FITC Forum: Expert Highlights Benefits of Social-Selling Through the LinkedIn Platform


Friday, April 23, 2021 / 9:43AM / Ayomide Oguntoye for WebTV / Header Image Credit: WebTVNG

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The Financial Institutions Training Centre on Thursday, April 22, 2021, held a Digital Marketing Summit which had as its theme, "Digital Market: Accelerate Sales in Uncertain Times". The summit featured different training sessions, one of which was the session with Tobi Asehinde, digital marketing expert and the founder of Digital Marketing Skill Institute.


The session, which had as its focus 'Social Selling Fundamentals for Business to Business; The Fundamentals of Modern Selling on LinkedIn', explained the steps involved in modern selling through the social media channel, LinkedIn.


The digital expert explained that business-to-business (B2B) activities involved human interaction in a commercial environment, and modern selling was about targeting and building relationships with the right prospects. He added that it involved seeking help before selling and a consistent follow-up of the process of selling.


Using LinkedIn as a focal point, Asehinde said that modern selling involved the effective use of the search engine to attract connections based on the subject search.


Highlighting tips for using LinkedIn to drive sales, Asehinde noted the following steps;

  • Creating buyer personas and use LinkedIn's search functionality, thereby engaging with the right prospects.
  • Joining relevant groups
  • Finding content related to the target company
  • Making sales personable
  • Showing people you're the real deal
  • Making your profile client-value driven.
  • The digital marketing expert further explained sales funnel automation options which include;
  • Using automation tools to find and send personalized invites to your target prospects
  • Tagging each new prospect inside LinkedIn once he or she accepts your personalized invitation to connect
  • Creating share-specific content with prospects that you've tagged.
  • Using the automation tools to send hundreds of personalized messages inside LinkedIn each day to your prospects, sharing contents
  • Putting a 'Call to Action' button directly inside the content you're sharing on LinkedIn to generate warm, inbound leads.
  • Watching for direct replies on LinkedIn messages from prospects and engage in conversations


The market specialist emphasized the need for effective monitoring when posting content on LinkedIn, checking who is engaging and immediately connecting on a person-to-person (P2P) basis, noting those who like comments or share posts.  This would create the context for warm conversations that expand upon the topic of the post or content that has been shared.


The summit also featured other training sessions; "Practical SEO For Business" and "Digital Content Creation".

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