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A sales tool you can't afford not to use

By: Alice Heiman
Categories: LinkedIn, LinkedIn Profile, Prospecting, Sales, sales relationships

Having a LinkedIn Profile is not an option.

Are you still resisting? Can’t figure out how spending time on LinkedIn will increase your sales? Don’t know exactly what to do to get results?

I can tell you this, you certainly won’t get any leads from LinkedIn if you don’t participate.  Having a LinkedIn profile is not an option for business people anymore.  You have a business card and a website – right? You wouldn’t try to do business without either of those. Add your LinkedIn profile to that.

Now, if you have more business than you know what to do with, don’t stop reading. LinkedIn becomes a powerful tool for maintaining relationships and that is just as important. Customer retention is critical. Losing them out the back door as fast as you bring them in the front is no way to run a business.  One of the great things about LinkedIn is that it is so simple and easy to use that everyone in your company can become a part of customer acquisition and retention.

Valuable Content

Your job on social media is to elevate your status as an expert and keep yourself (your company) in front of people so that when they are ready to buy, they call you.  How do you do that? You share. You share valuable information that you read, that your customers and prospects need to read. You share articles you have written with valuable information.  There is no end to content on the internet. Think about all of the things you read in a day that might be interesting to your customers. If you aren’t reading anything, start. There are literally thousands of blogs and journals on your industry. Find the good ones, follow them and share.

Start a blog yourself. If you don’t like to write then do a video blog or get guest bloggers or hire a writer to interview you and write the blogs for you. In case you missed it here’s my article on how to blog  [Click here].

Still Not Convinced?

Still think it would be a waste of time because your customers and prospects are not on LinkedIn. Before you dismiss it, I challenge you to take your customer and prospect list and enter the names of the people you work with into LinkedIn.  If none of them are there or actively using LinkedIn it will be up to you to decide.

Don’t Overlook

If for no other reason, you need to be on LinkedIn because of the powerful SEO – search engine optimization. Don’t believe me, Google yourself right now. If you have a LinkedIn profile, it will be in the top 3 hits on Google.  For most it will be the first hit.  So if people aren’t looking for you on LinkedIn, how do they find you – the phone book?  No, they either ask someone they know for a referral and then Google you or they start with Google.  LinkedIn helps you get found.

How Much Time?

I have already written a post on that called 15 Minutes a Day Goes a Long Way.  Refer to that. Keep this in mind. The more positive interactions you have with customers and prospects the more you build a great relationship with them. If you can keep in touch in a way that adds value, you become more valuable to them.  Spend the amount of time that works for you.  Start with 15 minutes a day doing the things I suggest and see what happens.  I am a sales expert, I wouldn’t spend time on LinkedIn if it didn’t generate some quality leads. I am working on ways to generate even more quality leads from LinkedIn and you can too.  It’s not about LinkedIn, it’s about sales.  LinkedIn is one of the tools we use, like our smartphone and our business card or a trade show.

Now go get busy finding your customers and prospects on LinkedIn and spend time each day adding value to their lives.

If you need more help:

Alice Heiman
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Alice Heiman

Founder and CSO at Alice Heiman, LLC
Alice Heiman has been helping companies increase sales for more than 20 years. Her innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.
Alice Heiman
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