Blog

by Brynne Tillman
on November 2, 2015

Converting Your LinkedIn Content Engagers to Phone Calls

We all know by now that being a thought leader is vital to being seen as the subject matter expert. And, we all know that sharing great content on a consistent basis is the foundation of developing this reputation. Sadly, what we often miss out on is leveraging the budding fans that are now liking, commenting and sharing our insights. The bottom line is, if you are in business development, you are looking for new phone calls with the right people. This simple, quick step may be a key ROI activity for your social sharing.

First, keep track of the content you have shared and who is engaging with them by viewing your most recent LinkedIn activity (when you are on your profile, click the down arrow next to view profile as and click the first choice to view all your activity).

Next, take a look at who is engaging with your post, and make a decision on how you’d like to proceed, here are a couple of scenarios to consider:

  1. If it is a 1st degree connection that you’d like to get to know better send this message:
    • Name, thank you for “liking” my post. It has been a while since we connected yet we really haven’t met. If you are open, I’d love to set up a brief introductory call so we can explore how we might help each other out now or in the future. Please send me a time next week when we can connect.
  2. If it is a 2nd degree or beyond that you would like to connect with send this message:
    • Name, thank you for your thoughtful comment on my post. I had a chance to look at your profile and I think there could be some synergies between our businesses. If you are open, I’d love to set up a brief introductory call so we can explore how we might help each other out now or in the future. Please send me a time next week when we can connect.

Lastly, have a solid follow-up system. Sometimes it will take a few interactions before you get the phone call. And next time you post a relevant article or blog, get it in front of them, mention them or share it directly with a note:

Name, because you enjoyed the post last week on XXX, I thought I would share this one a a similar subject, TITLE LINK. I would enjoy hearing your perspective.

All of our work on social has to convert to business, and the first step to doing that is engaging with the right people when they are showing interest, so converting your LinkedIn content engagers to phone calls is a great place to start.

This is a guest blog post by Brynne Tillman, CEO of Social Sales Link. Brynne is a successful sales professional, sales trainer and coach spanning over 3 decades and author of a comprehensive workbook and guide, LinkedIn for Business Development. Read her other guest posts here.

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