April 5, 2017

#424. How to Sell on LinkedIn. With Erik Qualman.

Erik Qualman, #1 bestselling author and motivational speaker, joins me on this episode of #Accelerate! His books include bestsellers like Socialnomics: How Social Media Transforms the Way We Live and Do Business, Digital Leader: 5 Simple Keys to Success and Influence, and his latest book, How To Sell On LinkedIn: 30 Tips in 30 Days.

[1:02] Erik’s background is in digital and search. In 2009, he wrote Socialnomics. It became number one in eight countries, and he started speaking. He has made a career of motivational speaking, while writing five bestsellers.

[3:49] Social selling is a tool to help you connect. You need to use your EQ more than IQ. These tools do not replace selling face-to-face. Using LinkedIn incorrectly is a loss for all parties.

[4:45] You’ve got to network before you need to network — before you need the favor or the transaction. Play the long game, in a short timeframe. There’s an art to the conversation online, as much as there is offline.

[6:10] Listen first; sell last. What’s their issue?

[8:46] Erik supplies four questions to answer in your summary that will make positive connections with your prospects.

[9:55] Follow thought leaders on LinkedIn. Questions asked of them point to challenges, opportunities, and pain points. Provide answers in the forum, to give value, and find prospects. Hard work separates you from your competition.

[11:39] Model your LinkedIn profile after the profiles of the people you aspire to become. Study them, and provide similar value and content. They’ve done the R&D of what works. Use the best from them, and make it personal to your case.

[13:11] Study the network of your competitor. See if you have meaningful connections with any, and reach out to them.

[13:52] Post it forward. You can endorse someone new each day. That is networking before you need to network. When you want a warm introduction, indicate why, and the value you want to be bring to the introduction. It’s a win for each party.

[17:55] Use email for outreach. Erik says to Google how to download your contacts’ email addresses from LinkedIn.

[19:27] The selling happens in the face-to-face meeting. Offer a few specific times and dates to meet, and get an appointment.

[21:49] Erik offers strategic questions that help you find if you have the decisionmaker, and if so, what the budget is — without asking sensitive questions. Ask thought-provoking questions, that give revealing responses.