Here’s your social selling tip of the day for February 15, 2017. I’m Greg Hyer of Linking into Sales.
LinkedIn Company Pages can contain a great amount of information you can use when social selling. In addition to the basic info like the company mailing address, website URL and the industry they serve, you can also see your relationship to its employees. Let’s focus in on this for a moment.
Without picking up the phone you could look at a LinkedIn Company Page and quickly figure out exactly who you need to call. That would cut your research time down quite a bit. But what should you be looking for when deciding who to reach out to?
- It’s ok to choose several people to reach out to. When it comes to larger companies the buying process is more complicated because more people are involved.
- Start with the people you are closest to. Depending on the size of your network you may have a few 2nd degree connections. Check their profiles and see if they match the persona you are selling to. If they do, check for mutual connections.
- If you have a mutual connection, try contacting them to learn more about your prospect. If they are willing to make an introduction, take it.
- If you don’t share a strong mutual connection, review the profiles of those that match your buyer persona. Check for recent activity, skills and endorsements, work history and groups. If the prospect is a match reach out but avoid name dropping. Even in social selling, this is a faux pas.
- Use this opportunity to get an understanding of the company structure as well. After all, one you get in the door you still have to figure out how they buy.
Again, LinkedIn Company Pages can help you filter and focus your social selling efforts, especially if you have a successful track record of selling to specific types of companies. Don’t forget to follow your prospect’s company page. The updates they post may be helpful in future conversations.
That does it for this social selling tip of the day. In addition to this daily tip, check out the Social Selling Podcast by Linking into Sales on iTunes, Google Play Music, Stitcher, YouTube and Tunein. You can even ask Alexa to play the Social Selling Podcast by Linking into Sales.
If you want to check out any of my other social selling tips, visit LinkingIntoSales.com/alexa to listen to each tip or read the transcript. And for social selling training on-demand visit SocialSelling.Training.
This is Greg Hyer. Let’s Start Linking into Sales!