Você está ansioso para se conectar com leads. Como você pode se envolver sem ser muito forte?

Positioning yourself as a thought leader and engaging around shared interests provides an indirect yet effective way to connect with your leads. By understanding their challenges and offering solutions through insightful content, you can build trust and influence without overtly selling.

In Social Selling, "social" initially primes on selling. People still buy from people they like and trust: you have a unique opportunity to build trust with your ICP on LinkedIn, especially in B2B. How you build trust has a cultural element for sure. Still if you are approachable, knowledgeable and generous, your are on the right track.

To engage with leads without being too forceful, focus on providing value & building relationships. - Start by sharing relevant insights or resources that address their pain points or interests. - Personalize your communication by referencing their specific needs or recent activities. - Ask open-ended questions to understand their challenges & goals better, and listen actively to their responses. - Follow up with tailored solutions or suggestions, showing genuine interest in helping them succeed rather than pushing for a sale. This approach fosters trust & demonstrates that you’re focused on their success. - Engage leads by offering tailored insights, real-life problem-solving examples, and genuine value rather than pushing for a sale.

Building trust is indeed fundamental to successful social selling, and doing so by sharing valuable, relevant content is a powerful strategy. When you focus on addressing the needs and pain points of your leads, you show a genuine understanding of their challenges, which helps to establish credibility and rapport. Consistently offering insights and solutions that resonate with your audience positions you as a trusted authority, making them more likely to turn to you when they're ready to make a purchase. This approach underscores your commitment to adding value beyond the immediate sale, fostering long-term relationships that can lead to sustained success.

Let them come to you. Putting out content that's educational and people see value in will naturally build trust. Building trust takes time - don't try and sell someone after one positive engagement. Ideally they come to you. Over time, once you've established a 'trusting voice' you can start to reach out and connect with leads. Build a strong foundation first.

Active listening is a skill that takes practice the more you practice, the better you'll become at it. It is a powerful way to build trust and rapport it shows that you care about your leads and their needs. It's not just about what you say, but how you listen your body language and tone of voice are important too.

Pay attention to what your leads are saying and tailor your responses accordingly. Active listening helps you better understand their needs and shows that you care about their concerns, making your communication feel more thoughtful and less pushy. When you respond to their pain points and questions, you demonstrate empathy and build rapport.

You can not introduce your product without knowing if it's answerong to problem. You need to break the tipical picture of the agressive saler ⚒️

We all know that the customer should do most of the talking, and the salesperson should encourage this by asking questions and showing that they are actively listening. I use two techniques while listening to clients: every 30 seconds to a minute, I use interjections or vocalizations like "aha," "okay," or "I hear you." Additionally, to keep the conversation flowing, I repeat the last word they said. These techniques are used moderately, with the goal of maintaining a natural and engaging conversation.

Existem muitas técnicas de vendas, mas a que tenho utilizado e que funciona muito segue uma estrutura baseada no livro SPIN Selling. Se você realmente quer se destacar na área comercial em vendas complexas, esse livro precisa estar com você onde quer que você esteja.

When reaching out to leads, make sure your messages are tailored specifically to their situation, needs, or industry, showing that you've done your research. Avoid using generic or overly scripted communications that could make your outreach feel impersonal. This level of personalization helps you stand out and shows the lead that you're genuinely interested in helping them. By making your messages relevant and specific, you're more likely to capture their attention and build a stronger connection.

Personalize your outreach by addressing specific pain points or mentioning mutual connections or shared interests. Tailoring your message to the individual shows that you've done your homework, making it more relevant and less generic. Personalized communication helps you come across as thoughtful rather than overly aggressive.

The NAP (Non Authorized Pitch) must be avoided! You need to be granted the right to pitch. You can get there with an active presence on LinkedIn for B2B. This requires the appropriate orchestration of actions. Following a proper methodology will help you achieve this.

Instead of pushing for a sale right away, focus on providing practical insights or solutions that directly address the lead’s challenges. Share helpful recommendations or industry knowledge that can improve their situation, whether or not they choose to buy from you. This approach positions you as a trusted advisor rather than a salesperson, which fosters trust and rapport. Offering value without pressure increases the chances that the lead will turn to you when they are ready to make a decision.

Ideally, one should offer their solution later in the sales conversation, after uncovering the client's current situation, needs, and pain points. Nevertheless, I've found that a hypothesis-based selling approach can be effective early on by presenting challenges and solutions relevant to potential use cases. This helps determine if the client is facing similar challenges, or if not, it uncovers the specific challenges they do face. With this understanding, one can then present the most appropriate solution.

Before starting to invest on social, you need to adopt a proper methodology. This will help you orchestrate your actions towards your objectives and ultimate goals. This will also help you have consistency in your actions so that you have a truly active presence. This is key to success.

I would suggest transitioning from constant engagement to seeking formal mentorship. If you aim to build valuable connections and learn from industry leaders, in my opinion, mentorship is the most effective approach. Establishing a mentorship relationship can foster a meaningful connection with a leader, allowing for deeper insights, guidance, and professional growth.

It's important to maintain regular contact with your leads, but be careful not to overwhelm them with too frequent communication. Each interaction should offer value, such as a helpful resource, industry insights, or relevant updates, to keep the relationship moving forward. Consistent engagement helps you stay top of mind without coming across as pushy. Striking the right balance in your frequency and content ensures that your outreach is effective rather than intrusive.

If someone prefers texting over phone calls, respect their preference try offering alternative communication methods: Be aware of different communication styles and norms. Focus on understanding their needs and interests, not just promoting your product or service. Respecting boundaries is a sign of professionalism and respect, it shows that you value your leads and their well-being.

O que mais funciona hoje, quando se fala em vendas complexas é: Tenha um excelente time de pré-vendas (SDR) e um time excepcional de Inside Sales. Essa estrutura vai mudar o jogo da sua empresa. Além de treinamento constante da sua equipe de vendas!!!

Always be mindful of your leads' time and preferences, respecting their communication boundaries to avoid being overbearing. Pay attention to how often they respond and their preferred methods of communication, whether it's email, phone, or social media. Give them space when needed and don't pressure them for immediate responses. By respecting their boundaries, you build trust and create a comfortable environment for them to engage with you at their own pace.

Be mindful of your lead's space and respect their time. If someone isn't responding, give them room and avoid sending multiple follow-ups too quickly. Understanding when to step back shows respect for their boundaries, making your approach feel more considerate and less forceful.