Follow these 10 steps keep yourself on the right path of sales success.

1. the
Fool-Proof Guide
to
SOCIAL SELLING

2. Fool-Proof Tip #1
1. Identify your purpose
2. Determine your specific action steps
3. Maintain a positive attitude
4. Surround yourself with success
5. Discipline
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
Don’t Slip Up Early in the Sales Cycle
80% of sales are made on the fifth to twelfth contact

3. With TeamLink, uncover hidden connections to quickly find
the best path to your prospects by leveraging the
professional network of everyone at your company.
You can even use a TeamLink connections search filter to
find the best prospects.
Don’t Spend Time on Needless Chatter
Fool-Proof Tip #2
LinkedIn’s Lead Builder and Premium Search help you find the
right people faster within its 277M+ member base.
Enter custom criteria, premium search filters and then save your
search for faster access and automatic alerts.

4. Don’t Blow Wind
Whether it’s your company’s content or content
related to your industry, sharing is more effective
when it’s personalized.
Be sure to include a “why” behind your sharing.
For example: I’m sharing this specific piece of content
with you now because…
And make it easy for your prospect or customer to
consume the content.
For example: Please note the graphic on page 8,
which relates to your question regarding…
Fool-Proof Tip #3

5. Fool-Proof Tip #4
It’s nice to have a “warm” lead, but it’s even better when you can
convert it into a hot lead.
Make it clear that you have done your research and your goal is
to gain a deep understanding of the customer.
Arranging a warm introduction, which can be accomplished on
the LinkedIn platform, is made easier by:
1. Setting yourself up to over-deliver
2. Being yourself and letting your personality show
3. Taking care of any referral sources
Don’t Shock the Hand of the Lead that Feeds You

6. Success in the era of social selling is made easier when your
positive online presence precedes you.
Fool-Proof Tip #5
Don’t Disguise Your Professional Brand
1. Asking yourself, “How can I woo prospects
with my LinkedIn profile?
2. Sharing, curating and creating content to
establish credibility.
3. Leveraging existing connections and LinkedIn
Groups to broaden your network

7. Don’t Misfire With Decision Makers
Fool-Proof Tip #6
Use language that clearly shows how your
product will increase efficiencies, save money or
drive revenue growth.
This is the proof behind your tangible outcomes.
When you can quantify the results you have provided
for a similar company, your prospect is far more likely
to take notice.
Your sales strategy should demand the attention of potential buyers and create a desire
in them to meet with you to learn more.
There are two things all decision makers care about.

8. Don’t Sleep on the Job
Fool-Proof Tip #7
One of the best things about social selling – aside from no
cold calling – is the ability to be productive from
anywhere.
Easy to build your network and communicate
strategically all from your mobile device.
The digital newspaper for professionals – it’s like having elite
business minds by your side daily. Become a trusted advisor
by using these expert insights to curate valuable, industry-
specific content.

9. 1. Talk about yourself
2. Always be closing
3. Rest on your laurels
Instead, position yourself as a trusted resource of
information and a partner dedicated to helping
prospects and customers achieve their goals.
Don’t Be Predictable
Fool-Proof Tip #8

10. Beliefs What decision maker believes about you, your company or your product.
Evaluate What is this person’s evaluation process?
Needs What are the pressing business needs?
Desire What do they strive for on a personal level?
BEND-WIMP is a checklist that – by touching on each point – ensures you are armed
with maximum sales intelligence prior to a meeting.
Don’t Let Surprises Trip You Up
Fool-Proof Tip #9
Wounds What errors has the decision maker or company as a whole made in the past?
Interests What are the decision makers interests and where is there common ground?
Mentors Whose opinions does the decision maker value most?
Proud What accomplishments is the decision maker most proud of?

11. 1. Joining relevant LinkedIn Groups within your
industry and make meaningful contributions.
2. Never missing an opportunity to connect.
3. Using Lead Builder and Premium Search to find your ideal
prospects for maximum productivity.
4. Shining up your LinkedIn profile and keep it updated.
5. Sharing relevant content that your connections will find
valuable.
Don’t Leave Success to Chance
Fool-Proof Tip #10
Multiple studies have revealed that increased LinkedIn usage
equates to increased sales.