Once upon a time, there was a notion that social media was unnecessary for selling; it was a novelty and not a staple. At the time, some believed that enterprise-level decision makers couldn’t be reached on social platforms. Now, however, social media is a necessity to establish credibility with potential buyers.
Unless you’ve been living under a rock, you know social media, especially LinkedIn, plays an important role in sales. But you may be surprised by just how big that role is. According to LinkedIn research, 89% of top sales professionals find social networking platforms such as LinkedIn important to closing deals. Indeed, our own research reveals the majority of buyers—82%—will review your LinkedIn profile, and, yes, judge you, before accepting a meeting or otherwise connecting with you.
82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. 82%! Which begs the question: How are you showing up on LinkedIn? What does your profile look like and what does it say about you?
LinkedIn is a powerful prospecting and sales tool. It’s a great way to connect with new buyers, stay top of mind, and engage with your network. The vast majority of buyers, especially company execs, engage with sellers on LinkedIn before making a purchase decision. In fact, we were shocked to discover that C-level executives consult LinkedIn more often than any other demographic.
This RAIN Group article originally appeared on MarketingProfs. Sellers have a huge opportunity to take advantage of the vast amounts of information about their buyers that's available on social media. And yet, they don't. Whether you're researching new prospective buyers before reaching out, a buyer before a sales conversation, or a target industry, social media should be one of the first places you look. Here are a few ways you can use major social media sites for sales research.
LinkedIn can be a powerful sales tool for connecting and building relationships with buyers, but many sellers don't know where to start when it comes to using LinkedIn for sales. To help you optimize your LinkedIn profile, and get started using it as a sales tool, we offer these 31 tips.
Back in 1997 when I started my career, there were two things that everyone believed were going to revolutionize commerce and industry. First there was the mobile revolution—upcoming mobile technologies were about to significantly impact how we interacted, shopped, and banked. The second was ecommerce, the prediction that brick and mortar enterprises were about to be displaced with "click" and mortars.
According to recent data from the Social Media and Sales Quota report from Social Centered Selling, 78.6% of sellers using social selling outperformed those who didn’t. And social sellers were 23% more successful in terms of meeting and exceeding quota. The question isn’t if social selling works. It’s how.
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