Good news! A comprehensive study of how sellers are really using LinkedIn has just been released (Jill Konrath, http://bit.ly/LI-Sales-Secrets). The sellers who were surveyed were salespeople, entrepreneurs, sales managers, consultants and services-providers who had responsibilities for generating revenue.
Here are some of the key findings, and what you can do to create more opportunities and generate leads and more business with LinkedIn.
- Sellers use LinkedIn most for prospecting – 61.4% of those surveyed say they’ve been successful initiating offline conversations with prospects.
- Opportunities have been created from their using LinkedIn.
- Top sellers pay attention to their professional presence and use more of LinkedIn’s capabilities.
- 89.9% of top sellers see LinkedIn as being essential.
What can you do to generate more leads and more business with LinkedIn?
- Be sure your LinkedIn profile is not your resume. In our crazy-busy world, our buyers don’t have time to sift through a long, chronological list of what you’ve done in your career. Make it centered around your buyer, what they’re looking for and how you can help them.
- Don’t “pitch” people at the same time you say, “Hello”. This turns people off more than you can imagine. Several people have invited me to connect and asked to talk with me, and in the message it was clear that our conversation was going to be a sales pitch. (I didn’t accept their invitation to connect or talk.)
- Use LinkedIn consistently and regularly to get name recognition as the expert in your area. Too busy? Don’t worry – it doesn’t take a lot of time. What it takes is a commitment to a few minutes consistently.
LinkedIn is the perfect tool for generating leads and quickly finding and reaching your decision-makers. And it doesn’t have to take a lot of time on the computer to get results. Stay focused, and use LinkedIn regularly and consistently. That’s more effective than spending hours and finding that the time has drifted away and you wonder where the time went.