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Read between
May 1 - May 31, 2020
Start by creating a document that itemizes the activities that were recommended and listed in Chapter 9 Now itemize the activities by how often you will do them,
Use it every day. Check off each activity as you complete it.
Sample Social Selling Playbook
You may also want to bulk some of the daily tasks and do them less often. For example,
sending connection requests to 10 new ones daily,
Be sure also to create a content marketing checklist that includes the days you will dedicate to creating, editing, and publishing content
You should review your playbook quarterly
to see if you need to increase the number of prospects you
are connecting wit...
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and exceed your reven...
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The key is to create a system and a routine that become second nature,
make a quick note of how long each action takes you. You might want to do this for a couple of weeks, especially if you are just starting.
It takes a while to build a LinkedIn network extensive enough to generate a substantial amount of search results for your target market.
if you are interested in achieving those results faster, it is indeed possible to do by increasing your time and effort and considering the investment of upgrading your LinkedIn membership to Sales Navigator
Measure What Matters: Key Performance Indicators
What are the outcomes I want from the social selling efforts? Do I have access to data that support those outcomes to measure success?
Remember: You can’t improve what you don’t measure. Social Selling Metrics to Track There’s a wide range of social selling metrics you should be tracking, they include: Number of leads from social selling Number of offline conversations generated Value of sales pipeline from social selling Contract value of deals made from social selling Revenue generated from social selling activities
Additional metrics that are not revenue focused
Number of views from posts or shared content Engagement with shared content (likes, comments, shares, etc.) Visits to your website that come from LinkedIn Network size (connections, followers)
Now create a list of the KPIs you want to track and measure.
Download the FREE companion workbook that includes all of these templates (social selling playbook, content marketing checklist, and KPIs): http://LinkedInUnlockedWorkbook.com
Social selling works;
because it is built upon our human need to create trust and build relationships.
just like any relationship, it requires regular time and upkeep.
ensure that your profile is professional looking, optimized for searches, and speaks to your ideal clients.
Figure 12.01
In the past, ABC meant “Always Be Closing.” Today, it more appropriately means “Always Be Connecting.”
It’s important to engage with and add value to connections.
Talking with the Wrong People
Avoid this social selling mistake by clarifying who your ideal clients and prospects are and speaking to them.
The best way to alienate potential customers is to make it all about you. If you prioritize the sale over customers’ pain
points or desires, all of your results with social selling will fail.
Interaction, along with building and nurturing relationships, is vital.
The sales dialogue needs to shift from “What can I sell you?” to “How can I help you?”
Producing quality content that will inform and educate your prospects is necessary.
