“LinkedIn for me is that humanizing factor, it’s getting me to showcase my personality ahead of time so that the relationship is a little bit warmer by default.” – Amy Quick in today’s Tip 410
Who’s viewing your profile? Are your target companies viewing your profile?
Join the conversation below and be sure to connect with Amy on LinkedIn!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip for you from my most recent full interview on the Sales Success Stories podcast with Amy Quick. Amy is winning LinkedIn and in January alone sourced over $10M in net new pipeline through the way she’s using the platform. Here’s a short excerpt from our full hour and 26-minute long conversation:
Amy Quick: He said, “I do want to talk. I’m really sorry I haven’t responded before now. Let’s shoot for a conversation in Q1 in January.” And I was like, “Yes, all right, good. This is something, this is progress.” And then I noticed about a month later he finally accepted my connection request on LinkedIn and you can see, you know when they viewed your profile and you can see when you have Sales Nav, you can see the time they spend on profile. And that was really interesting cause he spent like 10 minutes on my profile and I knew that he must be looking at my content. I mean either that or he just opened it up on the screen and just stared at my picture for five minutes.
So I thought, okay, well he’s familiarizing himself with who I am as an individual. And I’m like, at first I got a little scared because I thought, Oh my goodness. Like I’m talking about sales advice and giving sales tips, strategizing about deals and here this my perspective, my prospect is reading this. But as it turns out, I think it enabled a much deeper level of respect for who I was as a person. And so as a result, I ended up on a 13-minute phone call with this guy moving him to next steps, which include as strategic onsite. And this is a deal that no one really thought would go anywhere this year. It’s a big chunk of change and same thing happened with another deal, my connection requests got accepted. I noticed that he was actually looking at my content. I think he’d even liked a couple of my posts and I mean they were sales advice posts and this is a customer liking them or at least viewing them. I can see what company people are viewing my content.
So it was very impressive that I could take that back to my bosses and say, “Look, this is kind of what finally pushed them over and got them to commit to a conversation.” And once you get them in a conversation, they kind of feel like they know you a little bit already. And so when I talked with them, I was like talking to an a long lost friend and the conversations were very casual and easy and probably about 25% technical and 75% relational and fun and do you like barbecue? You know, it was more relationship than it was super salesy, sales tactics.
So LinkedIn for me is that humanizing factor it’s getting me to showcase my personality ahead of time so that the relationship is a little bit warmer by default. And that’s kind of where I’ve seen the most success is the fact that these people I’ve been emailing and calling now for just shy of a year and they’re showing up on my LinkedIn. They’re not engaging, but they’re watching. They’re kind of like those silent watchers people talk about. And then when I’m having conversations with them, they’re far easier. And by default, I can move them forward to next steps in a much more genuine and easy kind of natural manner. I mean, even going as far as to say, “Well I think it makes sense that the next step is this”, and they just kind of agree and go along with it because you, that rapport is there. So I guess that’s my encouragement to people when you know they’re looking at LinkedIn and how they can utilize it from a strategic standpoint to socially sell and progress deals, which is ultimately the goal is use it in the way that you want to grow your kind of your personal brand. Keep it professional, but don’t hide or mask who you are as a person and have some fun with it if you want to, I mean that people like fun people. So, but then keep an eye on who’s viewing your profile. Are your target companies viewing your profile? Are your connections that you actually need to talk to accepting your connection requests? And if so, are they viewing your profile? Are they viewing your content? Are they engaging in any way and using messaging at that point?
I use the voice messenger a lot. My leave, lots of voice messages that seems to be working. I’ve had about an 80% response from prospects on voice messages. A lot of times its just kind of shocking. They’re not expecting it so they respond. So yeah, I’ve really been two months. I can say that almost every single one of the deals that I’m working with currently, I am connected with them on LinkedIn. They have viewed my profile, engaged with content, talked with me on the platform. I’ve even set next steps in meetings through messenger because they’re not responding to emails because they probably have 250 emails unread. So it’s working as a platform for social selling.
Scott Ingram: In my perspective and I think part of what you’re doing is, pardon the pun here, but you are superhuman, meaning like you are just so real yourself, right? It’s not all super buttoned up all the time, right? You’re posting about your ponies and all the things that you’re doing like in real life and there’s also something about, and I think it’s a lot about who you are and you’re just communicating it well coming back to your top points is there’s something about what you’re doing that you are insanely approachable.
Amy Quick: Yeah, I agree with that. Sometimes that’s a thorn in my side.
Scott Ingram: I can imagine.
Amy Quick: But because of the type of person I am, and this is something that I would encourage other people too, it makes me curious and interested in other people.
Scott Ingram: To hear the rest of my conversation with Amy, you’ll find that in episode 88 of the Sales Success Stories podcast and as always we’ll have links for you to everything including Amy’s LinkedIn profile at DailySales.Tips/410
Once you’ve connected with Amy to see what she’s doing, be sure to come back tomorrow for another great sales tip. Thanks for listening!