This post is part of the 📖 Linked Inbound series.
Today, I am reading the chapter 8 Social Selling Strategies chapter of the book Linked Inbound written by Sam Rathling.
This book was written for every individual that knows the huge potential of LinkedIn® but has no idea how to unlock it.
When writing this book, author Sam Rathling Social Selling framework has generated close to £10million in closed business for her clients in a year. Typically, sales directors, CEOs, entrepreneurs, business owners, and Experts pick up this book because they are worried about a weak or empty sales pipeline.
Learn, master and implement 8 strategies discussed in the book Linked Inbound** and you will catapult your LinkedIn® results, smash your sales quota, build your brand and achieve everything you want in your business.
8 Social Selling Strategies
At the time of writing, the Social Selling framework generated close to £10million in closed business for my clients in 12 months. I am on a mission to generate over £1billion for my clients by 2025.
The Social Selling framework is responsible for changing businesses on a global level.
Principles of Social Selling
There are 3 main overriding principles to focus on when it comes to social selling through LinkedIn®.
- The VCO process.
- Understanding your Social Selling Index.
- The Power of ‘Givers Gain.’
The VCO Process
You must understand the VCO Process if you are to be successful at marketing your business through LinkedIn®.
This process is usually referred to when we talk about referral marketing when networking on a face-to-face basis, and the key is in the power of relationships.
Referral marketing works because these relationships work both ways, and both parties benefit in some way.
The relationship evolves through three phases: 1. Visibility, 2. Credibility and 3. Opportunity.
We call this evolution the VCO Process. First, you and your business must be visible.
Visibility comes from posting great content, having a great profile and being an active member of the LinkedIn® community.
Next comes ** Credibility**. It is not enough to be visible. People have got to know, like and trust you before they are going to part with their money.
** Credibility** is all about growing and nurturing the relationship before moving to a sale or moving into a place where someone will refer you to one of their clients.
Rushing into selling destroys your Credibility, and you may never recover. — Sam Rathling, from the book Linked Inbound
Only when you add Visibility to ** Credibility** can you move to Opportunity and Profitability in a relationship.
When you move the relationship to the next level, you will be referred, recommended, promoted, and spread great word of mouth about you and your business.
Always bear in mind that Visibility + Credibility = Opportunity. — Sam Rathling, from the book Linked Inbound
That’s it for today. Tomorrow, we will continue to read the same chapter, but the next section, Your Social Selling Index (SSI).
Your LinkedIn® profile is your 24⁄7 digital ambassador, working for you around the clock. This is all about you having a presence online, having a personal profile and a company profile and being seen to be active and engaged on LinkedIn®.
Rushing into selling destroys your Credibility, and you may never recover.
Author(s): Sam Rathling
Part 2 of 25 in the 📖 Linked Inbound book series.