Social Selling: 5 Ways Not to be Sleazy (And Close More Deals)

We all know that LinkedIn offers business professionals the ability to network focusing primarily on professional interactions. Which makes LinkedIn pretty different from Facebook, Twitter and other social media platforms. It also means that many people jump into a sales conversation WAY too early!

While advertising and marketing products through social media can prove financially beneficial, abusing your connections on LinkedIn with hard sales tactics can really backfire! However, you can create a great rapport with your prospects by focusing on social selling. If you are interested in expanding your online footprint and want to move into LinkedIn Social Selling, here are five steps and methods you need to utilize.

ONE: Create an Effective, Professional Profile

LinkedIn is different from other social media accounts. It is important to treat it differently. Every aspect of the profile must showcase a professional look to it.

This begins with adding a background image that reflects your business brand. And if you can add your contact info to it, more power to you! Are you graphically impaired? You can find someone of Fiverr.com to do it for you. Or go to RelayThat.com and use their LinkedIn Background template (your first 10 images are free - that's what I used on my recent background image)

You will also want to add a professional photograph. And zoom in! With the new User Interface, the image is small, so yu want to be recognizable. No long body shots. No goofy duck lip insta-images. People are not looking for friends on LinkedIn. They want business partners they feel confident buying from.

The more information you put about the company in the profile the better. This includes adding a summary (2000 characters), providing media such as a video introduction, presentation or other content can showcase your business as well. If you have any videos on your website make sure to include these on your page. Media is proof and adds credibility.

TWO: Leverage Connections

LinkedIn is all about networking. Through networking, you form mutual connections, just as you would in the traditional business world. Nurturing these connections can lead to sales. Should you identify a connection between you and another business or individual you wish to sell to, do what you can to nurture this mutual connection. LinkedIn shows you whom you have in common (now under Highlights) so actively nurture and leverage that relationship. Not only can you learn more about these potential buyers through the connection, but prospects will feel more inclined to do business with you if they have already done business with a mutual friend or previous (or current) client. Use Introductions and ask for referrals!

THREE: Connect With Your Top Clients

Grab your past and current client list and start connecting on LinkedIn! It doesn't matter if it is a lone individual or a larger business - make sure to connect with your clients.

Nurturing and growing new relationships just through social media can take time. As you already have a strong rapport with your customers, this connection will do one of two things. First, it helps build your professional relationship with the current client. Second, it may lead you to additional customers similar to your current top tier clients. Either way, it helps boost sales and leads while using the LinkedIn Social Selling advantage.

FOUR: Monitor Your Client's Feeds

Clients will update information about their own business or professional needs. By staying on top of their real-time information, you instantly gain a beat on if they need additional products or services you can offer. The more you know about your clients and what they are doing, the better off your own business is. Perhaps your client just signed a major expansion deal and you know they will need more of your company's products. You can customize a marketing plan, create new sales services or offer a discounted price based on the new client information. In the business world knowledge is power, so educate yourself on your clients. Also, feel free to congratulate them on any business advancements they make. Gratitude can go a long way.

P.S. - This is WAAAAY easier to do in Sales Navigator.

FIVE: Publish Content

This is a feature far too few users on LinkedIn actually use. However, that is good for you because it will help you stand out from the competition and position you as an expert. (Well, if your content is any good). You may be surprised as to the different ways you can use Publisher. Not just blog posts, but videos, SlideShare, even podcasts! (Just make sure to get and add transcriptions!)

Publishing content on LinkedIn gives you access to a host of advantages. First, it keeps your profile constantly in front of your connections. They will receive notifications on when you publish new material (both in Notifications and on their timelines.) The content can prove insightful and answer vital questions a client may have about your business. Your published content can also attract new connections who may never have found your profile otherwise. There really is no reason why you shouldn't publish content to LinkedIn. It is easy, you're likely already publishing content to other social media accounts, and you'll reap the rewards from doing so. Go here to access Publisher.

Wrapping Up

LinkedIn is a free network you need to take advantage of. Not only does it expose your business to potential clients and partners you'd typically never come in contact with otherwise, but the networking aspect makes it a vital tool in growing your company. Now, by taking advantage of different LinkedIn Social Selling opportunities, you can directly profit off of the social media account. All you need to do is begin implementing these five different tips.

And of course, my latest book, 101 Ways to Rock Your Personal Brand is all about - just that!

About Viveka

Viveka is the author of "LinkedIn Marketing: An Hour a Day" and "LinkedIn: 101 Ways to Rock Your Personal Brand" and is featured in LinkedIn's "Sophisticated Marketer" eBooks and is known internationally as the “LinkedIn Expert”.

CEO of Linked Into Business, and HighQualityLinkedInLeads and also hosts the biggest LinkedIn chat on Twitter on Tuesday nights. Forbes has listed her as a top social media influencer, and she has been cited in Money Magazine, Ragan, CNN, Forbes, Mashable, The Miami Herald, Social Media Today and The Social Media Examiner!

PS - Please feel free to SHARE this article with your connections!

Learn more about how to use LinkedIn the right way on my LinkedIn Learning course: LinkedIn For Business

#LinkedInLearning

#SocialSelling, #Sales, #LinkedIn Selling, #LinkedInTips