How to Sell Business Services Using LinkedIn.
In the continuing series of how to sell Business and SEO services, and based on our premise that relationships are what really sell, I wanted to give you a great tool and process to sell more services.
LinkedIn is the world’s largest business social network. Chances are the vast majority of your clients have a LinkedIn profile. On that profile is a list of their connections. Doesn’t it make sense to take a look at all of your clients connections, making a note of the industry and position each connected person is in, and then ask your client for an introduction?
The first step is to request to be added to each of your clients LinkedIn account. All you need to do is search LinkedIn for their names, and then request they add you as a connection.
We encourage our sales coaching clients and any businesses that sell B2B, to actively, and prolifically ask for referrals from clients. The big challenge most of your clients/customers will have giving you a referral (and I find this true time after time) is trying to figure out who to refer you to. The process of knowing who their connections are on LinkedIn, and asking directly for a referral to that very person, will increase your referrals a ton.
Give it a few weeks if needed
You may need to give it a few weeks before many of your clients respond to your request to be connected, as they may not check their account all that often. For those you don’t hear back from, send them an email and ask that they add you to their LinkedIn connections.
Search their connections
Now that you are connected… go search those clients’ connections! Make a note of the people you think will benefit from your service, and then… write a template email that you can give to your client that recommends a business speak to you about your service.
Send a request for an introduction
Send your client a request for a referral to the identified prospect, and add the email template to the bottom of your email. End your email with something like….
Mike, I wanted to make this as easy as possible for you so I have included a brief introduction of my company for
_____________ (Name of prospect) below. Please feel free to just copy and paste it into an email to _______.
You have now eliminated almost all the reasons you don’t get referrals from Clients. You have identified the person(s) they can refer, you have written the copy they need to send. You will be surprised how many of your clients will happily refer you to non competing businesses.
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