Monday, July 3, 2017

Netiquette IQ Blog Of 7/3/17 - 30 LinkedIn Sales Triggers





30 LinkedIn Sales Triggers
Gerry Moran 03/07/2015  marketingthink.com

The key to social selling success is fishing where the fish are. You might be fishing where the fish are, but you do know what to do when you get a nibble on the line?

Many sales meetings are full of fish tales about the one that got away. These fishing holes are filled with sellers, who did not use social selling techniques.
There are customers willing to engage, or bite on an intelligent insight, but many sales professionals do not understand the social sellings signals. Their missed quotas, management excuses and intrusive and brand-centric emails are partly related to connecting with the customer at the wrong time with the wrong message!
Do you know an under-performing sales person who misunderstands what those ‘nibbles’ look like?
5 Reasons Why It’s Important To Pay Attention To Social Selling Triggers
1.    Get on their buyer’s journey radar
2.    Nurture a relationship with a prospect, who is not ready to make a decision
3.    Sustain your relationship with your customer
4.    Accelerate the sales process by adding value with content and insight
5.    Develop your reputation
Here’s Some Research To Hook You Into The Decision-Maker
·         84% of C-level/vice president (VP) executives use social media to make purchasing decisions. (Source: IDC)
·         Social networks, like LinkedIn, are the #1 influencer in the final stage of the purchase process. (Source: IDC)
·         The average B2B buyer, who uses social media for their purchase decision, is senior, has a larger budget and has a greater span of buying control than a decision maker who does not use social media. (Source: IDC)
·         B2B buyers find the greatest benefit of social media is gaining greater confidence in and comfort with their decision (Source: IDC)
The big insight from this research is your customers use social media and expect to engage – either with you or your competition!
The big question is, do you know when and how to engage with your network? Do you understand the sales triggers giving you the permission to connect?
Here are the 30 social selling LinkedIn sales triggers to help you identify when to reach out a be a part of the customer conversation.
30 LinkedIn Sales Triggers To Help You Achieve Social Selling Success
1.    Your LinkedIn profile is viewed
2.    You receive an invitation to ‘LinkIn’
3.    Contact accepts your invitation to ‘LinkIn’
4.    Contact changes a job
5.    Contact gets a promotion
6.    Contact has a birthday
7.    Contact has a work anniversary
8.    Contact is mentioned in the news
9.    Contact updates something in their profile – photo, summary, etc.
10.  Your LinkedIn blog post is liked
11.  Your LinkedIn blog post is shared
12.  LinkedIn blog post is commented on
13.  Daily update is liked
14.  Daily update is shared
15.  Daily update is commented on
16.  Group post is liked
17.  Group post is shared
18.  Group post is commented on
19.  Group member makes a comment in a group
20.  You are endorsed for a skill
21.  You are recommended by a contact
22.  You have an opportunity to ask for a recommendation from a contact
23.  You are invited to join a LinkedIn group
24.  A shared group member reaches out to you
25.  You receive and InMail
26.  A contact’s contact likes a LinkedIn update post
27.  A contact’s contact comments on a LinkedIn update post
28.  A contact’s contact shares a LinkedIn update post
29.  Your contact writes a LinkedIn blog post
30.  LinkedIn’s People You May Know feature presents a contact which is connected to someone in your network
Do you have another social selling sales trigger to add? If so, please comment below or reach out to me at MarketingThink.com!
So, do you really understand how to use your expertise and reputation to hook into the buyer’s journey? Customers provide 30 ‘tugs on the fishing line’ on LinkedIn – or, in other words, social selling triggers. Pay attention to them to you know when you can begin to ‘reel in the fish!’
Oh, now the next thing you need to figure out is how to respond to every sales trigger!
P.S. Your Next Steps! I am the author of MarketingThink.com, a social media and social selling coaching blog. Please sign up for email delivery of my posts and pass this sign-up link to your friends and co-workers, who you think might benefit from reading these ideas.
P.P.S. If you want to get hold of me directly, please send me an email to moran.gerry@gmail.com or contact me directly on MarketingThink.com. I read every email.

Gerry Moran is a global social media and content marketer. He is a marketing strategist, entrepreneur, educator and mentor with close to 30 years experience with iconic brands like Purina HBO, IKEA, and SAP. He’s also worked for award-winning digital advertising agencies like imc2, Whitman-Hart and Digitas. Gerry also founded a boutique marketing agency and has been an adjunct professor for over 10 years for St. Joseph’s University.

The key to social selling success is fishing where the fish are. You might be fishing where the fish are, but you do know what to do when you get a nibble on the line?
Many sales meetings are full of fish tales about the one that got away. These fishing holes are filled with sellers, who did not use social selling techniques.

There are customers willing to engage, or bite on an intelligent insight, but many sales professionals do not understand the social sellings signals. Their missed quotas, management excuses and intrusive and brand-centric emails are partly related to connecting with the customer at the wrong time with the wrong message!
Do you know an under-performing sales person who misunderstands what those ‘nibbles’ look like?
5 Reasons Why It’s Important To Pay Attention To Social Selling Triggers
1.    Get on their buyer’s journey radar
2.    Nurture a relationship with a prospect, who is not ready to make a decision
3.    Sustain your relationship with your customer
4.    Accelerate the sales process by adding value with content and insight
5.    Develop your reputation
Here’s Some Research To Hook You Into The Decision-Maker
·         84% of C-level/vice president (VP) executives use social media to make purchasing decisions. (Source: IDC)
·         Social networks, like LinkedIn, are the #1 influencer in the final stage of the purchase process. (Source: IDC)
·         The average B2B buyer, who uses social media for their purchase decision, is senior, has a larger budget and has a greater span of buying control than a decision maker who does not use social media. (Source: IDC)
·         B2B buyers find the greatest benefit of social media is gaining greater confidence in and comfort with their decision (Source: IDC)
The big insight from this research is your customers use social media and expect to engage – either with you or your competition!
The big question is, do you know when and how to engage with your network? Do you understand the sales triggers giving you the permission to connect?
Here are the 30 social selling LinkedIn sales triggers to help you identify when to reach out a be a part of the customer conversation.
===========================================    For a great satire on email, please see the following:
https://www.youtube.com/watch?v=HTgYHHKs0Zwscoop_post=bcaa0440-2548-11e5-c1bd-90b11c3d2b20&__scoop_topic=2455618
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