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Seven need-to-know steps: How to pitch to clients using LinkedIn

Finding new clients is always a challenge. Prospecting new clients and making that all-important pitch has a new twist. And it involves the ever-present social networks.

Social network profiles are a source of clients

Everyone has Facebook. And the majority of professionals have their profile on LinkedIn. LinkedIn is the social networking site for the modern professional. It has replaced the old-boy networks as the place to go to make good and useful contacts. Now LinkedIn is being used for social selling, inbound marketing and content marketing. So how do you prospect on the largest professional network for your business?

Know the difference between inbound and outbound

Before we start, we must understand the crucial difference between inbound and outbound marketing. Every time you encounter  a pop-up, or your film is interrupted by adverts; that is outbound marketing. Inbound marketing is just the opposite. Your content on the your website, from Google searches,  attracts them to your site without it being forced on them.

So every time consumers look for information, and they view your site, they become a potential customer. In doing so, you get elevated to the position of potential supplier.

Social selling can reduce your sales efforts

Instead of using cold calling techniques, the social networks can be used to obtain relevant information. This information can then be used to generate leads and reduce your sales effort. By selecting individuals or companies you want to target, you can approach them, interact, form a working relationship and engage your sales pitch.

Content marketing can drive your sales

The opposite of social selling, content marketing spreads all the relevant information across the internet, through the social networks. When the potential client sees the content, and tags you as an “expert” in the field, they are driven into your sales funnel to become potential customers. By using these strategies to complement each other, the tools work better.

Useful tips for content marketing 

  • Forget traditional methods: If sending an email with the subject “presentation” has a low return, using this strategy on LinkedIn is no different. Do not use conventional strategies on networks. It is also not appropriate to invade a prospect’s In Mail with sales messages.
  • Introduce yourself: Before using LinkedIn’s “In Mail”, it is good to add this contact in your network. Send an invitation; mention your area of %u200B%u200Bexpertise, without trying to sell anything at this time and without advertising your business. If he accepts your invitation, it is a clear message that you can make an approach in the future. If he does not accept, do not pester or continue contact. There is nothing more annoying than an intrusive or insistent person. Always remember that LinkedIn is a network of relationships.
  • Use groups to interact: Through group discussions, you can identify potential a customer’s problem. Stand out, giving important tips or opinions, and even create relationships for partnerships or sales. If you are not in any groups, review that position! Many clients come from group discussions.
  • See content: Use the “publish” option to spread your content on LinkedIn. It is important your content be in the best interests of your potential client. What are his pains? Where can you help with this article? Ask these questions before writing the material. Articles are not a sales tool at first; they are not used to advertise your company or your product, but to help that decision maker.
  • Identify – qualify – interact – sell:  Identify the professionals who like your article and check what potential leads are possible. Qualify these potential customers by checking region, company size, and segment, and send invitations to add those that are within this standard. Follow them and build relationships. In Social Selling, only after identifying the profile of this contact, qualifying and interacting do you get the chance to approach to sell.
  • Salves navigator: LinkedIn provides the “Sales Navigator” tool to help with your Social Selling actions by identifying companies with the desired profile and decision makers. You can group leads, send messages, add and even track all the actions of these professionals or companies on LinkedIn.
  •  Use inbound marketing: You can make an inbound marketing article, promotion or action available on your blog or website. Share it on your company’s LinkedIn page, and drive this posting to get more followers, leads, or increase site visit rates.

With these tips on social media marketing, you can make a big improvement on your network, and your business

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