Sales Tips: How to Write a Memorable LinkedIn Group Comment
Comments within LinkedIn Groups can be valuable prospecting tools. Use these sales tips to write memorable comments and attract new business.
June 25, 2014
Anyone can write a quick "Great post" comment within a LinkedIn group or discussion -- but sales professionals need to be noticed for more than a passing acknowledgement.
The goal here is to add additional insight to the discussion, gain feedback from other members and/or position yourself as a knowledge resource. If you can become known as a problem-solver, then your chances of landing a warm lead increase significantly.
In fact, people who post and engage in Group discussions get an average of four times the profile views as inactive members.
Make your comments memorable and relevant by following these sales tips:
Make the comment meaty.
The Like link is there for a reason – it represents the bare minimum for engagement with a post or comment. Posting a short, generic comment won’t put your name on the prospect’s map either – you’re better off just clicking the Like link and moving on.
We’re not here to perform the bare minimum – and your prospects are looking for insights from industry experts like you. Take the time to read the post, digest the content and craft responses that address their concerns or viewpoints. Don’t be afraid to (cordially) challenge them if you feel they can do something better.
If you put in the bare minimum, you will get the same in return. There are more than 200 conversations occurring each minute on LinkedIn, so there’s plenty of room for discussion.
Acknowledge the discussion topic, and then tie it to a personal perspective.
Making the transition from the post topic to your own perspective can be tricky. You want to offer your insights without hijacking the thread. The key practice is to respond within the context of the post topic while adding personal insights.
If the prospect asks a question to the group at large, answer it first – then explain your reasoning. Include examples of how your rationale can work in practice – and tie it back to the prospect’s stated concerns.
If your target prospect is another commenter on the thread, keep the conversation within the boundaries of the original post – but ask new relevant questions to encourage your prospect to engage further.
Ask follow-up questions.
One-word responses to passive questions offer little insight for your audience. Even if the original question itself is tailored to invite a simple response.
You can expand the discussion by responding with additional questions. This also has the added benefit of leveraging your audience for sales ideas.
While you want to portray yourself as a problem-solver and industry influencer, it never hurts to present new questions for the audience to discuss. This can help rejuvenate a stale discussion and attract new prospects.
NEVER state your selling intentions outright.
Commenting and engaging should be part of your overall sales strategy – but those comment boxes aren’t made for sales pitches themselves. We are in the prospecting phase right now, looking to gather as much information about our target audience while establishing credibility for later sales maneuvers.
In truth, you’re not looking to sell your products or services at this stage – you’re looking to sell yourself. Prospects will learn about your company from your LinkedIn profile – so hold the sales language until they’ve shown that initial interest. Comments within LinkedIn Groups can convince prospects to make that initial step.
Don’t sidetrack the conversation.
Thread hijackers are almost universally despised on social networks – they jump into an existing conversation and turn it completely off-track. Gradual departures from the original topic are generally accepted, but hijackers often attempt to disrupt the conversation with irrelevant information.
It’s a social media best practice to stay on topic within a commenting thread – and it’s simply good form when engaging with clients. Keep the conversation on-track – and if you’re the original thread author, work to eliminate hijackers whenever they arise.
On average, LinkedIn members join seven groups for professional and personal reasons. Conversations are shared daily – make sure to join in and follow best practices to attract new prospects.