30 LinkedIn Sales Triggers
Gerry Moran 03/07/2015 marketingthink.com
The key to social selling success is fishing where the fish are. You might be fishing where the fish are, but you do know what to do when you get a nibble on the line?
Many sales meetings are full of fish
tales about the one that got away. These fishing holes are filled with sellers,
who did not use social selling techniques.
There are customers willing to
engage, or bite on an intelligent insight, but many sales professionals do not
understand the social sellings signals. Their missed quotas, management excuses
and intrusive and brand-centric emails are partly related to connecting with
the customer at the wrong time with the wrong message!
Do you know an under-performing
sales person who misunderstands what those ‘nibbles’ look like?
5 Reasons Why It’s Important To
Pay Attention To Social Selling Triggers
1. Get
on their buyer’s journey radar
2. Nurture
a relationship with a prospect, who is not ready to make a decision
3. Sustain
your relationship with your customer
4. Accelerate
the sales process by adding value with content and insight
5. Develop
your reputation
Here’s Some Research To Hook You
Into The Decision-Maker
·
84% of C-level/vice president (VP)
executives use social media to make purchasing decisions. (Source: IDC)
·
Social networks, like LinkedIn, are
the #1 influencer in the final stage of the purchase process. (Source: IDC)
·
The average B2B buyer, who uses
social media for their purchase decision, is senior, has a larger budget and
has a greater span of buying control than a decision maker who does not use
social media. (Source: IDC)
·
B2B buyers find the greatest benefit
of social media is gaining greater confidence in and comfort with their
decision (Source: IDC)
The big insight from this research
is your customers use social media and expect to engage – either with you or
your competition!
The big question is, do you know
when and how to engage with your network? Do you understand the sales triggers
giving you the permission to connect?
Here are the 30 social selling
LinkedIn sales triggers to help you identify when to reach out a be a part of
the customer conversation.
30 LinkedIn Sales Triggers To Help
You Achieve Social Selling Success
1. Your
LinkedIn profile is viewed
2. You
receive an invitation to ‘LinkIn’
3. Contact
accepts your invitation to ‘LinkIn’
4. Contact
changes a job
5. Contact
gets a promotion
6. Contact
has a birthday
7. Contact
has a work anniversary
8. Contact
is mentioned in the news
9. Contact
updates something in their profile – photo, summary, etc.
10. Your
LinkedIn blog post is liked
11. Your
LinkedIn blog post is shared
12. LinkedIn
blog post is commented on
13. Daily
update is liked
14. Daily
update is shared
15. Daily
update is commented on
16. Group
post is liked
17. Group
post is shared
18. Group
post is commented on
19. Group
member makes a comment in a group
20. You
are endorsed for a skill
21. You
are recommended by a contact
22. You
have an opportunity to ask for a recommendation from a contact
23. You
are invited to join a LinkedIn group
24. A
shared group member reaches out to you
25. You
receive and InMail
26. A
contact’s contact likes a LinkedIn update post
27. A
contact’s contact comments on a LinkedIn update post
28. A
contact’s contact shares a LinkedIn update post
29. Your
contact writes a LinkedIn blog post
30. LinkedIn’s
People You May Know feature presents a contact which is connected to someone in
your network
Do you have another social selling
sales trigger to add? If so, please comment below or reach out to me at MarketingThink.com!
So, do you really understand how to
use your expertise and reputation to hook into the buyer’s journey? Customers
provide 30 ‘tugs on the fishing line’ on LinkedIn – or, in other words, social
selling triggers. Pay attention to them to you know when you can begin to ‘reel
in the fish!’
Oh, now the next thing you need to
figure out is how to respond to every sales trigger!
P.S. Your
Next Steps! I am the author of MarketingThink.com, a social media and social selling
coaching blog. Please sign up for email delivery of my posts and pass this
sign-up link to your friends and co-workers, who you think might benefit from
reading these ideas.
P.P.S. If
you want to get hold of me directly, please send me an email to moran.gerry@gmail.com or contact
me directly on MarketingThink.com. I read every email.
Gerry Moran is a global social
media and content marketer. He is a marketing strategist, entrepreneur,
educator and mentor with close to 30 years experience with iconic brands like
Purina HBO, IKEA, and SAP. He’s also worked for award-winning digital advertising
agencies like imc2, Whitman-Hart and Digitas. Gerry also founded a boutique
marketing agency and has been an adjunct professor for over 10 years for St.
Joseph’s University.
The key to social selling success is
fishing where the fish are. You might be fishing where the fish are, but you do
know what to do when you get a nibble on the line?
Many sales meetings are full of fish
tales about the one that got away. These fishing holes are filled with sellers,
who did not use social selling techniques.
There are customers
willing to engage, or bite on an intelligent insight, but many sales
professionals do not understand the social sellings signals. Their missed
quotas, management excuses and intrusive and brand-centric emails are partly
related to connecting with the customer at the wrong time with the wrong
message!
Do you know an
under-performing sales person who misunderstands what those ‘nibbles’ look
like?
5 Reasons Why
It’s Important To Pay Attention To Social Selling Triggers
1. Get on their buyer’s journey radar
2. Nurture a relationship with a prospect, who is
not ready to make a decision
3. Sustain your relationship with your customer
4. Accelerate the sales process by adding value
with content and insight
5. Develop your reputation
Here’s Some Research
To Hook You Into The Decision-Maker
·
84% of C-level/vice
president (VP) executives use social media to make purchasing decisions.
(Source: IDC)
·
Social networks, like
LinkedIn, are the #1 influencer in the final stage of the purchase process.
(Source: IDC)
·
The average B2B buyer,
who uses social media for their purchase decision, is senior, has a larger
budget and has a greater span of buying control than a decision maker who does
not use social media. (Source: IDC)
·
B2B buyers find the greatest
benefit of social media is gaining greater confidence in and comfort with their
decision (Source: IDC)
The big insight from
this research is your customers use social media and expect to engage – either
with you or your competition!
The big question is, do
you know when and how to engage with your network? Do you understand the sales
triggers giving you the permission to connect?
Here are the 30 social
selling LinkedIn sales triggers to help you identify when to reach out a be a
part of the customer conversation.
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