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once we have decided that our business needs to be on LinkedIn to establish relationships with users and other companies and work so that they become sales at a given moment, the big question comes:

How to do it? What is that LinkedIn presence based on?

Having a presence on LinkedIn is not opening a profile and that's it. 

LinkedIn is the platform to generate conversation; conversation that leads to the sale. In a natural way.

But how do you get it? Thanks to the strategy.

In this article, I'm going to explain why and how to create an effective LinkedIn strategy . 

The strategy is the series of thoughtful actions, directed towards a determined end.

Let's see how to define this action path for LinkedIn.

LinkedIn is a powerful tool to generate conversation with your prospects to look for a sale to occur . 

But it is not about opening a profile and waiting for the contacts to rain; nor to attack all related profiles.

Not much less.

I want you to burn the following 4 words:

LINKEDIN IS A SEARCH ENGINE 

If you agree with me, THEN you will only be able to do two types of strategy on LinkedIn:

• SEARCH = Prospecting Strategy: develop search actions for potential clients

• BE FOUND = Attraction Strategy: develop actions so that potential clients find you.

The strategy to be developed on LinkedIn is based on THESE poles that complement each other.

Each of these two strategies will involve certain actions, which we will see little by little. 

At the beginning, the normal thing is to start prospecting, being proactive, looking for our ideal client ... but there will come a point in our presence on LinkedIn, that every time we will need less prospecting and we will establish more attraction strategies. 

So for now, the perfect combo is to do a combination of the two. 

But what do you think will be the goal of these two strategies? 

Well you establish strategies to be found on LinkedIn and to search for your client on LinkedIn, the final objective will be only ONE: 

Talk to YOUR potential client VIA MESSAGE .

The platform offers us four resources for this:

• The LinkedIn Search Engine

• Messaging through the Inbox

• Your Profile and that of your company's employees (we cannot prospect with the COMPANY PAGES)

• Content that you share from your profile and other employee and company profiles.

Therefore, the key lies in activating these four axes to get a conversation with your market.

How can you do it?

In order to achieve the objectives set with your presence on the platform, you have to define and clarify several issues very well:

• Who you are and how you want to be perceived

• What do you offer 

• To who 

Markets are conversations. And from those conversations the sales will come, naturally. Therefore, the sale is a process, the consequence, the culmination .

How to develop this process taking advantage of these resources and tools that LinkedIn offers us?

I have a method for it . 

A proven method already in hundreds of clients, which seeks precisely that this process of starting a conversation, developing a relationship and that it culminates in the sale occurs naturally .

This is my CRAC method

As I have told you, my CRAC method has already been tested with my clients. Clients from various sectors and fields. It works for all types of B2B businesses, of any sector, activity, type and size.

CRAC responds to the acronym of:

C, from Known.

R, from Recognized.

A, from Admired and

C, for Purchased.

What do I want to express in these terms?

That any strategy to develop on LinkedIn in order to generate conversations that manage to close sales in a natural way are articulated around these four concepts.

Be Known First : LinkedIn is made up of people. People who through their profiles establish relationships on the platform and make themselves known.

Profile has to have engaging content if some third party custom fonts, LinkedIn does not provide custom fonts as it has limited emoji as well, so try using third party custom font online threads fonts generator

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Therefore, in order to meet your goals on LinkedIn, you will have to make yourself known to the people in your circle of interest.

If you want to sell you have to make yourself known. Nobody buys something they don't know.

You can't pretend to sell to a prospect if they don't know you at all. If you are doing it like this up to now, you can change your tactic, because this is not going to work for you.

Therefore, your first strategy to develop on LinkedIn is to get visibility.

Then you will have to be Recognized : we move forward in the process. Your contacts already know you, you have already established a relationship with them. 

Natural progress is based on that knowledge turning into recognition, into positioning. Get valued in your niche as a specialist in what you do, that your contacts know how you help, what products or services you offer.

This process will occur thanks to the value you bring to your prospects.

Admired - Desired : when your market knows you, recognizes you as a person of reference in your area of ​​specialization and you are valued, you have to make what you are offering (your product or service) desired. 

Let them fall in love with you or your brand or your products and services.

That they wish to have what you are offering them. That they buy you and appreciate that you exist in the market

And, of course, that they value you for your transforming power regarding what they seek and need; not for your price. What's more, the price factor should not even be taken into account. Because they will gladly pay more to buy from the brand that has earned their TRUST. 

When you work on LinkedIn and execute these steps correctly, you will not even have to develop commercial actions, because your clients will come to you.