LinkedIn is a powerful sales resource, a wealth of information at your fingertips. Gone are the days of the yellow pages; making cold calls a thing of the past. Still relatively underutilized in our industry, mastering some basic skills today will foster consistent opportunities for the future.
Showcase Your Brand
First of all ensure your page, business page and employees’ page is 100% complete and up to date with a professional profile image, a creative/ feature background and relevant, well-written information. This makes you business-ready for any opportunity that may present itself. LinkedIn is a platform where you present your brand, showcasing the best of what you do and why people should choose to work with you.
Search And Gather
Secondly, search and research. When planning your weekly sales targets, the best strategy is to type your prospect business into the search field. This can assist you to gather names and positions of the person you need to target.
Follow the companies you would like to work with. Businesses are becoming more open to the use of LinkedIn, posting for quotes on events, theming, catering, audio visual supply etc. By following and being active on their company page, you will not only have access to these posts, but have knowledge of the businesses past experiences and brand position on events. Following company pages and connecting to specific targets, will create opportunity.
Lastly, daily interaction with your connections is vital. Like, share, comment and continue to connect. Join groups to give you a larger network to communicate with. This sales process keeps your profile visible to your potential prospect. Be credible though. Only like, comment or share on points of value, you have knowledge of and, most importantly, have read properly.
LinkedIn means you are truly that; connected to business that could use your product or service and know just how to find you. Seek out the best connections, let them know who you are, what you can do, how you can assist, and be there, ready for them when they approach.
Using this tool means there is no reason to make a cold call again. From now on only perform researched, planned and qualified sales calls to reduce your workload and increase your conversion rate.
By joining our Sales Skills to Convert training day on Wednesday 26th July, you will be taught the language to use when making a sales call, how to qualify your targets and how to increase your conversion rates.
Nicole Bates, Managing Director, shares sales strategies and solutions for your hospitality business.
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