vmartinez

__________________ refers to using the search functionality of social networks to proactively seek out new leads, insights, companies, decision makers, and influencers.

 

• Advanced search
• Social surfing
• Social targeting
• Active searching
• Active listening

 

If you are engaging in social selling activities in the financial services industry in Canada or the U.S., you must:

 

• delete any lasting record of an interaction with clients within 48 hours.
• include a clear profile photo taken within the past 6 months, using passport photo specifications.
• engage with any comments left on your posted content within 24 hours.
• send a disclaimer via direct message before engaging in a private conversation (e.g., via DMs).
• delete or hide any and all LinkedIn recommendations left by clients, colleagues, or anyone else.

 

When setting up your LinkedIn profile, be sure to customize your URL for your LinkedIn page with a __________________.

 

• short, memorable extension
• re-direct link to your personal website
• branded hashtag
• long, descriptive extension
• shortened, trackable link (e.g., an ow.ly link)

 

In the summary section of your LinkedIn profile add high quality, supporting media such as links, slideshares, and videos. In addition to bolstering your credibility as a sales professional, adding this content is important because:

 

• LinkedIn serves this content up in the ‘Suggested Resources’ section of your target prospects’ News Feed.
• LinkedIn may feature this content in the monthly emails received by your connections.
• LinkedIn automatically sends push notifications to your connections whenever you add content like this.
• LinkedIn’s search algorithm favors completely filled out and active profiles.

 

The primary goal of social selling shouldn’t be to try and close deals with prospects through social media platforms; rather your guiding purpose should be to:

 

• increase brand recognition for your company.
• set the stage for more effective outreach through traditional sales channels.
• boost your discoverability and SEO.
• phase out outmoded practices like phone calls and in-person meetings.
• get information about products and services into the hands of prospects in the least expensive way possi

 

On LinkedIn, the rule of thumb is ‘always be connecting’. However, while quantity is important, so is quality. Make sure to connect with:

 

• an accompanying request for their offline contact information.
• succinct, clear questions about key decision makers they are connected to.
• an up-to-date product and services list.
• a well polished pitch and/or attractive discount on your products or service.
• a purpose and a mutually beneficial relationship in mind.