There are many misconceptions about LinkedIn. It’s not just for job searches or networking. It is a unique lead generation platform.
Lee Salz continues to be amazed by the number of sales people who feel that LinkedIn doesn’t provide any value to them. Yet, these same people spend countless hours on Facebook telling people what they ate for breakfast, are leaving for work, or entering YouTube links. How is that a benefit to your bank account?
Lee’s feelings about LinkedIn are not theoretical and he’s not a paid advertiser of it. He is a beneficiary of this social media/marketing platform, and has personally used LinkedIn to build two businesses with this website as the primary lead source. Just last week, Lee was speaking to a skeptical sales team about LinkedIn and the opportunity it provides. Two minutes before he was going to demonstrate how to use this medium, he received an email from a president of a company interested in hiring him for sales management consulting who had found him through an article published on LinkedIn. Rather than start the LinkedIn discussion with a demo of the technology, he put the email up on the screen and the skepticism evaporated.
LinkedIn provides sales people with a unique lead generation opportunity. However, the operative word is unique which means that the approach needs to be geared toward this medium. Imagine having prospects coming to you rather than you chasing them. It can be done if you have the right social media strategy when using this tool. This is marketing’s job, right? Wrong! It is a co-shared responsibility. They have the global responsibility for positioning your company, but there is a role for sales people to play as well.