The Internet has changed the process of buying and selling. Today, buyers have the power to research a company they are buying into, their products and services, executives and competition to a simple employee, like us.
This 2019, there are 5 opportunities that salespeople could use on LinkedIn to gain new customers and help expand their relationships with existing ones.
First, share regular content on a regular basis. This will help you be in the mind of buyers as they see your content and place yourself as a trusted advisor. Having your brand known by buyers will help you become the first person they contact when they are ready to get involved and engage.
Second, share content on LinkedIn which shows how you have helped other companies achieved their goals. If the buyers see this content and if they are ready to buy, you are in a good position for an engagement. With this, you could also enjoy the amplification effect of social media, where your content is shared by someone in your network. This moves your content into the feed of the sharer and your message to buyers in that person’s network. In this way, your content gets shared to your friend’s or contact’s network which could potentially or eventually sell.
Third, display a right mix of content. It is advised that you can share information or content about your company 50% of the time. 25% of your content should be about the industry that you are in, and trends or useful information for your buyers. The other 25% should be a topic that you are passionate about. This would give your brand a sense of humanity and would help in selling your brand. Keep in mind that people buy from people whom they could trust.
Fourth, follow potential buyers on social media. By doing so, you will be able to understand what is important to them in business and life. When you have understood these important things you will be able to tailor fit messages to them. Try to add yourself to the buying cycle earlier to influence the decision-making process. Acknowledging important moments for the buyers helps in building relationships with them.
Fifth, search LinkedIn to find buyers. Look into social insights and see what is important to them in business and on a human level. This will help you find the best path for a meeting. This could start with a warm introduction from a common or trusted contact in the network. To increase these opportunities, connect daily on LinkedIn with every person You have had a meaningful business or personal interaction.