Lately we’ve been having many conversations with clients and sharing/discussing results with social selling gurus at Linkedin (Ralf VonSosen, Koka Sexton) and at Hootsuite (Kevin O’Brien, Rylan Holey) so we’ve been able to identify many best practices in Social Selling. Let me share one practice that you can easily put in place: Get the first meeting.
1. Identify the target
Linkedin is arguably today THE social prospecting tool, so with the power of Linkedin’s Sales Navigator, a universe of 235.3M profiles (as of today) and the use of up to 22 filters (14 free plus 8 premium) to narrow your search, you can easily identify a set of targets.
For illustrative purposes, let’s say that you have identified me (Jordi Gili) as your sales target.
Jordi Gili Linkedin profile
2. Follow your target on Twitter
According to Forrester research, “Fully 100% of business decision-makers use social media for work purposes” (July, 2013). Follow your target on twitter. You may find your target’s twitter details under Contact Info
Jordi Gili Contact details
3. Add the target to your Hootsuite dashboard
Add your target twitter details and Linkedin groups he may belong to, to your targets stream on your Hootsuite social selling dashboard. Hootsuite’s enterprise solution is a great tool to track social media interactions that your targets may perform. This is what a stream looks like:
4. Start a conversation
(OK, this is not an EASY step)
Gain target intelligence by understanding topics of interests and background, both on Linkedin and Twitter. Interact with your target: Retweet some of the tweets, Like some Linkedin updates, comment on those Linkedin updates. Get your target’s attention and become relevant. Please no spam here.
A good practice may also include retweeting with a direct mention (@) and pointing to some curated content.
The appropriate “etiquette” and consistent presence will generate an interest. The target may be willing to understand who you are (visit Linkedin or Twitter profile), look at your company’s website and potentially send a “Thank you” tweet or Linkedin acknowledge.
5. Get the meeting
Once you have the target’s attention, you may proceed to advance further into the relationship by asking to connect on Linkedin and schedule a meeting through a Twitter Direct Message or Linkedin message.
Want to share better practices? Have comments? Thoughts? – Participate!