Networking: It’s an essential element of succeeding in sales, but it certainly isn’t easy. Perhaps you’ve mastered networking at events and over the phone, but now that a digital option – LinkedIn – exists, another complicated layer has been added, and you may be wondering how to make connections with this relatively new tool.
While learning the ropes of LinkedIn takes time and patience, here are a few dos and don’ts of the professional social network to help you get started:
- Do use a professional profile picture. Facetime is an integral element of the sales process. While a prospect seeing your picture on LinkedIn isn’t itself face time, the ability to put a face with a name and company is an important reference point for potential customers before and after meetings in person.
- Do make your messages personalized. When reaching out to prospects, do what you can to make your messaging personalized. Something that appears to be a form letter sent out to anyone and everyone will likely go straight to the digital trash bin.
- Do add meaningful updates to your profile. Besides keeping your professional information up to date on your LinkedIn page, be sure to update it every so often with links to things such as your company’s newest blog post or industry news.
- Don’t reach out to potential connections without doing proper research. You wouldn’t cold call a prospect without doing proper background research first. As LinkedIn connections are also potential customers, use the same logic; before reaching out, you need to understand a potential connection’s challenges and be prepared to explain why being connected with you is advantageous for them.
- Don’t use too much jargon when reaching out to potential connections. Very few people are fans of jargon. For better reception of your messages, keep things simple.
- Don’t forget to use spelling and grammar check. While your profession is sales and not editing, people are still likely to question your professionalism if your profile is riddled with errors. Make an effort to keep your copy neat and clean.
This brief overview is just the tip of the iceberg when it comes to leveraging new technologies and tactics in the sales process. Contact us today if you’d like more information on how we’ve helped other companies build winning sales organizations.