For digital sellers, LinkedIn has become a valuable resource for gaining ad fostering sales leads. It provides a perfect opportunity to showcase your background and knowledge of your field and with its professional background allows for you to build relationships with colleagues who share your ambition. For those utilizing LinkedIn correctly, it can be vastly rewarding and an easy way to build a base for leads. For those who aren’t they’ll often find that their attempts to reach out are ignored, not realizing that they are the ones destroying their chances.
Below are some of the most common mistakes found on LinkedIn. By identifying and correcting these faults, you can improve your profile and increase your digital sales.
Have an undefined audience
Most people have LinkedIn profiles that are filled with connections. While looking at it from the outside, having this large network would be beneficial for digital sellers seems important. It’s not. For a digital seller quality truly trumps quantity when it comes to connections. Make a focused effort on who you want to connect with, have in mind what your customer is and build your network accordingly. LinkedIn’s search feature allows you to pinpoint your targets with precision, defining every potential connection with almost any professional characteristic you can think of.
Also consider how you approach your connections. You never want to create the persona of an online salesman. Instead, create a helpful and informed presence. Be someone who your connections will look to for interesting takes on your field. You were brought together as equal connections, not as a consumer looking to make a purchase. Treat it as such.
Connect for no reason
One of the most common ways digital sellers ruin their opportunities on LinkedIn is by haphazardly adding connections without having a clear-cut agenda. Connections are useless if they just exist as numbers on your profile. Find a good connection, then make the most of it.
Think before you press the connect button. What made you decide that they would be a good connection? Have they previously interacted with your content? Have they been referred to you as a potential lead? Did they fit your data as a potential buyer? Make sure you can answer that question before you move forward.
Also make sure to establish yourself as a good connection upon connecting. That includes taking the time and effort to write an introduction within your request, making sure to emphasize the value that your connection will provide. Make the best effort to come across as personable, avoid spitting out some standard script that most can read through. This is your opportunity to come across as someone who they will want to do business with, but only if done properly.
Poor follow-up techniques
Sometimes when you offer a connection, you will not receive a response immediately. This is common and treat it as such. Relax, avoid sending another message and coming across as some desperate salesman, and focus on building your LinkedIn profile. Share articles, contribute blog posts and generally interact with your current connections, providing a valuable presence on the platform. Be someone who you would want to connect with.
Follow up at least a week later. Offer an explanation as to why you wanted to connect and demonstrate the value your connection can provide. Remember don’t try to sell them anything. If you get no response from there understand that this may not be the right connection at the right time and have no hesitation in putting them to the side and moving on to more fruitful endeavours. The worst thing you can do is get hung up on an unsuccessful lead. LinkedIn has a massive base, with more opportunities only a click away.
Having a sub-standard profile
You have to understand that your profile is the only view your connections have into who you are and if you are worth having a relationship with. A poorly done profile is one of the easiest ways to kill ay chances you have of building connections and sales leads. A good profile can be achieved through relatively simple means, from having a professional and appropriate profile photo for your field to making sure that it includes key words that will bring connections to you.
Make sure your profile is filled out and include any potential opportunities for you to be contacted outside of LinkedIn. That includes email, contact numbers and other social media accounts. Make sure to regular publish posts to build your reputation amongst your audience and take the time to organize your connections, having easy access to your best leads while also knowing who can potentially become a good lead in the future.
Remember that building sales leads on LinkedIn can be quite difficult, particularly in the early stages when a digital seller is just beginning to build their reputation with a business that isn’t well-known. It will take repetition and failure before you are able to consistently build connections and you will have regular frustrating periods. So take the time and get these basics taken care of. In a competitive market you don’t want a simple, easily correctable mistake to be the difference between you and the person who gets the sale.