How does being human on LinkedIn help you improve your sales game and increase revenue? In today’s episode, Ellis Stone joins Donald Kelly for a great conversation about being human on LinkedIn and what it means. 

• LinkedIn is such a powerful platform for professionals, but everyone in the space is using it effectively. 
• One of the issues that many are facing is that they’re not human enough on LinkedIn. 

Making human connections on LinkedIn

• People on LinkedIn aren’t being authentic and instead of being themselves, they try to emulate others. 
• Sales reps are too used to utilizing scripts and sending them out to hundreds of prospects. We don’t have much success with scripts because buyers know that it’s not coming from you. The truth is, people buy from people. 
• It’s difficult for companies to scale and track custom messages for every prospect. That is why companies opt for scripts or automated messages. 
• There is nothing wrong with using scripts, especially if you’re new to the sales game, but if you’re already a few years into sales and you’re still using scripts then you’re lazy selling. You’re not researching the prospects, you’re not trying to get to know the person, and you’re looking at them like they’re just numbers. 
• Ellis tells his team to use their personality when they sell, talk, and write, because sales reps have a better chance of building connections when they’re authentic. 

Be successful on LinkedIn

• LinkedIn now has a video messaging feature that everyone can use. It makes connecting much easier because they can see your face, your gestures, and they can hear the sincerity in your voice. A video can go a long way. 
• It’s not all about the prospect on LinkedIn. You must build your brand on the platform. 
• Make your profile page genuine. Make sure that when people are checking you out, they’re able to gauge you and relate to you. Don’t be afraid to put yourself on LinkedIn. Don’t be too professional in a way that everything needs to be perfect. Post some videos that show a relatable human side.  
• Be interactive on LinkedIn. Join group talks, comment on people’s posts, like others’ posts, ask questions, and more. People in the same industry will eventually see your comments and questions and will check out your page.
• Be vulnerable. Connect with people and be honest in your approach. If you want to learn, then put that in your message. People want to help others learn things about their space so ask questions. 
• No matter how or how big the opportunity is, aim to always say yes. 
• Enjoy your job. People don’t buy products; they buy energy. So have that energy whenever you make the call and give your pitch. 

“LinkedIn: Being Human on LinkedIn” episode resources

Connect and follow Ellis Stone of LinkedIn. You can also check out Sales for the Culture, an organization that aims to help black people into tech sales and help the ones already in there to go to the next level. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. 

This episode is brought to you in part by Skipio. 

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 

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This episode is brought to you in part by NetHunt CRM.

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