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15 Questions That Will Help You Sell Better on LinkedIn

Larry Jefski
Posted by Larry Jefski

 

LinkedIn is the premier online arena for sales teams to prospect for and reach out to new leads. As of today, there are almost 400 million people on LinkedIn. That’s more than the population of the United States. Of those 400 million, there must be some who just might want to buy what you’re selling.

How can you build a LinkedIn profile to sell to these untapped millions?

Traditionally, to make it big in sales, you needed to ooze confidence and maintain a competitive nature, but in today’s era of selfies and Snapchat, the game has totally changed, and here’s why:

“Nobody Cares About You. They Only Care About Themselves.”

As someone who makes a living helping corporate teams acquire and close more and better quality leads, I can’t stress enough how important this realization is. If I had it my way, this would become the new mantra of sales teams nationwide, and the old standard, “Always be closing,” would be stricken from the record books.

Once you accept it’s not about you, it’s about your prospects, you’re setting yourself up for massive sales success. We know this is true because sharp sales teams figured out that they could actually sell more products and close more deals just by being helpful. They pieced together the things that ultimately mattered to their buyers, and changed their pitch from selling features to selling solutions.

Most sales teams and brands I speak get this, and they might even apply it to their offline sales methods, but here’s what drives me nuts; they’re not doing it on LinkedIn!

 

Building a LinkedIn Profile That’s Not All About You

Take a look at these two LinkedIn profiles. If you were in the market for what they’re selling, which salesperson would you get in touch with?

John Q Salesman:

- Top closer 4 months in a row, sold most new accounts in company history
- Upsold $78,000 dollars in new revenue to current clients
- Won Salesman of the Year award 2 years running
- Successfully completed cold calling 101 course

Jim B Helpful:

- Helped Client A lower costs 17% by eliminating redundant technologies
- Reduced product downtime and support costs by providing comprehensive maintenance package
- Enabled senior management to gain insights through new real-time reporting tools

You’d probably go with Jim B., right? Why? Because while John brags about his own accomplishments, Jim shows what his customers have accomplished with his help (they lowered costs, reduced product downtime, and gained insights).

I realize that all of this sounds easy, but here’s the problem: We’re practically hardwired to write traditional resumes, boasting about our personal corporate success, so it ends up being all “me, me, me,” when it should be “you, you, you.”

Thankfully, we don’t have to rewire our brains, all we have to do is just imagine ourselves in our prospects’ shoes.

To help get you started, I’ve devised 15 questions to get you thinking about who you help, how you help them, and why they should work with you. These questions will help you identify specific successes your clients have had or problems they have solved as a result of your help. They will help you understand your value from the point of view of your clients, providing the material you need to build a LinkedIn profile that will grab the attention of new leads.

 

 15 Questions Your Prospects Want to Know: 

  1. How did you get this job?

  2. What does your company do?

  3. Who buys its products or services?

  4. What are your major responsibilities?
    - What have been the biggest challenges you faced in accomplishing them?
    - What did you do, and how did it turn out?
    - What resulted from your actions?


  5. Are there any areas of the business you specialize in/have extensive experience with?
    - Think about the general industry, but also key technologies and operational aspects that transcend.

  6. What are you most proud to have accomplished in this role?

  7. Have you saved your client time or increased productivity?
    - How did you accomplish this? What tools, skills, knowledge or software did you utilize?

  8. What have you done to increase sales or revenue for your clients?
    - How did you go about doing it? What tools, skills, knowledge or software did you utilize?

  9. What have you done to decrease costs or expenses for your client
    - How did you accomplish this? What tools, skills, knowledge or software did you utilize?

  10. How have your accomplishments in this role stacked up against others in your department, company or industry? 

  11. Why is your client better off because you now work together?

  12. What did you start or set up that became a model for other internal teams or outside companies?

  13. How did you make life easier for your client, their teams, or others with whom you worked?

  14. How are you viewed by your boss, peers and those you supervise? 
    - Why do they have this opinion of you?

  15. What is your reputation among your vendors, customers or clients?
    - Why do they have this opinion of you?

Some of these may seem trivial, but you'd be suprised to learn just how hard it can be to write clear, concise answers that make sense to strangers. Give this excersize a try and let me know what you think!

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Topics: Social Media, B2B Sales and Marketing