How to use Linkedin and Twitter for sales success in 2016

The ability to reach individuals in your prospects and customers with key insights will continue to be paramount to your success 2016. In fact it's one of the key tenets of a strong social selling index that we at Linkedin use to measure social selling success. Check out this post if you want to learn more.

Here are some tips to ensure you are always front of mind with the people who make decisions about choosing your solution over another. I’m sure you have heard your VP say “that every touch counts”or "keep yourself front of mind.”  No doubt you have heard of the ‘marketing law of 7’…those of my HR/recruitment friends reading this need to be thinking in the same way when it comes to the candidate journey.

As we all know sales success is all about high quality relationships, trust and leading with insight. This post will help you get closer to your destination to be seen as a credible and trusted advisor.

I’m very much a believer in how the phone still drives business sales success. But it’s the process you take to setting up the right phone conversation and at the right time that matters. In 2016 leading the conversation with insight and doing so from social networks is the quickest, easiest and most effective way to do so. According to (CEB) 60% of buyer decision is already made before speaking with a sales rep! 

Struggling for time? In a queue for starbucks, waiting for an uber or on the toilet. These are all opportunities to check in with your customers and prospects!! No excuses.

Plan for the long term – engagement and your interactions on social networks are about staying front of mind. Your first action should not always be about jumping in with the meeting request especially if there is no prior connection.

C-Levels use social media more than ever – most are still behind the times but they are getting there. Your prospects want to stay informed and they look to their trusted networks for opinions on your products, your services, your brand, and YOU. Do your part to make sure that you’re the first person they pick up the phone to call when they need advice.

Making the most of Linkedin.com

1. Make sure your Linkedin Profile is fully representative of you how you want to be perceived by your target contacts. Include links to media presentations, YouTube videos and write blogs related to your expertise.
2. Follow all your top customers and top prospects company pages for updates, news, new hire information and interesting stories
3. You don’t have to be connected to someone to read what they write about or share. You can now 'follow them' or see their recent activity. Which can be incredibly helpful prior to a meeting.

    4. Download the new mobile app

    5. Make sure you check out ‘whos viewed your profile’ so you can follow up               promptly with a message of acknowledge. 

 Tips for using Linkedin Sales Navigator

1. Add all your top customers and prospects as accounts
2. Add all your target contacts as leads
3. Like and share the posts your contacts share and like
4. Download the sales navigator mobile app for those on the go moments
5. Go to account and check in on: Lead shares, Company shares
6. Use team link to discover who in your company is already connected to the person you are targeting. Always look for the warm introduction.

One occasion this helped me. I was struggling to progress an opportunity because I did not have access to a senior decision maker. When I reached out via teamlink to my VP for an introduction; not only did he work with the target contact it turned out his children went to the same school and they had a BBQ planned for the coming weekend! It would of never of occurred to me to ask the question if I didn't see they were connected. 

In a nutshell being active on Linkedin increases your occurrence of serendipitous moments.

Tips for using Twitter

1. Set up a list for your customers and prospects
2. Add each and every contact you can find – this will be less than Linkedin if going after c-suite and business leaders
3. Retweet, like and follow those you have an interest in
4. Compliment or provide insight and value to the conversation
5. When you reach out via email or on Linkedin mention you read their tweet

If you think I have missed anything or have some other suggestions please let me know. Good luck for 2016. If you have any questions specifically about Linkedin – give me a shout. I’m happy to help.

January Update - More new features now available as part of sales navigator

About the Author

James Ski works for Linkedin. Every day he encourages his customers to be more social and lead with interesting content. This is his attempt at producing interesting content. Don't agree - let him know.