Hi Community members,

Did you know that 82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts? 82% may sound like a high number, but it is not shocking that so many people are checking one another’s LinkedIn profile when they get notified that someone has interacted with them on LinkedIn — whether it’s viewing their LinkedIn profile, engaged on their post, or ending them an InMail message, etc. Additionally, if you put yourself in the buyer’s shoes, you will most likely be doing the same thing when someone you don’t know reaches out to you, likes/comments on your post, or views your LinkedIn profile.

Thus, since both buyers and sellers are “social listening” on LinkedIn — most of the time without others knowing — it is beneficial to not only remain active on LinkedIn and keep your LinkedIn profile as up-to-date as possible. RAIN Group’s LinkedIn for Sales guide shared some tips on how sellers can use LinkedIn to learn more about their connections’ needs or trends, and to essentially alert them for a reason to reach out. For example, on LinkedIn, sellers can:

• follow companies, clients, potential buyers, and industry groups that are important to them
• monitor their LinkedIn feed to stay updated on what their connections are posting and following

Additionally, with Sales Navigator, as all of you have, sellers can:

• filter Search results by relationship, company, industry, company headcount, seniority level, job function, and more
• can be notified of events that give a reason to reach out with Alerts on the homepage/newsfeed
• locate buyers and learn more about their background more easily
• connect with the appropriate prospects, save them as a Lead, send them an InMail message, add a note, and more.

These features in Sales Navigator make it easy for sales professionals to find the right people, reach out at the right time, provide value throughout the buyer journey, and continue to put buyers first. With all the tools available in Sales Navigator and on LinkedIn, I’m curious to hear how you are social listening to your prospects and buyers and how that affects when or how you engage with them.

Thank you,

Eva C.