Digital marketing expert proposes maximum use of LinkedIn for sales increase
LinkedIn, a leading social network platform that facilitates professional networking and career development, has been identified as a vital tool capable of enhancing business to business relationship if appropriately maximised.
This assertion was made at a Digital Marketing Summit organised by the Financial Institutions Training Centre on April 22, 2021, with the theme, “Digital Market: Accelerate Sales in Uncertain Times”.
The summit featured different training sessions, one of which was the session with Tobi Asehinde, digital marketing expert and the founder of Digital Marketing Skill Institute.
The session, which had as its focus ‘Social Selling Fundamentals for Business to Business: The Fundamentals of Modern Selling on LinkedIn’, explained the steps involved in modern selling through the social media channel, LinkedIn.
The digital expert explained that business-to-business (B2B) activities involved human interaction in a commercial environment, and modern selling was about targeting and building relationships with the right prospects. He added that it involved seeking help before selling and a consistent follow-up of the process of selling.
He said using LinkedIn as a focal point, modern selling involved the effective use of the search engine to attract connections based on the subject search.
While enumerating tips for using LinkedIn to drive sales, Asehinde advised that making your profile client-value driven is a good way to start and the use LinkedIn’s search functionality to engage with the right prospects.
He said joining relevant groups and finding content related to the target company is very essential.
The digital marketing expert further explained sales funnel automation options which include using automation tools to find and send personalised invites to your target prospects, tagging each new prospect inside LinkedIn once he or she accepts your personalised invitation to connect creating share-specific content with prospects that you’ve tagged are made to maximise the use of the platform for results oriented engagements.
He also called for the use of the automation tools to send hundreds of personalized messages inside LinkedIn each day to your prospects, sharing contents and putting a ‘Call to Action’ button directly inside the content you’re sharing on LinkedIn to generate warm, inbound leads.
The marketing specialist emphasised the need for effective monitoring when posting content on LinkedIn, checking who is engaging and immediately connecting on a person-to-person (P2P) basis, noting those who like comments or share posts as this would create the context for warm conversations that expand upon the topic of the post or content that has been shared.
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