expert. Helping Small & Medium Businesses Attract Clients Through Strategic Marketing Content. B2B. Strategy. Social Media. Digital. MPRII
1 年I’m starting to have the policy that if you inmail me and it’s totally spammy, I delete the message. If someone connects and immediately spams me, I unfollow. To me, the issue seems to be old fashioned marketing tactics where perhaps people still haven’t been educated enough or they are not willing to change their mindset. I love Louise Brogan example of going to a networking event and how in person you wouldn’t straight away start selling but start a conversation and I think that mindset is still the missing education piece when it comes to all things digital
The GOAT of Sales and Leadership Skills Development. Get huge growth by applying techniques used by elite sports teams. Don't train salespeople and managers, develop them.
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1 年Good article, Niraj. Punchy. Nicely summarized. But I think what caught my attention most was how you're helping businesses grow from lessons learned out of divorce and dating. Yikes! I'm glad there was a happy ending, because I would think it'd be more of a survival guide I'd be looking up to you for otherwise! ??
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1 年I love that you took such a negative and used it as a teachable moment Niraj Kapur. I've had similar SPAMMY emails and I often wonder WHY people do this? Can it really work?