This professional platform has become one of the finest assets to any business looking to generate more leads, raise awareness, or simply engage with its target audience. Over the years, this social network has also become a goldmine of professional opportunities for companies to reach the forefront of their industries.
Just like with any other social platform, LinkedIn requires a dedicated marketing strategy that should ideally support your sales goals. With that in mind, let’s go over a few effective ways to harness LinkedIn as an effective sales tool for your team!
1. Timing is important
Do you know when your target audience spends their time on LinkedIn and to what end? Understanding their schedule better as well as their motives allows you to avoid some of the more common scheduling mistakes and instead post precisely when you can succeed.
Look into the relevant factors for your industry, audience, location, and of course, your sales goals. Keep in mind, LinkedIn content isn’t meant to be used exclusively for sales, but for building trust, credibility, and relationships.
Find the best time to post on LinkedIn depending on your specific campaign goals and audience preferences. Make sure to keep track of your campaign’s performance to tweak your posting times for more organic reach.
2. Provide value at every turn
While your LinkedIn content will vary, you need to analyze how well it fits into your sales funnel. Does your content provide value to your prospective buyers? Ideally, you can use LinkedIn to publish sales enablement content that will help you position your brand properly and show how your product or service is better than your competitors.
Talk to your sales folk; they might not be in charge of content creation, but they can inform your social media team of what kind of questions they get from prospects and what kind of information allows them to close more deals. That data is what you should use in your LinkedIn posting.
3. Learn from your competitors
LinkedIn is already jam-packed with content that wants to steal your audience’s attention. If you add to that the simple fact that some industries are more oversaturated than the rest, you can understand how crucial it is to evolve your content strategy regularly.
For example, nowadays, everything is an app. There’s a new app popping up for everything from money management, e-commerce, and fitness, to simple communication. Knowing that the best app marketing agencies out there use LinkedIn heavily to get in front of as many people as possible.
If you’re in a similarly crowded market, why not learn from the best in business? Look at how your competition is talking to their customers and see if you can generate a similar level of interest with quality content that will help you boost customer trust, interest, engagement, and ultimately, sales.
4. Go strong with video content
If you manage to portray yourself and your company as a thought leader, innovator, and expert in your industry, you will be far more likely to generate high-quality leads from social networks like LinkedIn.
That said, one of the best ways to accomplish this goal is to leverage video content! It’s no longer just an option, it’s a necessity if you want to stand out and use your content output to provide value.
- Organize informative podcasts covering relevant topics.
- Interview experts you work with, your company founder, and other C-level people who have something of value to share. Use a simple interview tool to record and manage the content, and then either publish the whole thing or crop-specific segments you want people to focus on.
- Create impactful demos. Demos are an invaluable tool for your sales team, but also a great opportunity to publish snippets on social media that will interest your audience.
5. Monitor and leverage mentions
This step is especially crucial for managing your reputation, but also as a way to let others share their views on your business. That kind of content can generate more traction, as you’d gain more visibility, and your name would most likely become synonymous with excellence or success.
Once again, this is a priceless opportunity for SaaS companies on LinkedIn. With so many competitors, finding yourself on a list of the best SaaS companies, and having someone else speak positively about your brand will rapidly elevate your standing and skyrocket your sales.
However, that means you need to monitor all brand mentions on LinkedIn, respond to comments, engage with your community, and earn a spot on such a list to reap the rewards.
6. Optimize your content
The importance of creating LinkedIn content that is useful and relevant to your target demographic cannot be stressed enough. It is equally important to optimize your content by using a range of keywords and industry-specific phrases.
Optimization is one of the most important content promotion strategies to make your content more visible. It helps more people find you, especially those who are not already familiar with your business.
Producing useful, well-optimized content means potential customers will not just stumble upon your business page on LinkedIn and leave without knowing what you do; with the right content, potential customers will learn the most relevant information about your company from your page and follow you wanting more content of that kind.
Publishing useful content is the only legitimate way to use LinkedIn for customer acquisition as well as for earning repeat business. Finally, if your content gets traction, which means you not only get shares and reactions but also comments, be sure to respond to those comments and show appreciation.
Active engagement is another surefire tactic on LinkedIn to boost your brand reputation and grow your network.
7. Analyze, enhance, repeat
The content you publish on LinkedIn can help you drive your sales goals, but even more so, it can serve as a sandbox, a chance to learn what your audience responds to the most.
What kind of posts has driven the most leads to your LinkedIn inbox or helped bring more people to your website? Which posts have inspired the most engagement, shares, and visibility?
Understanding the performance data of each campaign should serve as the basis for improving all future campaigns. Data collection, as well as data mapping, analysis, and other data processes, will play a vital role in enhancing your LinkedIn content strategy.
Get to know your audience by understanding their behavior on LinkedIn. Figure out how your brand fits into their lives and what you can do with your content to get more people to contact you or to at least follow you on social media. The more you learn from your data, the easier it will be for you to refine your strategy, and enhance the quality of your LinkedIn content and its effectiveness on your target audience.
8. Automate what you can
From what you’ve read thus far, you can see that the vast majority of suggestions require tons of time, creative effort, and trial and error. However, some aspects of social media management can and should be automated. Using the best social media software such as Crowdfire for scheduling, creation, and analytics can help you save time, reduce your expenses, and most of all, minimize mistakes.
Automation means that you no longer have to manually publish each post, track its performance, or actively search for brand mentions. Instead, you can create your content well in advance, schedule the posts, and let your software handle the rest as you focus on communicating with the leads that come in, so that you can boost your sales.
Chances are, automation will help you get more one-on-one interactions with potential customers, as you’ll have much more time on your hands to handle your sales pipeline. In that sense, automating a certain aspect of your content strategy for LinkedIn will have a tremendous impact on your ability to land more clients and reach your sales goals.
Over to you
LinkedIn can be a robust sales ally for your business if you know how to leverage your brand presence, and network and if you refine your communication with your target audience over time. Carefully monitoring content performance and adjusting your output accordingly will help you support your sales team, but be sure not to focus just on the sales numbers.
LinkedIn should primarily be a place where you build your reputation and awareness, and create ample opportunities for your target audience to engage with you — as a result, your sales will surely grow.