The Irony of LinkedIn: Not a Sales Platform But a Goldmine for Sales Opportunities?

by | 7 Jan 24

For me – and many others – it’s pretty simple: LinkedIn is the world’s largest professional networking platform.

But, some see it as a sales tool. It’s not! It’s for networking, but – I suppose – a byproduct of networking is, of course, sales.

So, it’s fair to say that LinkedIn isn’t your typical sales tool. A bit of a paradox.

How can a platform that doesn’t focus on sales be so effective in creating meaningful opportunities It’s a curious irony that piques our interest (or mine at least 😀) and leads us on a journey to uncover the true potential of LinkedIn.

So, here we are, looking at the intricacies of LinkedIn, trying to untangle the contradictions surrounding its impact on sales. In this post, I’ll explore the art of networking, the power of consistent engagement, and the knack for creating compelling posts that spark interaction.

And I’ll introduce you to the ‘PUC-SEE’ framework, a unique approach to LinkedIn posts that has the potential to revolutionise your LinkedIn presence.

Let’s get started.

Table of Contents

Use these links to jump straight to the part of the article that interests you most.

> Harnessing LinkedIn’s True Potential
> The Power of Networking
> Mastering LinkedIn Posts
> Consistency is Key
> Key Actions to Take Away
> Further Reading

Harnessing LinkedIn’s True Potential

Have you ever stopped to really think about LinkedIn? It’s often seen as a platform just for direct sales, but let me tell you something important – something you need to remember: it’s not. If you treat it that way, people will soon start to brand you as spam. The last thing you want.

You see, LinkedIn is actually the biggest professional networking site in the world. And, if you Google ‘What is LinkedIn?’ you’ll find that’s exactly what they say they are.

Understanding this, really grasping it, is like finding a key to unlock a chest of possibilities. I’ve worked this out myself, I’ve been on the journey. When I changed my perspective and started seeing LinkedIn not as a sales stage, but as a networking hub, everything shifted.

Shortly after working that out, my success on LinkedIn didn’t just increase, it multiplied. Not because I was pushing sales, but because I was building connections. And from these connections sprang more organic sales opportunities than I could have ever imagined. So next time you log into LinkedIn, remember – it’s not just a sales tool. It’s a place to connect and engage.

The Power of Networking

The amazing byproduct is your network starts to help you get more sales and you help them too. It’s a brilliant referral opportunity. And it works both ways.

Trust – now there’s a word with some weight. We all know it’s like gold in the world of sales. But, as you know: you can’t buy trust, you have to earn it. And how do you do that? Through networking!

Think of sales as a happy outcome of trust. It’s not something you chase after, it’s something that naturally follows when you’ve built a solid foundation of trust. So, what should be your game plan on LinkedIn? Simple. Concentrate on making connections, share valuable insights, and always aim to offer value (giving tips and advice).

Mastering LinkedIn Posts

But how do you offer value? Well, one approach is to create compelling LinkedIn posts that grab attention, retain attention and promote engagement. Through hours of searching, reading, watching, listening and testing – I developed a six-step framework that has led to me getting more post impressions and – most importantly – more real-life conversations.

I like a good abbreviation, so I’m naming this framework PUC-SEE:

  1. Problem
  2. Understanding
  3. Consequence
  4. Solution
  5. Effect
  6. Engagement

This framework guides content creation. By using all 6 elements of this framework in every post you create you will address a common problem, demonstrate understanding, highlight the consequence of not acting, offer a solution, explain the positive effect of taking action, and ending with a call to action (basically asking for other people’s opinions).

The key is not to be salesy! But genuinely helpful.

Learn How To Use The PUC-SEE Framework

Learn how to write and structure your LinkedIn posts using the PUC-SEE framework.

Check out our ’15-minute bite-sized’ training course.

Consistency is Key

I’ve learnt how amazing something as simple as consistency can make such a big difference. And when it comes to LinkedIn, consistency is the – not so – secret sauce that gets you success. Engage regularly, every day, and you’ll see bonds strengthening, and relationships deepening. Give it some time, and these connections bloom into recommendations, referrals and sales opportunities you never saw coming.

Apply the PUC-SEE framework and commit to staying engaged consistently.

Remember, it’s those meaningful connections that are the magic key to unlocking sales opportunities. So, what are you waiting for?

The best thing I did for my business was to just get started. Oh, and don’t stop!

So, start networking today, and see how LinkedIn will help you flourish.

Key Actions to Take Away

If you do nothing else, just copy/paste this part of this post. If you follow these 5 ‘key actions’ you won’t go far wrong. You’ll certainly see LinkedIn help you get more sales opportunities. And you won’t be one of those horrid LinkedIn spammers.

  1. Shift Your Mindset: View LinkedIn as a networking tool rather than a sales platform. Build relationships and trust first; sales opportunities will follow naturally.
  2. Network Strategically: Consciously work on creating connections, sparking meaningful interactions, and cultivating professional relationships. Remember, sales are a byproduct of trust.
  3. Craft Compelling Posts: Use the PUC-SEE framework (Problem, Understanding, Consequence, Solution, Effect, and Engagement) to guide your content creation. Aim to be genuinely helpful rather than overtly salesy.
  4. Stay Consistent: Regularly post and engage on LinkedIn to maintain your relevance within your network. Over time, strengthened relationships can evolve into sales opportunities.
  5. Be Patient: Remember, it’s about cultivating meaningful connections; sales opportunities will come when there’s trust.

Implement these actions, and you’re bound to see your LinkedIn presence grow and become a significant source of sales opportunities. Good luck!

Further Reading

To delve deeper into the art of networking on LinkedIn, I recommend reading “The Start-Up of You: Adapt to the Future, Invest in Yourself, and Transform Your Career” by Reid Hoffman and Ben Casnocha. This insightful book offers pragmatic advice on how to cultivate your professional network effectively.

If you’re eager to learn more about crafting compelling LinkedIn posts that drive engagement, “Known: The Handbook for Building and Unleashing Your Personal Brand in the Digital Age” by Mark Schaefer is an excellent resource. It provides a wealth of information on how to develop and distribute valuable content that resonates with your audience.

Finally, for those interested in understanding the importance of consistency in your LinkedIn activities, I recommend checking out “Everybody Writes: Your Go-To Guide to Creating Ridiculously Good Content” by Ann Handley. This book provides practical tips on how to maintain consistency in your content creation and engagement strategies, ensuring your online presence remains strong and relevant.

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