Small business executives and entrepreneurs expect your sales people to be knocking on our door sooner than later, inquiring how to best engage in social media. If they aren't knocking, this should be a cause for concern! Customers are accessing information differently than before and how customers buy has fundamentally changed. Instead of going to a sales person for information, they are conducting a lot more research online and taking advice from others who have established reputations or experience with your products.

Small business executives need to get on the ball immediately and be prepared to leverage this powerful marketing channel. It is the job of marketing (if you are in charge of marketing, this is your job) to lead the way and direct their salespeople (or not). This may include taking a leading role participating in these social media accounts. Let’s explore some key features in Linkedin that salespeople need to utilize.

Linked In: An Online Global Network of Business Professionals

Linked In absolutely rocks for networking and indentifying connections between your network and others networks.

Creating a LinkedIn group is another fantastic way to build a community to add value to your niche by providing valuable tips and mindfully answering questions on Linkedin.The best answers for a question posed are highlighted, and when a prospective customer is impressed with the level of insight provided, it’s a good possibility they’ll take note of the individual for future reference when they are further along in the buying cycle. Typically, they would reach out and request a connection as well.

People to Invite to Your Linked In Group:

• People in your company
• Key customers and contacts
• Other industry leaders in your niche

Choose a title for your group that makes sense so people will understand the exact nature of your group. Lastly, make sure you promote your group and integrate it with the rest of your marketing events and programs.

Also, particpating in groups and starting meanginful discussions within the groups is an awesome way to build your credibility on the internet within your niche.

 Three Rules for LinkedIn:

• Don't be a jerk. Respect the rules and spirit of the group. Every time you or salespeople start a discussion or answer a question, it should add value and not be self serving. 
• Always include a link back to your Website if there is information of value.
• Make sure you take the time to read and provide a repsonse that adds value to the the person posting the question. I think too many people are self serving and reply to questions to pitch their services.

If you have more question, email me and we can help you do inbound marketing. www.focus2grow.com