You have probably heard someone say, “You get out what you put in.” This adage holds true with social selling as well. Social selling is a lot like a gym routine in the sense that you have to set aside time and effort to see tangible results.

Setting aside time doesn’t mean spending endless hours each day on LinkedIn or Facebook. As little as 15 minutes a day can make a huge impact on your practice.

The quickest way to create consistency in social selling is by developing a daily routine. This is no different than establishing an exercise routine, where each day of the week you work out a different muscle group. Hence, a proper social selling regimen is critical to success.

Making a commitment to social selling doesn’t mean that you stop doing the other activities that have helped you to be successful in the past. Many financial professionals are finding that some activities they used to spend time doing are not as effective as they used to be. That’s why they are reducing the amount of time each week spent on those activities and using that time for social selling.

Create your daily social selling routine

Start by setting aside 30 minutes each day for social selling, then track your activity. Here’s an example of a schedule a financial professional can incorporate into their practice:

Monday:

Tasks: Reconnect with existing LinkedIn connections, share content and send InMails*.

Tip: Mondays are great for back filling your week should you have a few schedule gaps. Reach out to existing LinkedIn connections and set up quick phone calls or meet up for coffee.

Tuesday:

Tasks: View profiles, run advanced searches, share content, follow up on messages or InMails*, and send InMails*.

Tip: Tuesday to Thursday is really all about following up and trying to set up meetings for the following week or two.

Wednesday:

Tasks: View profiles, share content, follow up on messages or InMails*, and send InMails*.

Thursday:  

Tasks: View profiles, run advanced searches, share content, follow up on messages or InMails*, and send InMails*.

Friday:

Tasks: View profiles, share content, follow up on messages and InMails*, and build introduction lists.

Tip: Friday afternoons are perfect for prepping for the upcoming week – most financial professionals know who they are meeting the following week, so Fridays are perfect for building introduction lists and being prepared for next week’s meetings. 

At first you may find that it takes you longer than the time you had allotted on your calendar, but eventually social selling will become second nature. Success will come if you stick with your routine and hold yourself accountable.

Don’t give up after a month or two. Success doesn’t happen overnight since, again, you get out what you put in.

*Requires LinkedIn Sales Navigator.

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