You are an entrepreneur who wants to stand out from the crowd, so you decided to take the B2B route instead of selling products or delivering services directly to customers. LinkedIn is one of the best social selling platforms for B2B businesses. Here are some statistics that prove the worth of LinkedIn for B2B businesses.
According to this infographic, there are 61 million senior level influencers and 41 million of them are in decision-making positions. Sadly, you fail to grab the attention of decision-makers on LinkedIn and boost your sales. This can happen to most B2B businesses as they focus more on promoting their products and services instead of attracting decision makers towards them.
With the fast wavering social media landscape, social media marketers are finding themselves in hot waters. In this article, you will learn some effective ways to grab the attention of decision-makers on LinkedIn and boost your B2B sales.
Start off by sending personalized connection requests to decision-makers. Focus on building long-term relationships with prospects. Make sure you personalize every connection request you send. This helps to persuade busy influencers and decision makers to take some time to respond to your request. Add a short personal note that elaborates on why you want to connect with them.
Accomplishing this successfully entails diligent research. Visit their LinkedIn profile and look for common points. Comment on something which they have shared on their LinkedIn profiles or praise the company for their work. Make sure to keep it short and to the point as you only have 300 words to play with.
As a B2B business on LinkedIn, you will have to establish yourself as a credible authority in your niche. To do this, you can write and publish articles on the LinkedIn Publisher. The biggest advantage of writing articles for the LinkedIn publisher is that all these articles live on your profile, which gives you an opportunity to educate your profile visitors when they visit your LinkedIn profile. It is a wonderful way to deliver value to prospects and build trust by solving their problems.
If you want to engage decision-makers towards your business, you will have to stay active on LinkedIn and post daily status updates. It certainly doesn’t mean that you have to keep formulating an influx of content which you can post on LinkedIn every minute; you can make use of curated content to maximize what you post.
It can be as simple as sharing an interesting stat or a thought-provoking quote. This makes it easy for your B2B business to stay on top of the mind of prospects. Additionally, it will boost your visibility to 2nd-degree connections in LinkedIn especially when someone comments or hits like on your post.
Get on the radar of decision-makers by engaging with them on other social platforms. Conduct meticulous research on which social platforms they hang out on. Follow them on major social platforms such as Facebook, Twitter and Instagram. Engage with their posts by commenting on them, liking them and sharing them. This is where a digital marketing company in Dubai can help you out. Remember that the interaction should seem natural, not artificial, otherwise, all your efforts will go down the drain. If possible, start a conversation by asking a question related to the post.
Before you get in touch with key decision-makers, it is better to connect with a couple of employees of the same company. If you are lucky, you might get valuable insights about the decision-maker, especially if they are working in the same department or office as you. Additionally, it increases the chances of your connection request getting accepted because the decision-maker would be more inclined to accept your request when they see some of their colleagues as your mutual connections.
You can easily see all the employees by visiting the company page and clicking on “See all employees on LinkedIn.” This takes you to advanced search. Choose 2nd and 3rd-degree connections and use filters to select employees who work in similar locations or use keywords to find employees working in the same department.
You can never succeed in grabbing the attention of influencers by doing what everyone else is doing. You will have to think outside-the-box and come up with unique ideas. Try social videos and add personalized messages to them to make them stand out. Keep the video short and succinct, anything from 30 to 60 seconds fits the bill.
Use the initial part of the video for introducing yourself and addressing your prospects by name. You can praise their company and content in the video and end the video by thanking them for connecting with you. If the video is not your thing, you can experiment by sending case studies, e-book, white papers or even a personalized letter.
You cannot establish yourself as an authority overnight. Deliver value consistently so that decision-makers will start to see your business as a valuable resource. Create a long-term strategy and be patient as it will take some time to deliver the desired results. Keep publishing quality content and curate content from other sources which is relevant to your industry. Have a LinkedIn content marketing strategy in place to achieve success. Once decision-makers on LinkedIn start to see your business as a valuable resource and authority in your domain, sales will follow automatically.
How do you grab the attention of decision makers on LinkedIn? Feel free to share it with us in the comments section below. We would love to hear from you and learn from your experiences.