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3 Must-Do Social Selling Tactics for Prospecting on LinkedIn

Social media platforms have evolved to become widely-used and trusted communities. This evolution has created a number of opportunities for sales prospecting. But what is the best way to take advantage of those opportunities?

Connect, Inform, and Engage

Anything you post in a business setting like LinkedIn should aim to simultaneously connect, inform, and engage your audience. Each post should connect with a specific type of person, inform that person of something relevant and useful, and engage them in a way that helps you determine if your product or service is a good fit for them.

Let the Data Work for You

LinkedIn and other social media networks are excellent platforms for lead generation, but many salespeople overlook the fact that they can also provide valuable customer demographic insights. Insight tools allow you to break your audience down by age, gender, job title, and other categories. In addition, advanced tools like LinkedIn’s Sales Navigator can take targeting and data acquisition to a new level by syncing daily to your CRM.

Research the Competition

Every day consumers take to social media to share their experiences, good or bad, with their followers. And if you’re not regularly looking at your competitors’ social media streams, you’re missing out on discovering their weaknesses. Discovering your competitors’ shortcomings allows you to highlight your strengths and demonstrate how you can meet the needs competitors can’t.

Simply being present on social media platforms won’t grow your business or keep the referrals rolling in. Use these best practices to support, inform, and guide your sales prospecting efforts.

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