Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better.
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Everyone agrees with the top goof up sellers make on LinkedIn as mentioned last week - the old "Quick Connect" as I call it. Stop doing that if you are - and don't do it if you have not. Take time to get to know more probable prospective buyers. Learn about their buying cycle, not your selling cycle.
Sellers goof up big time by having a tool and not understanding the big picture about how it works.
Sellers goof up because they don't have a strategy in place to optimize it. They just see "tool" - they go online and start doing stuff. If that is how you work, stop doing that. Stop being reactive - make a plan of attack and use business-building, professional connection strategies as your framework.
Build your brand online. It is the most important thing you can do, and has been mentioned here and on other sites many times. This is the perfect time of year to set a goal to complete your LinkedIn profile if you are new to it, and if you've been around, it is time to make your profile buyer focused and not recruiter focused.
Become a student of social selling. You don't have to be active with social strategies or think of yourself as a "social seller" to learn about ideas that the average new seller is incorporating into their daily routine for more success. Work to make a 1% improvement in getting your brand and the value you offer out to the world socially. See our LinkedIn tips here.
Home in on who your buyers and referrers are. Focus your efforts there.
Years ago I created an e-book called Winning Teammates (download for free) and encourage you to read it if you don't have a clear idea on how to gain referrals through strategic partners.
Get educated on professional strategies for brand building online before you start throwing messages to valuable prospective buyers so that you don't prevent or damage relationships.
As the old TV commercial for Head and Shoulders shampoo used to say, "You only get one chance to make a first impression." That could not be more true with the social platforms we have at our disposal. Move forward wisely.
Lori Richardson is recognized on Forbes as one of the "Top 30 Social Sales Influencers" worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Subscribe to the award-winning blog and the "Sales Ideas In A Minute" newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Expand Your Pipeline. Close More Deals.
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