I Couldn’t Have Won These Two Clients Without LinkedIn
Here are two case studies that show what an effective sales resource LinkedIn can be.
The international client
I have a client in Canada for whom I write content. I only got to know them through LinkedIn. But we connected and engaged. Later on, we discovered that they needed content and I provided content. The fit was right and now we are working together well.
But this would never have happened without LinkedIn. I would have never known they existed. And even if I did know if them, I would have focused on winning a U.K. client rather than dealing with all the complexities of traditional international sales.
Some people tell me that this only happened because I’m a content writer. But there are lots of content writers in Canada. And I know many printing companies who win international clients on LinkedIn.
The procrastinator
Another client saw me speak at an event many months ago. They liked what they heard but the time wasn’t right for them to engage yet. They have admitted to me that they would have probably forgotten all about my services if it wasn’t for the fact that we were connected on LinkedIn. But, because they saw a regular stream of useful information from me, they were able to reach out easily to me when the time was right for them to work with me.
Like many sales people, I do not have time to keep in touch with all my procrastinators on a 1:1 basis. But LinkedIn is a powerful way to make sure that I stay front of mind with a large network of potential clients who may reach out to me at some point.
P.S. Download my free e-guide “Ten Social Media Rules For Print Sales People” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to use social media and sell print effectively.
Also learn how to create a powerful social media profile: check out my book "Five steps to creating a social media profile that generates business".
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- Business Management - Marketing/Sales
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