How to Grow Your Business With LinkedIn

In today’s episode we meet Brynne Tillman an author and expert who helps professionals grow their business through LinkedIn and social selling. Brynne shares the 4 areas of social selling and how you can use LinkedIn to listen online, educate, prospect and position yourself to get appointments and close sales.

If you’re selling high ticket products and services in the BbB space Linkedin is a great place to strike up conversations and get your foot in the door.

Four areas of social selling

Listen online. Answer the questions what are they liking, sharing, publishing, and following. Gather intelligence.
Educate with insights. Prove you’re an expert by creating consistent content: blogs, articles, podcasts that has real value.
Prospecting. Send a request to ask for a conversation: “I would like to explore ways we can work together. I have lots of clients like you. Whether or not we decide to work together our time will be well worth the time. I will offer you insights that will blow your mind. And even if we never talk again, it will be well worth your 30 minutes.”

Time Tree tool recommended by Brynne for scheduling.

She asks for 20 connections a day to meet for a call.

She makes 10-12 prospecting calls a week.
Positioning. Take all the things you’ve learned about prospective client position yourself as the SME (Subject Matter Expert)
- You can sell on LinkedIn… it’s more than just a networking tool.
- Challenger Sale – Corporate Executive Board did a research study on sales professionals. This is what they found: People buy from people who can solve their problems, not sellers who ask large numbers of discovery questions.
- Be a guide. This is what she will tell prospects to build trust: “When we worked with this one company, in a similar situation, this is what we did and it could work for you too… ”

A LinkedIn Allstar Profile is not Meaningful

Look at your profile as bait. Your profile must be engaging. Look at the top of your profile (above the fold).

Banner – focus on the banner vs the rest of the profile
Headline – show the value you bring (not just a title or company name)
Tell them what they will get when they meet you. Say “Learn how… “ to motivate them to click below the fold. Be a resource.
Make it resourceful, tips, checklists, handouts….. valuable content.

Resource Section of Profile

Place this in your text:

Tell people what you do. Products and services go her.
Then say let’s have a call. Have a call to action in your profile.

Brynne Tillman on Social Media

You can find Brynne (not surprisingly) on LinkedIn!

Twitter

Social Sales Link

LinkedIn

https://www.linkedin.com/in/brynnetillman

On the web

This is Brynne’s FREE Online class “Monetizing LinkedIn” with the Password “SSL”

Name Biography

Sales Training, Sales Coaching, Sales Consulting

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