With more than 414 million users and two new members joining every second, LinkedIn is a great place to connect with a large group of consumers and boost your sales activity. And it’s not just a B2B tool; LinkedIn is a great place to connect with customers and prospects in a B2C role as well. Not quite sure how? Here are three tips for getting the most out of LinkedIn as a sales tool.
1. Stay Connected to Your Customers
Think of LinkedIn as your digital Rolodex, the Facebook of the professional world. It’s a simple way to stay in touch with your customers and keep tabs on what they’re up to. Create a calendar and check in once or twice a year with each customer using LinkedIn’s messaging tools. It’s an easy way to stay connected so you stay top-of-mind. Plus, once you’re connected, you’ll be able to best execute tips two and three.
2. Add Value to the Conversation
If you want people on LinkedIn to talk about you, you have to talk to them. Add value to their lives by posting content about the things your audience values. For RV dealerships and RV salespeople, that doesn’t mean promoting your latest sale or new models. Sure, you want your audience to know that information, but what do they want to read about? Tips for preparing to take lots of time off work, how to work from the road, how to save for and finance an RV — this content adds value to their lives and positions you as a thought leader, meaning when a consumer experiences their zero moment of truth, you’re top-of-mind. You can contribute valuable content in a few ways: join groups and add to discussion posts, comment on your connections updates and post your own original content.
3. Ask For Referrals
LinkedIn is a great place to stay connected with your customer base. Even more importantly, it has a built-in tool for asking for referrals. 91 percent of customers say they’d give referrals while only 11 percent of salespeople ask for them. Don’t miss such a huge opportunity. Connect with your customers after they make a purchase and follow up within a few weeks. Ask for the referral on LinkedIn. It’s a simple way to grow your sales without doing lots of extra legwork.