The rising popularity of social media and its widespread use for professional networking with LinkedIn (which currently has over 350 million users) offers salespeople a chance to improve their performance through a concept called social selling. Since communication and people skills have always been important in sales, selling of course has never been antisocial, but this new term refers to the use of social media for prospecting and connecting with customers. Especially through the advancement of mobile technologies, social selling has become even more convenient and crucial in achieving sales success in our digital era.
A recent HubSpot blog post by Leslie Ye shares 10 quick and important tips to get the most out of social selling, which are introduced by Melonie Dodaro’s post at Top Dog Social Media. Ye says a daily effort for following these tips will take less time than watching an episode of Game of Thrones, which confused me as a big fan of the show who thinks each episode lasts just a few minutes. Even though it may sound too good to be true, Dodaro’s efficient tips can improve the social selling performance of a salesperson who is willing to dedicate just around 30 minutes a day.
These LinkedIn recommendations for social selling include: joining groups relevant to your target audience, sharing and publishing valuable content to increase exposure, having a connection to introduce you when reaching out to second level connections, and following content shared by prospects, clients and their companies. Such simple yet effective tips will keep salespeople engaged with their professional network at a sufficient level, improve their sales, and add to value to their organization.
Dodaro’s infographic can be seen below, which also highlights three essential prerequisites to keep in mind before launching a social selling campaign on LinkedIn. Although these tips better fit the needs of a salesperson in a B2B selling environment, by tailoring your social media efforts to better align them with the recommendations below, you can be more proficient at professional networking in any field of business. Now the question is: “Do you honestly have to watch that fourth Game of Thrones episode today?”
Written by Furkan Ozunal
Furkan is an undergraduate marketing and finance student at the University of Washington’s Foster School of Business. He loves skiing, the Turkish rock band Duman and the sports club Fenerbahce.