Social Selling - A Day in the Life of a Social Selling Powerhouse
Discover the keys to dominating social selling on LinkedIn. Follow a day in the life of a power seller and increase your social media sales today.
February 4, 2014
Chloe calls herself a LinkedIn power user. LinkedIn is where she gets her leads and shines among her fellow sales team. She is a full-fledged believer in social selling and her results speak for themselves.
So how does Chloe dominate social media sales on LinkedIn? For starters, she combines connectivity with marketable attributes that make her that rarified social selling rock star.
Curious how she does it? Take a look at Chloe’s typical day to see where you might carve out time to leverage social selling.
7:45 a.m. – Check Pulse on her smartphone. Chloe likes to get up-to-speed even before she arrives at her desk. She’s taken the time to tailor her news feeds to receive professional insights and content that matters to her industry, her customers and prospects.
By forwarding pertinent information to a handful of decision makers – including a personalized message - she’s elevated the relationship to that of a trusted and valued resource.
8:05 a.m. – Send introductory InMails to the leads she acquired via Lead Builder. Using custom criteria, Chloe is able to find new accounts that she can begin nurturing. But first she looks at the expanded profiles of her prospects and identifies one or two characteristics they have in common, such as people they both know. She wants to be certain that her introduction resonates with each person and tailors her message accordingly.
10:30 a.m. – It's an alert, but a welcomed alert. New leads arrive in Chloe's inbox thanks to the advanced feature in LeadBuilder that helps her identify prospects that match her criteria.
Not only can she save her search to access and modify later, but she also set up the search to run automatically to send alerts when the system identifies new prospects. In addition, LinkedIn Sales Navigator’s TeamLink feature allows her to take advantage of the entire company’s vast network of connections. She’s increased ten-fold the number of prospects that are within reach.
Now, fresh leads representing her best prospects are delivered to her inbox regularly poising her to be able to take action.
Noon – Networking luncheon.
1:30 p.m. – Make new connections. Chloe uses every opportunity to expand her network of connections. Gathering the business cards she received while attending the noon industry event, she promptly invites members to connect with her. Since the contacts are recent, this is the perfect opportunity to connect and create a plan for any contacts that might be prospects.
2:30 p.m. – Upload her new accounts to uncover hidden connections and find the path to higher quality prospects. Because Chloe has access to TeamLink, she automatically sees how everyone in her organization is connected with her stakeholders.
This is crucial for Chloe because her technology solution almost always requires a number of decision makers signing off on the contract. Using advanced search, she can build her stakeholder map. When she saves her search, Lead Builder lets her stay on top of any changes within the company and act accordingly.
This extended network opens the opportunity for a number of new introductions with prospects prioritized by the strength of their connections. Having this information at her fingertips also saves her an enormous amount of time because she doesn’t have to go looking for it.
2:00 p.m. – Update her profile to include a new skill. Chloe’s just received advanced certification in her field and wants to promote this accomplishment. When she updates her profile under Honors & Awards, the message will go to all her connections, keeping her top of mind and increasing credibility.
3:00 p.m. – Recommend a client. The first rule of social selling is “you have to give in order to receive.” Chloe chooses to be proactive by writing a sincere recommendation for a current client. In helping build other peoples’ reputation, she is one step closer to a mutually beneficial relationship; and maybe even a recommendation for her will follow.
3:30 p.m. – Sent strategic InMails to common connections. Chloe takes the time to include a personalized note, explaining who they know in common and the value she may add by becoming part of thier network.
Much has changed in Chloe’s career over the last five years. Instead of building a prospect list from cold calling, she’s building her own qualified prospect list based on social selling through shared connections and common interests.
Today, Chloe can leave the office feeling good about hitting her sales goals and confident that she’s connecting with the right people in a personalized, effective way.
Discover the tools to master social selling and become a LinkedIn power seller like Chloe. Visit LinkedIn Sales Solutions to learn how.