Between 2009 and 2016 the number of Linkedin users grew from 40 million to almost 500 million. As every fast-growing platform (number of Linkedin us), Linkedin is permanently adjusting its features to the new trends and audience, opening new possibilities for generating Linkedin sales leads and making selling on Linkedin easier.

With the interface updates, always come new guides that explore how things are going to work and how you can advantage from them. Despite all their usefulness, sometimes the buzz around new features makes users lose track of older features that don’t become less useful with the updates.

In this article, I want you to recall old good functionality, which will definitely help you to increase the efficiency of social selling on Linkedin. Also, I would like to help you develop the right attitude to the Linkedin features.

How to treat changes?

 

I have already mentioned that Linkedin platform is actively evolving. It’s absolutely essential due to the terrific speed of technological evolution and corresponding competition. Therefore, it is important to know how to treat new features and interfaces.

Linkedin differs from other social platforms in the one primary way: it’s the tool for growing the business and creating the worthy professional presence. Therefore, unlike to other platforms that you use for staying in contact with your friends, Linkedin features mean real possibilities for selling on Linkedin that you can either leverage or miss.

If you are actively using Linkedin for your business (if you are the newcomer, I recommend to start at the beginning), it’s probably useless to teach you this. However, reminding is never redundant when it comes to something useful. Always make sure that people who work at your company know how to leverage Linkedin features.

Especially, it makes sense when interface gets updated. Nevertheless, teaching only how to use the newest features, again, makes forget the rest functionality. In this case, the best thing to do is to check from time to time how fully, indeed, the platform is used by your company’s stuff.

Remember, the analytical approach is your everything when you need to check results. Therefore, to get the full view at the way your company makes use of Linkedin and master selling on Linkedin, you will need to keep track of the results each of the features yields.

The features that make selling on Linkedin easier

 

Make sure that you use these extremely powerful features:

  1. Advanced search

Linkedin advanced (Boolean) search is one of the most powerful Linkedin features that have ever been presented by Linkedin tech team. It’s based on using special search operators (AND, OR, NOT)  and relevant keywords that help to create extremely precise search queries.

 

 

Leveraging Linkedin advanced search, first of all, should mean to you the wide range of possibilities for finding new prospects and generating Linkedin sales leads.

Learn more about Linkedin advanced search here.

  1. Recommendations and connection degrees

The possibility to recommend one person to another and get recommended is great. However, there’s even more about recommendations that you definitely need to know. Every profile contains information about the degree of familiarity you have with this person.

This connection degree is the kind of map between your connection base (those of the 1st degree) and the rest of Linkedin users. It can help you to find right people among your direct connections who can introduce you to those you want to get in touch with.

Have you thought about why recommendations are valued that much? Well, because all the buy/sell processes within the Internet of things are based on the human tendency to rely on the advice of somebody’s familiar, instead of being a sort of pioneer.

In the professional space, the relevance of recommendations and introductions are even higher than anywhere else. Logically, we want to trust people we buy from. If somebody whom we know recommends us the particular product or service, it vastly raises the chance that we will choose that it.  

  1. Notifications about new views

For sure, you know that for each new view of your page you get a notification. What should those new views reveal to you? First of all, new view means interest expressed by someone towards your profile. There’s a high chance that this person is your prospect.

If you observe the tendency that Linkedin users view your profile but don’t get in touch later, it may mean that your profile isn’t clear enough for people you target. Keep it short and precise about what you offer and how good you are in it.

New views of your profile also give you some ground for getting in touch with those who viewed your profile. Unfortunately, you can’t do it (unless they are in your connection base) on the regular basis.

However, if you use Linkedin InMail, you can send direct message to anyone beyond your direct contacts. First, closely analyze the profile of the person who viewed your profile. If you decide that this person has chances to become the prospect, send the message via InMail mentioning that he/she has visited your profile.

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Conclusion

Remember what I told you about what new views mean? They can work as the expression of interest and ground for the future dialogue. If you want to grow your Linkedin sales leads, don’t wait for others – make your step first.

ProTop can help you to get closer to your prospects by auto visiting thousands of profiles of those who can get interested in your services or products. It’s the easiest and the less obtrusive way to get noticed.

As you see, the process of selling on Linkedin implies using a lot of interesting features and possibilities. Although something new is coming up all the time, it’s important not only to keep track of the changes but to leverage the full range of features (like advanced search, recommendations, and notifications).