12 Tips for Social Selling on LinkedIn

Social media can be used to attract targeted customers online. All it takes is a well thought-out profile and a sophisticated strategy. Learn here what you need to know about LinkedIn and Co. and secure additional revenue with social selling!

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In recent years, social media has established itself as a popular sales platform for a wide variety of companies to sell their products and services. However, the successes are limited.

Especially B2B companies encounter problems on Facebook, Instagram, Twitter and similar networks. However, LinkedIn offers itself as a promising alternative. With a professional profile, you have the opportunity to generate additional revenue there without major investments, while observing the most important techniques.

The Social Media Marketing Guide for B2B Companies

Social networks have become an important tool for many B2B companies to increase their reach and attract potential new customers

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The Social Media Marketing Guide for B2B Companies

Social selling as the key to success

Social selling basically means identifying potential customers and establishing and maintaining contact via social networks. In this way, companies try to establish long-term customer contacts and thus generate sustainable added value

In contrast to classic social media marketing, the aim here is not to reach as many people as possible through content. Rather, this method aims to address the relevant target group directly. LinkedIn offers the ideal platform for this type of marketing. You can find out how to use it and how to proceed in the following guide.

Tips for an appealing profile

Your company profile is the foundation for successful social selling. This is where a potential customer gets to know you and your business and often interacts with you for the first time. For this reason, you should consider the following points to ensure an appealing introduction:

The profile picture

Visitors to your profile will always see your profile picture first. Therefore, you should try to leave a positive impression with it. Use a picture that makes you look friendly and competent at the same time. Many company pages use a simple but catchy logo as a profile picture.

The background image

To emphasize the visual presentation of your profile, you should also make an effort to create a successful background image. Use it as an eye-catcher and express the values of your company here, for example, or refer to further content.

Your slogan

Below the name of your profile, there is space for the slogan of your company. If in doubt, use a text editor to find the ideal length. The content of this short text should precisely summarize what you offer and what your company stands for.

LinkedIn Slogan Aioma

Description of your company

In addition to the slogan, you have the option of inserting a detailed description. Present your competences and offer here in detail and explain to your potential customers what sets you apart from the competition. Also explain your achievements and give visitors to your site an insight into your references.

Your contact details

Of course, your company profile must also serve its purpose: Making contact with potential customers. Therefore, it is essential to include your contact details. In addition to your telephone number and e-mail address, you should include a link to your own website.

Targeted Customer Search with ABM as the Foundation for Your Social Selling

Account based marketing strategies are gaining popularity. They allow you to target your company's internal marketing to a specific customer or defined customer groups. The key to success here is the interplay between sales and marketing. Social networks are the ideal platform for this type of marketing. To ensure that you too can use ABM effectively, you should consider the following points when planning:

Step 1: Determine your focus

Account-based marketing can basically be implemented in two ways. Either specialize in working with a few clients, or focus on several similar accounts. Discuss your focus with your sales team and determine how you want to proceed right from the start.

Step 2: Prioritize accounts

You'll quickly find that some accounts have more value than others. Therefore, you need to create a list of prioritized accounts in consultation with operations. You should also discuss their importance and the goals you have for them. This prioritization should be transparent at all times.

Step 3: Align sales and marketing

The goal of your account-based marketing strategies is always to generate leads for your sales force. However, it is advisable to determine how they will use your activities right from the start. For example, you have various options in your company profile to integrate your sales department directly into the planned processes. There, for example, you can automatically notify certain sales employees if one of your target accounts interacts with your content.

Successful Sales Enablement: 3 Pillars for Marketing & Sales

Instead of building parallel worlds, it's about integratively linking the departments so that high-quality traffic and qualitative leads can be generated.

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Step 4: Deliver personalized content

In the Campaign Manager of your profile, you will find various account targeting functions. With their help, you can set up extensive campaigns and provide personalized content to specific target accounts. Extensive targeting parameters are available to define the desired areas.

How to sell successfully via your company profile

Once you have created a well thought-out profile and worked out ABM strategies, it is important to maintain existing contacts with customer accounts and promote sales via the platform. Here, you should consider the following tips:

Tip 1: High-quality content

While a thoroughly developed company profile provides a stable foundation, it is not enough in the long run. Make sure you regularly provide new content. Make sure that your content is in line with the interests of your target accounts.

Tip 2: Establish contact and conversations with added value

Once you've identified promising leads within your prioritized accounts, you should seek out conversation. Make contact and personalize your messages based on the data you've previously collected about the potential customer. In addition, involve experts from your sales team to demonstrate your expertise to the customer.

Tip 3: Take the next step

Once you have established close contact with your target accounts, you should try to get your customers to talk to you offline. So, for example, offer them a face-to-face meeting where you work with your sales team to discuss the customer's individual needs and respond to their requests.

Social Selling and ABM as Secret Sauce for your success in B2B Marketing

Social Selling and Account Based Marketing promote your success in B2B marketing. In the long run, you generate sustainable additional revenue, ensure the traceability of your marketing measures and generate lasting added value for yourself and your customers. For this reason, it is worth going the extra mile and developing and implementing appropriate strategies based on your company profile.