“Social selling is about building rapport, providing real value, developing trust and credibility by being a resource. ” – Brynne Tillman in today’s Tip 1055
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Brynne Tillman. Brynne is the LinkedIn Whisperer and CEO of Social Sales Link. Brynne teaches Entrepreneurs and sales teams how to leverage LinkedIn for social selling to start more sales conversations. Brynne is also the Co-host of the Making Sales Social podcast and author of The LinkedIn Sales Playbook. Here she is:
Brynne Tillman: Social selling is about building rapport, providing real value, developing trust and credibility by being a resource. Understanding that the sales will come when the time is right. The challenge, as many salespeople on LinkedIn specifically are really excited to leverage the tool, but they’re looking at everyone on the platform as a lead, instead of a human being. Here’s what’s broken.
We set up our profiles to be self-centered versus value-centric. It’s all about me and what I do and how I can help you. And instead of talking about how I can help you, let’s talk about actually helping you. Starting with the profile.
Number two, the connect and pitch. If you haven’t done this as a salesperson, you’ve at least been a victim of it, or someone connects with you to be part of your network because they were impressed with something they saw inside of your profile and then they pitch you. Well, we don’t want to be the salespeople doing that. That’s a bait and switch.
The next mistake is connect and forget. This is a big one. We collect all of these connections and never start conversations and you can’t make a sale without a conversation. Now we want to make sure that the conversation is valuable to the recipient, so we have to do a little work to find out what matters to them and start a conversation around topics that they care about.
Random acts of social, another mistake that we all make, we come in, we engage, we accept connections, we invite people, but we don’t have a plan.
And just like anything in sales, we need to have a plan. We post and ghosts. We put up content, people comment or react with likes, and we do nothing with it that will kill our reputation and stop people from engaging in our content. We need to make sure that we engage with everyone engaging with us.
The bottom line is we’re not leveraging social selling the way that it can be. And the number one thing that we can do with social selling that we’re not doing, in my opinion, is leveraging our existing network, our clients, our centers of influence, our networking partners to get referrals and permission to name drop. That is the fastest way to pipeline, the most successful way to enter into a new relationship at a high level of credibility, and probably the number one thing salespeople are not doing, that’s costing them opportunities. I’m Brynne Tillman. Thanks so much for joining me.
Scott Ingram: For more links to get LinkedIn with Brynne as well as a free PDF with 11 LinkedIn Tips for Sales Professionals, just click over to DailySales.Tips/1055 and we’ll have everything for you there. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!