LinkedIn for Sales3 Tips to help you attract more potential customers on LinkedIn

David MaloneTrainer| Speaker | Consultant

www.evolve.ie

Most sellers Most sellers Most sellers Most sellers

are are are are

accidental accidental accidental accidental

LinkedIn LinkedIn LinkedIn LinkedIn

users ….users ….users ….users ….

… they hear … they hear … they hear … they hear

about it about it about it about it ––––then then then then

joined up!joined up!joined up!joined up!

Often sellers don’t think about how they want to use LinkedIn to help them sell …..

.. They just experiment

For sure they For sure they For sure they For sure they

will use will use will use will use

LinkedIn to LinkedIn to LinkedIn to LinkedIn to

research sales research sales research sales research sales

targets!targets!targets!targets!

Sometimes sellers think they can use Linked for direct marketing purposes …but ‘cold calling via LinkedIn’ can get you into trouble both with the people you target and LinkedIn!

It might be

time to stop

skimming at

LinkedIn’s

surface and

work out what

you want to

use it for!

To attract customers on LinkedIn need to seeseeseesee the

world and position yourself & your company offering

from their perspective

Think!

Buyers use LinkedIn for many

parts of the buying process …..

1. To do research and become better educated on product.

2. To search for potential suppliers using their industry

terminology.

3. To get recommendations on potential suppliers

4. To get evidence of supplier being relevant to their vertical

TIP 1: You need to align your profile with what

your market is looking for … don’t just post your

CV and expect results?

Here’s how ….

. Ask yourself –

“What areas of expertise do you want to be found for on LinkedIn?”

TIP 2: - Sit down with your sales

team and decide what are the

� Job titles

�Key words

� Phrases

� Industry terms

…..that your sales

targets use when

searching for your area of expertise

For exampleDavid Malone

Training Consultant | B2B Sales Coach | Keynote Speaker |

LinkedIn for Sales | Inside Sales| Influencing Skills | AA-ISP

Ireland

Professional Training & Coaching

3. Consider dropping your job title into your extended

summary

ie.linkedin.com/in/davemalonesalescoach/en

1. Use some of the key words your sales target will use to search for your expertise in your headline summary

2. Change your LinkedIn public URL to reflect both your name and your expertise

Idea!

Consider sharing your expertise via blogs, articles & white papers.

But what type of content will my

target market be interested in finding

on my LinkedIn profile?

� Be relevant to their sector (Target market)� Be current

� Avoid being advertorial or self serving � SHOW YOUR EXPERTISE, EXPERIENCE AND INSIGHT!

���� Be ‘littered’ with key words topical with their industry challenges

� Be practical it must have take away action points

���� Be factually correct���� Keep it short!Keep it short!Keep it short!Keep it short!� Be approved by your organisation before you publish!

���� Have a call to action to allow them get in touch with you.

Your Content needs to ……..

Tip 3

and remember

“Day by day, you become what you do”

!

www.evolve.ie

davemaloneinsidesalescoach