How To Close More B2B Deals With LinkedIn
As a business owner who sells to other businesses, LinkedIn can be a very powerful asset if you know how to use it correctly. We should be grateful that someone took time out of their lives and created the world's largest database of business owners and entrepreneurs right there at our fingertips.
LinkedIn gives you superpowers in the real world; you can go to their search bar and literally find the exact type of business owner that you are looking for to sell your products or services. Do you know what’s the added benefit of LinkedIn? No gatekeepers! in sales, this is your biggest obstacle, the dreaded gatekeeper. You can literally skip past all the layers of gatekeepers and skip to the decisionmaker of the company that you want to do business with. By messaging them, you can get right into their inbox and start the process. Let’s say for example that you sell CRM software for the hair salon niche. You can literally go on the LinkedIn search bar and type in “hair salons + your city name,” this search query will bring up the names of all the people that have this term in their profile. You can engage one-on-one with key decision-makers that are most relevant for your product and service.
If you are messaging people that you are not “friends” with, I would recommend that you purchase the“sales navigator” package from LinkedIn which is around $80/month. This will allow you to message anyone on LinkedIn regardless if you are friends with them or not.
Just a pro tip, when you are making the first contact, try to treat the person like a human being instead of treating them like just another lead, be more human and genuinely interact with them as if you are trying to help them solve a problem. In future articles, we will go more in-depth as to how to contact people on Linkedin, but the bottom line is that you only get 1 shot to make contact, so take your time and carefully craft a message that you yourself would respond well to. Try and put yourself into the prospect's shoes and look at your message from their point of view.
One of the things I love most about LinkedIn is the tone and mood of the app; this means that when people go on LinkedIn, they are in a more“business” state of mind. They essentially act differently. People on LinkedIn are there to network and meet other people in the business. However, the same does not hold true on Instagram or Facebook. Yes, of course, there are exceptions to every rule, but for the most part, LinkedIn is not really for entertainment purposes it's more for business-related content.
If you wanted to go a bit more advanced, consider having us do some paid ad campaigns for your organization on the LinkedIn network. Instead of you sitting down and sending out email after email to businesses, we can create an audience for you and have multiple ad campaigns that target all of them for you. We’ve done a lot of campaigns on Facebook, we rarely see any small businesses take advantage of LinkedIn, but this is your opportunity, take advantage of LinkedIn ads now before your competitors realize their true power.
So, if you are a B2B entrepreneur, start thinking of creative ways to reach out and make some sales happen with LinkedIn in your arsenal. Let us know in the comment section how you were able to use this asset to close some more sales.