LinkedIn Unlocked: Unlock the Mystery of LinkedIn to Drive More Sales Through Social Selling

by Melonie Dodaro

Thank contact for agreeing to make an introduction Provide a simple message that is easy for them to send Include third-party credibility Make the reason for the introduction clear Encourage the referral to make contact

Sample Referral Follow-Up Message Template

download the FREE companion workbook at http://LinkedInUnlockedWorkbook.com

Curating content is sharing content created by others that would be of value to your target audience.

how to’s, product demos, testimonials, Q&A sessions, webinars, live streams, vlogs, etc.

be

successful with your content, you need to understand your ideal client’s problems,

Your success will also depend on the quality of the content you are sharing.

High-value content that inspires engagement should be: High-quality Educational Solution based Timely and relevant Non-promotional Engaging and/or entertaining

build authority, you must create and share original content.

There are many good reasons for this, but the most important is to establish thought leadership and be seen as a trusted resource on your topic. Some

other benefits include increasing your visi...

Know and understand the buyer’s journey. The

buyer’s journey is a structured process that shows you the different stages the potential buyer finds himself or herself themselves in

Every B2B buyer’s journey starts with a problem. That’s what will prompt them to find a solution. We call this a pain point,

The Awareness Stage: Use Content Marketing to Get Noticed and Obtain Web Traffic

The first stage of the buyer’s journey involves getting people to see and read your content.

Newsletters and email marketing: Keep in touch regularly with your subscribers with newsletters and email marketing campaigns

Blog posts:

Social media updates:

2. The Consideration Stage: Develop a Content Marketing Strategy for Getting Leads and Keeping Them

The potential buyers at this stage already know what you can offer them to address their pain points; your goal now is to build your credibility further and

engage with your audience on a more personal level. The relevant types of content for th...

Webinars, live streaming, and ...

Reviews and testimonials:

Social selling:

LinkedIn lead generation: LinkedIn is also particularly useful at this stage to generate leads

The Decision Stage: Focus Your Content Strategy on Getting Sales

Most prospective buyers need to get through three out of the five stages before they are ready to think about buying.

In this stage, the relevant types of content for the decision stage are: Free trials, consultations, assessment, quotes/proposals, and demos:

Sales conversations:

The Retention Stage: Incorporate Retention and Referrals into Your Content Marketing Strategy After making a sale, don’t leave your customer behind.

The relevant types of content for the retention stage are: Email marketing:

get your new customer acquainted with your other products, and continue to educate and nurture them

Social media ...

Live streaming and videos:

Blog posts: Publish a new blog post at least once a week

Podcasts:

The Advocacy Stage: Develop Your Loyal Customers into Brand Advocates

There are four relevant types of content for the advocacy stage:

Warm introductions and referrals:

Social media engagement: Watch what your customers and prospects post online; don’t miss an opportunity to like, comment, or share their posts when relevant.

Social sharing of content:

Webinars:

Curating content is beneficial

increases your credibility and

trust

more opportunities for discussion and engagement with prospects

You create the chance to build relationships with experts in related areas, potentially

providing partnership opportunities and the ability t...