Here’s your social selling tip of the day for February 2, 2017. I’m Greg Hyer of Linking into Sales.
LinkedIn is one of the only social networks that lets you know who has viewed your profile. Of course, this depends on privacy settings. If you let people know that you viewed their profile, you get to see who has viewed yours. If you don’t, you won’t see who visited you. If you’re a free LinkedIn member, you get to see the last five visitors to your profile. Those that pay a membership fee get to see everyone who visited over the past 90 days.
So what?! On a professional network like LinkedIn what should you so when someone stops by for a visit? If you in sales there are a number of actions you can take. Here are just a few.
- See what connections you share. When in a desktop browser, mouse over the bottom right of the visitors picture to reveal two rings that overlap and under it will be a number that represents how connections you share. In LinkedIn’s mobile app, you will see the number of shared connections under their name on the “Who’s Viewed Your Profile” screen. Knowing that you share a connection may be helpful for getting a conversation going.
- View their profile. Click or tap on their picture and check out their profile. If you have something in common or can find a reason to get in touch go ahead!
- Invite them to connect. In the mobile app it’s really simple to invite someone to connect. On desktop, there are a few extra steps. Regardless of the device you are using, always personalize your invite. Yes, you can send a personalized invite from the mobile app. Just view their profile and click on the three dots in the upper right corner and select “Personalize Invite.”
- Do nothing. Sometimes you’re going to get someone looking at your profile that you just have no interest in learning more about and that’s ok! After all, it’s your network.
If you choose to personalize the your invite, remember to thank them of stopping by, ask them what brought them to your profile and offer to be a good connection. But never, ever, ever pitch your product, service or company in that first message. That’s a traditional sales approach. Great social sellers don’t do that because they know the customer is in control of the buyer’s journey and they will ask when they’re ready for an answer.
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.
Be sure to check your flash briefing on your Amazon Echo before you leave for work so you get your next social selling tip of the day.
This is Greg Hyer. Let’s Start Linking into Sales!