Are you using LinkedIn to connect with new contacts and customers? Want to know the tactics of social selling on LinkedIn? The Social Selling is the use of social networks to find and connect with new contacts and new customers. In this post, you’ll discover a process of 6 steps to attract new contacts on LinkedIn.

# 1: Make sure that your profile is easy to find

The majority of sales on social, require a process of active awareness but you can direct potential customers to your products or services by optimizing your profile with keywords which a new potential customer might type when looking for your products or services you provide. Add strong keywords for the title and in the “Summary” section of your profile to ensure you to get found in the search results.

Remember that you only appear in the search results of people who are in your network. This includes links to the first, second and third level and the people who are members of groups to which you belong. For this reason it is very useful to have a fairly wide network on LinkedIn, instead of keeping it limited to strictly personal connections.

Multiple connections and you’ll appear in more search results. That said, try not to treat LinkedIn like a popularity contest, since invitations connection are limited to 3000.

# 2: Create strategic alliances

Just remember to connect and build relationships for business with those who are part of your industry.

Find professionals who share a target market similar to yours, but who do not provide the service that you provide. Once you’ve established a connection, do you promote a reciprocal relationship for generating referrals for both parties? The credibility by third parties that receive drastically shorten the sales process to potential customers (because they will learn to trust you before).

# 3: Go in search of opportunities

Now you can concentrate on finding potential customers for your business. First join groups on LinkedIn to be part of a network with a wider audience. Second, using the excellent functionality of advanced search to find potential customers. You can use filters according to the report, groups, location and sector, and also the “Save Search” function allows you to store the most effective criteria. Use the functionality of the Tag on LinkedIn Contacts to sort the results and save the profiles of potential customers to the Profile Organizer without being connected to them.

# 4: Build your message with care

Once you identify someone with whom you want to connect, you’ll want to adapt communication with care: a ‘good first impression could attract the interest of potential customers on LinkedIn besides wanting to stay in touch.

Get close to them in a natural way with a connection request and starts always greeting them by name. Be clear and concise in the body of your message. Give them a reason to click “Accept”. Customize your connection request to avoid being marked as spam. If you get too many messages of this type, you will be prompted to add an email address for each connection request that you send.

Also you can contact your potential customers through InMail, messages that have a high percentage of opening and reply and if the customer does not respond within 7 days, the InMail credits will be credited back to your account.

# 5: Build a relationship

Once the connection request is accepted, grow relationships through a useful and constant communication.

Want to get trust and credibility of your buyers? Offer them something of value as a useful article, an ebook or other free download. Whatever it is, make sure it is really valuable so it shouldn’t get rejected as spam. Depending on your sales strategy for the company, you can send a message to follow up during the next few weeks. Set reminders using the LinkedIn Contacts. Remember that the content of these messages may vary but you should not include sales materials.

You need to organize this process? The feature tag, notes and memos included in LinkedIn can help you. Create a set of tags that denote the level (Lead-1, 2-Lead and Lead-3) to advance the prospects, as they progress through the process.

Save useful information about contacts in the notes and use the “Reminder” to know when to be sent to the contact email so it should not be ignored. It would be important to stay up to date on what your contacts are doing on LinkedIn. Events like Functionality Day, birthday’s highlights, company anniversaries and job changes of all your contacts. Use this information to promote your connections with a comment or a personal message.

# 6: Convert conversations from Online to Offline.

Once your contact showing interest or respond to your message, it means that the time is right and you can proceed to move the conversation from online to offline: you propose a meeting in person, a phone call or a call on Skype.

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