What is Social Selling (And How to Do it Right on LinkedIn)?

If you're like most people, you probably think of social selling as a way to use your personal social media accounts (Facebook, LinkedIn, TikTok etc.) to sell products or services. And while that's technically true, social selling is so much more than that.

What if we told you that social selling is a powerful lead-nurturing tactic? You can use social selling to find high-quality customers and build relationships and trust with them. These relationships eventually lead to even more sales!

Yep, it’s true – and the numbers back it up. According to LinkedIn, salespeople who lead in social selling on their platform create 45% more opportunities and are 51% more likely to reach quota.

Now that we've answered the question "what is social selling," let's move on to how you can do it effectively on LinkedIn.

Social Selling Tips for LinkedIn

Think about social selling like attending a casual backyard BBQ. If you stand by the grill loudly announcing the features and benefits of the product you sell to everyone who grabs a burger, no one’s going to stop by for a chat.

But if you mix and mingle with the crowd, and get to know the people there and what they’re interested in, you start to notice a few who are a perfect fit for what you sell. You engage them in conversation, and after some back-and-forth, they’re much more receptive to learning about you and what you sell.

That's the true power of social selling. And here are 6 tips on how to use LinkedIn to do it like a pro:

1) Use a Professional Headshot

Your profile picture is the first thing people will see when they land on your profile. Make sure it's a good one! You should use a headshot as your profile picture — preferably one where you're smiling and making eye contact with the camera.

While we're on the subject of photos, you should also include a cover photo on your profile. This is a great opportunity to show off your personality and show what your brand is all about.

Want to turn any photo into a professional headshot? Well, maybe not any photo! With tools like PFP Maker, you're able to add a background behind your dazzling smile to remove any unwanted distractions behind you.

2) Write a Compelling Bio

Your bio is an important part of your LinkedIn profile. It tells people who you are and what you do. This is one of the first things people will see when they visit your page.

So, take some time to write a bio that's both informative and engaging. Be sure to include keywords related to your industry so that you'll come up in relevant searches.

3) Seek Out Endorsements and Recommendations

Endorsements and recommendations from others are social proof. They show potential customers that you're credible and trustworthy.

Don't be afraid to ask for endorsements and recommendations from colleagues, customers, or anyone else who knows you well professionally.

You can even endorse and recommend others as a way of building relationships within your industry! Just be sure to only endorse or recommend people who you actually know and whose work you can vouch for.

4) Join Relevant Groups

LinkedIn groups are a great way to connect with others in your industry and build relationships that could eventually lead to sales down the road.

PRO TIP: Find some groups that align with your sales goals and start participating in the discussions!

Comment on someone else's post or start a discussion of your own. Feel free to weigh in on topics that are important to you and offer up thoughtful insights whenever possible. People will take notice — and maybe even reach out to you when they need help.

As with endorsements and recommendations, only join groups that are truly relevant to your professional life — otherwise you run the risk of coming across as spammy or inauthentic.

5) Share Relevant Content

Sharing relevant content is one of the best ways to build relationships with potential customers. When you share high-quality content with others in your industry, you position yourself as an expert in your field — and as a personal resource, your prospect can turn to with questions.

Of course, when we say "share," we don't mean just sharing any old thing — we mean sharing content that's actually interesting, helpful, and relevant to your audience! 

6) Practice Social Listening

Social media also allows you to sit back and listen to others. Whether it’s people within your own network or those who participate in common groups, pay attention to what they’re talking about so you can get a better idea of how to approach them.

This will help you determine what content they’ll find valuable which is how you can start to build a pitch. You can also search for mentions of your own name, your company, or your product to see what others are saying about you.

Who Knew Tech Sales Could Be So Social?

Of all the different social media platforms out there today, LinkedIn is by far one of (if not the) best network for social selling. Thanks to its large user base of over 875 million members in more than 200 countries and territories. It focuses on business networking, and its many features are designed specifically for salespeople!

LinkedIn provides ample opportunities for those looking to build relationships with potential customers and drive sales conversions. And these six tips will help get you started!

In fact, social selling is such a highly valuable and easily learnable skill for Career Success that we’ve made it a key part of our tech sales Courses – which you’ll find in our handy-dandy Career Success Catalog, along with all the details.

Don’t sleep on social media as a selling tool! Get connected today!