{"id":19892,"date":"2023-02-14T07:21:36","date_gmt":"2023-02-14T04:21:36","guid":{"rendered":"https:\/\/snov.io\/blog\/?p=19892"},"modified":"2026-02-12T13:03:11","modified_gmt":"2026-02-12T10:03:11","slug":"social-selling-on-linkedin","status":"publish","type":"post","link":"https:\/\/snov.io\/blog\/social-selling-on-linkedin\/","title":{"rendered":"Social Selling On LinkedIn: A Step-By-Step Guide"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Using social media for sales isn\u2019t a question any longer \u2013 pandemic reality favored social selling better than ever before. Now the question is rather which social network works best. For those companies operating in B2B, the answer is evident: no platform can compare to LinkedIn, which hubs about <\/span><span style=\"font-weight: 400;\">80%<\/span><span style=\"font-weight: 400;\"> of social leads.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you still can\u2019t call yourself a LinkedIn social selling guru, no worries \u2013 in this guide, you\u2019ll learn the nuances that will help you sell on LinkedIn like a pro.<\/span><\/p>\n<p>Spoiler: social selling also involves <a href=\"https:\/\/snov.io\/email-finder\">finding high-quality emails<\/a> of your prospects. So, make that your priority!<\/p>\n<div class=\"table-of-contents\">\n<p class=\"table-of-contents__title\">Outline:<\/p>\n<ul>\n<li><a href=\"#what\">What is social selling?<\/a><\/li>\n<li><a href=\"#mistakes\">Common LinkedIn sales mistakes<\/a><\/li>\n<li><a href=\"#steps\">6 steps to social selling on LinkedIn<\/a>\n<ul>\n<li><a href=\"#establishing\">Establishing a personal brand on LinkedIn<\/a><\/li>\n<li><a href=\"#building\">Building relationships<\/a><\/li>\n<li><a href=\"#growing\">Growing authority through content<\/a><\/li>\n<li><a href=\"#prospecting\">Prospecting on LinkedIn<\/a><\/li>\n<li><a href=\"#connecting\">Connecting and interacting with prospects<\/a><\/li>\n<li><a href=\"#moving\">Moving the conversation outside LinkedIn<\/a><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/div>\n<h2 id=\"what\"><span style=\"font-weight: 400;\">What is social selling on LinkedIn?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Let\u2019s start with the <\/span><span style=\"font-weight: 400;\">social selling definition<\/span><span style=\"font-weight: 400;\"> first.<\/span><\/p>\n<p><a href=\"https:\/\/snov.io\/blog\/guide-to-social-selling\/\"><span style=\"font-weight: 400;\">Social selling<\/span><\/a><span style=\"font-weight: 400;\"> is using social media channels to connect and build relationships with prospects that would further result in sales. Thus, social selling on LinkedIn presupposes that you&#8217;ll use LinkedIn to develop connections with your prospects, who you&#8217;ll transform into paying customers.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To better understand how well your position as a LinkedIn social seller is, you can regularly check your <\/span><a href=\"https:\/\/www.linkedin.com\/sales\/ssi\" target=\"_blank\" rel=\"noopener\"><b>Social Selling Index<\/b><\/a><span style=\"font-weight: 400;\"> (SSI) score. By rating your LinkedIn performance based on four categories, this tool reveals what social selling actually depends on, namely, how well you\u2019re:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Establishing your professional brand<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Finding the right people\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Engaging with insights\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Building relationships<\/span><\/li>\n<\/ul>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-19895\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image10.png\" alt=\"Social Selling Index (SSI) score\" width=\"746\" height=\"297\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image10.png 897w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image10-300x119.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image10-768x306.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">The score you see above is the one you should strive for, but sadly, not all sales reps can boast of such a result. Let\u2019s find out why.<\/span><\/p>\n<h2 id=\"mistakes\"><span style=\"font-weight: 400;\">Common LinkedIn sales mistakes you\u2019d better avoid<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">When you only start your LinkedIn social selling journey, you risk making 7 typical mistakes that prevent you from using this powerful platform effectively, hence growing your SSI:<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">#1. Not elaborating on your profile\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">It\u2019s not enough just to create your LinkedIn profile. You need to ensure it\u2019s always up-to-date and looking top-notch.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In practice, many sales reps have a profile that doesn\u2019t go in line with their value proposition. They highlight what a great person they are or how much they\u2019ve achieved, forgetting that their main goal is not to find a job \u2013 they\u2019re on LinkedIn to build relationships that would drive sales.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">#2. Not growing your network<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">About <\/span><span style=\"font-weight: 400;\">80%<\/span><span style=\"font-weight: 400;\"> of sales professionals say networking is the most effective way of <\/span><a href=\"https:\/\/snov.io\/glossary\/lead-generation\/\"><span style=\"font-weight: 400;\">lead generation<\/span><\/a><span style=\"font-weight: 400;\"> on LinkedIn. Yet, not many spend time (regularly!) establishing a network of contacts. If you prefer joining those lazy ones, prepare yourself for oblivion and a stale customer base.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">#3. Not doing the research before connecting with prospects<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">A common misconception is that prospecting on LinkedIn boils down to simply finding prospects.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">No, and no\u2026<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Prospecting is about both search and research. Prospect research is what sales professionals usually call \u2018doing your homework.\u2019 <\/span><span style=\"font-weight: 400;\">In other words, you need to gather as much information about your prospects as possible to further build rapport and personalize your <\/span><a href=\"https:\/\/snov.io\/blog\/sales-pitch\/\"><span style=\"font-weight: 400;\">sales pitch<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And while it may seem difficult, in most cases, visiting a prospect\u2019s LinkedIn profile is enough to draw a picture of what they are, what they like, and\u2026what they really need.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">#4. Sending connection requests to everybody<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">If you don\u2019t have much experience with LinkedIn social selling, you might be tempted to start sending connection requests to as many people as possible to grow your network quickly. This way, you risk being banned by LinkedIn algorithms and losing your image.<\/span><\/p>\n<table style=\"border-color: #ffffff; background-color: #ffe991;\">\n<tbody>\n<tr>\n<td>&nbsp;<\/p>\n<p><span style=\"font-size: 18pt;\"><b><i>Note: <\/i><\/b><i><span style=\"font-weight: 400;\">Remember that LinkedIn reduces the number of connections you can send to 100 a week.<\/span><\/i><\/span><span style=\"font-weight: 400;\">\u00a0<\/span><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><span style=\"font-weight: 400;\">If you have questions about how LinkedIn limits work and how to avoid being blocked, read our <\/span><a href=\"https:\/\/snov.io\/blog\/linkedin-invitation-limit\/\"><span style=\"font-weight: 400;\">recent post<\/span><\/a><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">#5. Not providing a reason to connect<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">From time to time, I get connection requests from strangers without understanding the reason these LinkedIn users are knocking on my door. And if you\u2019re doing it the same way, you\u2019d better stop it. <\/span><span style=\"font-weight: 400;\">That&#8217;s a sure explanation for why people might decline your connection requests. You need to clarify <\/span><b>why you&#8217;re asking someone to connect with you<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">#6. Not personalizing your messages<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">People adore feeling special. And they really don\u2019t care how many LinkedIn users you\u2019re reaching out to at the moment. If they feel like you\u2019re communicating with them based on a single template, your LinkedIn social selling strategy may be crashed. You need to think about how to <\/span><span style=\"font-weight: 400;\">personalize your communication<\/span><span style=\"font-weight: 400;\">, especially if you\u2019re messaging prospects in bulk.<\/span><\/p>\n<div class=\"content-banner default\">\n<p class=\"content-banner__title\">Make your bulk email outreach highly personalized<\/p>\n<p class=\"content-banner__description\">Use Snov.io Cold Email Tool<\/p>\n<div class=\"content-banner__link\"><a href=\"https:\/\/app.snov.io\/register?lang=en&amp;signup_source=blog&amp;signup_page=snov.io%2Fblog%2Fsocial-selling-on-linkedin&amp;cta_type=banner\">Try today<\/a><\/div>\n<div class=\"content-banner__img\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/01\/es.png\" alt=\"Make your bulk email outreach highly personalized\" width=\"224\" height=\"224\" \/><\/div>\n<\/div>\n<h3><span style=\"font-weight: 400;\">#7. Not providing value to your connections<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">LinkedIn users may accept your connection requests, but if they get no value from it, they\u2019ll still perceive you as a stranger or, even worse, delete you after a while. This is a common outcome if sales reps post too many ads or self-promotional content. Don\u2019t be among them.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Okay\u2026 Learning from mistakes is a good rule to follow, but we are here to find the solutions, aren\u2019t we?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The next chapter will help you build your LinkedIn social selling strategy stage by stage, providing solutions to all the mistakes mentioned above.<\/span><\/p>\n<h2 id=\"steps\"><span style=\"font-weight: 400;\">6 steps to social selling on LinkedIn<\/span><\/h2>\n<h3 id=\"establishing\"><span style=\"font-weight: 400;\">Step 1. Establishing a personal brand on LinkedIn<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Social media is where your name plays a pivotal role. You may have a great product to sell, but if your LinkedIn persona is not prominent, you\u2019ll have trouble finding customers on social networks. Hence, your first step must be to <\/span><a href=\"https:\/\/snov.io\/glossary\/brand-positioning\/\"><span style=\"font-weight: 400;\">build your brand<\/span><\/a><span style=\"font-weight: 400;\"> on LinkedIn by optimizing your LinkedIn profile for sales and making it customer-centric.\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s how to optimize your LinkedIn profile for sales:<\/span><b><\/b><\/p>\n<p><b>LinkedIn profile picture<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Your LinkedIn profile picture is more important than you may think \u2013 LinkedIn research shows that just having a picture makes your profile <\/span><a href=\"https:\/\/www.linkedin.com\/business\/talent\/blog\/product-tips\/tips-for-taking-professional-linkedin-profile-pictures\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">14 times<\/span><\/a><span style=\"font-weight: 400;\"> more likely to be viewed by others.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Yet it\u2019s not enough just to upload any photo of yourself. LinkedIn is a professional network, so must be your picture.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ensure you&#8217;re using a headshot of good quality that highlights your role. No other people displayed, no weird background. Just you looking professional and friendly.<\/span><b><\/b><\/p>\n<p><b>LinkedIn background photo<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Not many people really care about it\u2026 Yet they should! Your background photo can profitably advertise your company or express what you are ready to do as a sales rep to make customers happy.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-19899\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347015.png\" alt=\"LinkedIn background photo\" width=\"746\" height=\"233\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347015.png 758w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347015-300x94.png 300w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p>&nbsp;<\/p>\n<p><b>LinkedIn headline<\/b><\/p>\n<p><span style=\"font-weight: 400;\">This is what people will see under your name. Ensure you don\u2019t just state your job position there, but add some value. Personally, I like the formula for LinkedIn headline <\/span><span style=\"font-weight: 400;\">HubSpot<\/span><span style=\"font-weight: 400;\"> provides:\u00a0<\/span><\/p>\n<p style=\"text-align: center;\"><b>[Title]: Helping [prospects] do X<\/b><\/p>\n<p><span style=\"font-weight: 400;\">For example, if you are a software sales manager, your LinkedIn headline can be the following:<\/span><\/p>\n<p style=\"text-align: center;\"><i><span style=\"font-weight: 400;\">\u201cSales Manager: Helping digital marketers automate their marketing campaigns\u201d<\/span><\/i><\/p>\n<p><b>LinkedIn summary<\/b><\/p>\n<p><span style=\"font-weight: 400;\">The LinkedIn summary, also known as the LinkedIn bio or LinkedIn About section, is a few paragraphs of text that appear right before a user\u2019s list of current and prior roles.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s how I made it in my profile:<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-19901\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347126.png\" alt=\"LinkedIn summary\" width=\"746\" height=\"441\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347126.png 850w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347126-300x177.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347126-768x454.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Ensure your LinkedIn summary is at most two paragraphs long. Describe what makes you passionate about the job and your unique <\/span><span style=\"font-weight: 400;\">value proposition<\/span><span style=\"font-weight: 400;\">. Don\u2019t make your summary too formal \u2013 your prospects will better perceive it if you show you\u2019re a human being just like them.<\/span><b><\/b><\/p>\n<p><b>LinkedIn role descriptions<\/b><\/p>\n<p>In the &#8216;Experience&#8217; section, LinkedIn users commonly describe where they work and what their role in the company is\/was. While displaying your current position, again, focus on the value rather than general phrases like &#8216;sell B2B solutions.&#8217;<br \/>\n<b><\/b><\/p>\n<p><span style=\"font-weight: 400;\">Make your profile more targeted so your leads understand you are the one who can help specifically their business. Here are some examples of what you can say:<\/span><i><\/i><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><i><span style=\"font-weight: 400;\">Work with companies in the X industry to help them boost their marketing performance.<\/span><\/i><\/li>\n<\/ul>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><i><span style=\"font-weight: 400;\">Help customers improve their revenue by 20% annually.<\/span><\/i><\/li>\n<\/ul>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><i><span style=\"font-weight: 400;\">Provide solutions to lead generation problems to companies working in the X industry.<\/span><\/i><\/li>\n<\/ul>\n<p><b>Recommendations<\/b><\/p>\n<p><span style=\"font-weight: 400;\">LinkedIn recommendations give you social proof and help prospective customers understand you are an expert worth relying on. Moreover, they can be sure the testimonials you&#8217;ve got are not fake \u2013 by simply clicking the profiles of people who have left recommendations on your LinkedIn profile.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The more recommendations you get, the better. The way to ask them is not as complicated as it may seem \u2013 you just need to do a bit of <\/span><a href=\"https:\/\/snov.io\/glossary\/feedback-management\/\"><span style=\"font-weight: 400;\">feedback management<\/span><\/a><span style=\"font-weight: 400;\">. Each time you get positive feedback in your email or InMail, thank a person and ask them politely if they can restate their high appraisal in the form of a recommendation on your LinkedIn profile.\u00a0<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-19905\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image6.png\" alt=\"LinkedIn recommendations\" width=\"746\" height=\"493\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image6.png 761w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image6-300x198.png 300w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<h3 id=\"building\"><span style=\"font-weight: 400;\">Step 2. Building relationships on LinkedIn\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Now that your profile looks appealing, it&#8217;s high time to establish a LinkedIn network.<\/span><\/p>\n<p><b>Connect with colleagues and other professionals you know<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Start by connecting with people you know. This is a sure way to expand your network without the risk of being blocked by LinkedIn algorithms, as people who are acquainted with you will most likely accept your invitation to connect.\u00a0<\/span><\/p>\n<p><b>Connect with your customers on LinkedIn<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Already have customers who are still not in your LinkedIn network? Correct this misunderstanding. Connect with as many of them as possible; these people can recommend you and help you establish your personal brand.<\/span><\/p>\n<p><b>Connect with 2nd and 3rd-level connections\u00a0<\/b><b><\/b><\/p>\n<p><span style=\"font-weight: 400;\">People who have accepted your connection request or whose connection request you\u2019ve accepted become your 1st-level connection. Now that you\u2019ve got the list of these connections, it\u2019s time to connect with the people they\u2019re connected with \u2013 so-called <\/span><a href=\"https:\/\/snov.io\/blog\/how-to-get-the-contact-details-of-your-2nd-and-3rd-connections-on-linkedin-in-two-easy-steps\/\"><span style=\"font-weight: 400;\">2nd and 3rd-level connections<\/span><\/a><span style=\"font-weight: 400;\">. That\u2019s where the \u2018Friend of my friend is my friend\u2019 scenario is likely to work, so you\u2019ll expand your network on LinkedIn even more.<\/span><\/p>\n<table style=\"background-color: #ffe991; border-color: #ffffff;\">\n<tbody>\n<tr>\n<td>&nbsp;<\/p>\n<p><span style=\"font-size: 18pt;\"><b><i>Note: <\/i><\/b><i><span style=\"font-weight: 400;\">It\u2019s advisable to connect with people related to your industry, job position, and product. First, there will be more chances that your connection request will be accepted. Second, you&#8217;ll increase your opportunities to connect with potential customers.\u00a0<\/span><\/i><\/span><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><b>Connect with people using LinkedIn\u2019s Advanced search mechanism<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Go further and find more professionals to join your network of connections on LinkedIn. Using the LinkedIn Advanced search function, you can filter users and find LinkedIn profiles related to your product that can become your partners or prospects.<\/span><\/p>\n<table style=\"border-color: #ffffff; background-color: #ffe991;\">\n<tbody>\n<tr>\n<td>&nbsp;<\/p>\n<p><span style=\"font-size: 18pt;\"><b><i>Keep in mind: <\/i><\/b><i><span style=\"font-weight: 400;\">Get used to looking through your connection invitations once per two weeks and withdraw those connections who have not accepted your invitation during a 2-week period.<\/span><\/i><\/span><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><b>Follow influencers<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Big sharks in your industry whom you follow can help you increase your social selling capacity as you&#8217;ll use their ideas for your content on LinkedIn \u2013 an inevitable aspect of growing authority on LinkedIn.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And this will be your next step to social selling on LinkedIn.<\/span><\/p>\n<h3 id=\"growing\"><span style=\"font-weight: 400;\">Step 3. Growing authority through content\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">I won&#8217;t say much about how important it is to write customer-focused content. Just consider the numbers:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">About <\/span><span style=\"font-weight: 400;\">90%<\/span><span style=\"font-weight: 400;\"> of customers find custom content useful.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">80%<\/span><span style=\"font-weight: 400;\"> of customers appreciate learning about a company through custom content.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">78%<\/span><span style=\"font-weight: 400;\"> of customers perceive a relationship between themselves and a company using custom content.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">70%<\/span><span style=\"font-weight: 400;\"> of customers feel closer to a company after reading its content.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Here are several tips on <\/span><span style=\"font-weight: 400;\">how to post on LinkedIn<\/span><span style=\"font-weight: 400;\"> and grow your authority via content marketing:<\/span><b><\/b><\/p>\n<p><b>Provide valuable content for your target audience<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Think back to your <\/span><a href=\"https:\/\/snov.io\/blog\/how-to-create-an-ideal-customer-profile\/\"><span style=\"font-weight: 400;\">ideal customer profile<\/span><\/a><span style=\"font-weight: 400;\">, their needs, and pain points which you may solve. Create LinkedIn posts that discuss customer and prospects&#8217; problems and provide solutions.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Alternatively, you can repost relevant blog articles or articles from LinkedIn Publisher if you use this platform to post your content.<\/span><\/p>\n<p><b>Curate popular content relevant to your prospects<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Content curation presupposes sharing content created by others that would be valuable to your prospects. This must be the additional strategy to publishing your own original pieces.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It will work well if you share some content from top gurus you\u2019re following on LinkedIn, especially if you add your perspective or provide your sum-ups to it, so your prospects could get quick solutions to their current challenges.<\/span><\/p>\n<p><b>Stay top of mind through regular posting and commenting<\/b><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s not enough to just write a post on LinkedIn and forget about it. To grow authority, your content marketing strategy should be consistent, so schedule how often you\u2019ll post or share posts.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Remember to comment on others&#8217; posts. Join LinkedIn groups where people discuss troubles typical of your prospects. Participate in discussions actively by commenting on the questions raised or topics discussed. It&#8217;s a sure way to demonstrate your expertise and draw the public&#8217;s attention to your profile and product.\u00a0\u00a0<\/span><\/p>\n<p><b>Encourage engagement with your posts<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Your postings on LinkedIn may have a few impressions in the beginning. It&#8217;s okay. Encourage your colleagues and people you know who are present on LinkedIn to react to them. Alternatively, you can use automation tools such as <\/span><span style=\"font-weight: 400;\">Podawaa<\/span><span style=\"font-weight: 400;\"> that would help you increase your LinkedIn post&#8217;s reach.\u00a0<\/span><\/p>\n<h3 id=\"prospecting\"><span style=\"font-weight: 400;\">Step 4. Prospecting on LinkedIn: search and research<\/span><\/h3>\n<p><strong>How to find prospects on LinkedIn<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">You&#8217;ve approached one of the most critical stages of social selling \u2013 prospecting. LinkedIn offers an array of possibilities when it comes to finding prospects.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here I&#8217;ll sketch the best options for how you can find prospects on LinkedIn:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Go through your connections<\/b><span style=\"font-weight: 400;\"> to find people who match your ideal customer profile.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Join LinkedIn groups<\/b><span style=\"font-weight: 400;\"> and actively participate in discussions to demonstrate your expertise and provide value.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Use search alerts<\/b><span style=\"font-weight: 400;\"> to reach out to new decision-making positions and get weekly notifications once LinkedIn finds people that match your search criteria.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Use Alumni search<\/b><span style=\"font-weight: 400;\"> to find people with whom you have something in common.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Investigate competitor&#8217;s networks<\/b><span style=\"font-weight: 400;\"> to find more about their prospects whom you can further poach owing to your expertise and the value of your solution.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Look through the \u201cPeople also viewed\u201d<\/b><span style=\"font-weight: 400;\"> section to find people similar to your contacts.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">View the <\/span><b>S<\/b><b>kills &amp; Endorsements<\/b><span style=\"font-weight: 400;\"> of your customers to find people who may become your potential customers.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Look through <\/span><b>Posts &amp; Activity<\/b><span style=\"font-weight: 400;\"> in your LinkedIn account to see who has interacted with your posts \u2013 they may become your prospects.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Browse people <\/b><span style=\"font-weight: 400;\">who have interacted with your prospects&#8217; and customers&#8217; posts.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Run Boolean Search<\/b><span style=\"font-weight: 400;\"> for more advanced filtering to find exactly what you are looking for.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Use LinkedIn Sales Navigator<\/b><span style=\"font-weight: 400;\"> for more advanced filters (just keep in mind that this tool is not free).<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Get more information on <\/span><b>LinkedIn prospecting techniques, methods, and use cases<\/b><span style=\"font-weight: 400;\"> by reading <\/span><a href=\"https:\/\/snov.io\/blog\/linkedin-sales-prospecting\/\"><span style=\"font-weight: 400;\">our post<\/span><\/a><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><strong>How to do prospect research on LinkedIn<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Now it\u2019s time to learn about your prospects better. Let\u2019s find out <\/span><span style=\"font-weight: 400;\">how to research on LinkedIn<\/span><span style=\"font-weight: 400;\"> to make your social selling strategy successful:<\/span><b><\/b><\/p>\n<ul>\n<li aria-level=\"1\"><b>View the \u2018Highlights\u2019 section<\/b><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">The &#8216;Highlights&#8217; section in a prospect&#8217;s LinkedIn profile shows any insights between your profile and your prospect&#8217;s profile, for example, shared connections, experiences, education, job postings, etc.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-19910\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image5.png\" alt=\"View the \u2018Highlights\u2019 section\" width=\"736\" height=\"190\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image5.png 736w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image5-300x77.png 300w\" sizes=\"(max-width: 736px) 100vw, 736px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">You can use this information as a hook while connecting with the prospect or while reaching out to them via email\/InMail.<\/span><b><\/b><\/p>\n<ul>\n<li aria-level=\"1\"><b>Look through the \u2018Featured\u2019 section<\/b><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">The &#8216;Featured&#8217; section shows your prospect&#8217;s content in chronological order. You can see what posts a prospect has authored or re-shared, articles they&#8217;ve published on LinkedIn, and even external media like links and documents. This will help you understand 1) what content they are proud of and focus on it in your outreach message or 2) what content they are interested in so you can offer them something similar.<\/span><b><\/b><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-19911\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image14.png\" alt=\"Look through the \u2018Featured\u2019 section\" width=\"738\" height=\"404\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image14.png 738w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image14-300x164.png 300w\" sizes=\"(max-width: 738px) 100vw, 738px\" \/><\/p>\n<ul>\n<li aria-level=\"1\"><b>Scan the \u2018Activity\u2019 section<\/b><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">This section showcases your prospect\u2019s professional interests. You can see what they comment on, share, celebrate, and get a better grasp of the problems they try to resolve. What is more, you can better understand your prospect\u2019s <\/span><a href=\"https:\/\/snov.io\/blog\/sales-psychology-what-you-need-to-know-about-b2b-selling\/\"><span style=\"font-weight: 400;\">psychology<\/span><\/a><span style=\"font-weight: 400;\"> and analyze the tone they use while communicating.\u00a0<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-19913\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image4.png\" alt=\"Scan the \u2018Activity\u2019 section\" width=\"746\" height=\"294\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image4.png 769w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image4-300x118.png 300w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><br \/>\n<b><\/b><\/p>\n<ul>\n<li aria-level=\"1\"><b>Go through the \u2018Interests\u2019 section<\/b><\/li>\n<\/ul>\n<p>At last, you must learn what personas, groups, or products your prospects are interested in. This can unveil their role models and business philosophy and give you a hint of what values they have and what trends they follow.<br \/>\n<b><\/b><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-19915\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image12.png\" alt=\"Go through the \u2018Interests\u2019 section\" width=\"746\" height=\"270\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image12.png 770w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image12-300x109.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image12-768x278.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<h3 id=\"connecting\"><span style=\"font-weight: 400;\">Step 5. Connecting and interacting with prospects<\/span><\/h3>\n<p><strong>Send the prospect a personalized connection request message<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Although this step follows the \u2018Prospecting\u2019 stage here in the guide, in practice, you\u2019ll get it like this: you find a prospect, view any information in their profile that you can use as a hook for conversation, and send the personalized connection request.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">On LinkedIn, you&#8217;d better do it by adding a personalized note to your invitation:<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-19916\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image3.png\" alt=\"Send the prospect a personalized connection request message\" width=\"526\" height=\"150\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image3.png 526w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image3-300x86.png 300w\" sizes=\"(max-width: 526px) 100vw, 526px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t make your connection invitation note very long and detailed. As you see, LinkedIn restricts this message up to 300 characters.<\/span><\/p>\n<p><strong>Keep interaction going<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Sending one connection request message is not enough to build meaningful relationships with a prospect. Now that your connection request has been accepted go on engaging with your prospect&#8217;s posts, appear as an expert in mutual groups, and\/or send them professional content that would help overcome one of their key <\/span><span style=\"font-weight: 400;\">pain points<\/span><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<table style=\"border-color: #ffffff; background-color: #ffe991;\">\n<tbody>\n<tr>\n<td>&nbsp;<\/p>\n<p><span style=\"font-size: 18pt;\"><b><i>Important:<\/i><\/b><i><span style=\"font-weight: 400;\"> Don\u2019t try to sell or even show a sign of a sales pitch at any of the above steps. Social selling is about building relationships, not selling.<\/span><\/i><\/span><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h3 id=\"moving\"><span style=\"font-weight: 400;\">Step 6. Moving the conversation outside LinkedIn<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Now that you&#8217;ve established a connection with a prospect, it&#8217;s time to move the conversation outside LinkedIn to learn more about the prospect&#8217;s issues and offer help via your solution.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The best way to break the ice is to send your prospects a cold outreach message, slowly and non-intrusively leading them to discover your product.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you\u2019re planning to write a cold outreach message to a single prospect, there are three options you may try:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">sending them a LinkedIn message;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">sending them an InMail;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">connecting with them via email.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Yet, if you\u2019re going to reach out to prospects in bulk, you won\u2019t be able to do it via LinkedIn message. So you\u2019ll have to choose either an <\/span><a href=\"https:\/\/snov.io\/blog\/linkedin-inmail-vs-email\/\"><span style=\"font-weight: 400;\">InMail or email<\/span><\/a><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><strong>How to reach out to the LinkedIn prospect via email<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Reaching out to prospects via email allows you to contact them in bulk, do it for free, and avoid LinkedIn restrictions. All you have to do is to get your LinkedIn prospects\u2019 email addresses.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here you can go two ways:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">ask them for their email address directly<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">use an email finder tool to automatically extract an email address<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">For example, with <\/span><a href=\"https:\/\/snov.io\/knowledgebase\/how-to-use-li-prospect-finder-chrome-extension\/\"><span style=\"font-weight: 400;\">Snov.io Li Prospect Finder<\/span><\/a><span style=\"font-weight: 400;\">, getting an email address from a prospect&#8217;s LinkedIn profile will be a minute job. You just need to download an extension, enable it (by clicking the icon in your extensions bar) while you&#8217;re on a prospect&#8217;s LinkedIn profile page, and save the email to your list:<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-19918\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347887.png\" alt=\"How to reach out to the LinkedIn prospect via email\" width=\"746\" height=\"493\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347887.png 850w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347887-300x198.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/1676347887-768x508.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">You can also use this extension for finding mass emails on LinkedIn search result pages or company LinkedIn profiles.<\/span><\/p>\n<div class=\"content-banner secondary\">\n<p class=\"content-banner__title\">Get email addresses from LinkedIn in one click<\/p>\n<p class=\"content-banner__description\">Sign up for Snov.io and use its Li Prospect Finder extension<\/p>\n<div class=\"content-banner__link\"><a href=\"https:\/\/app.snov.io\/register?lang=en&amp;signup_source=blog&amp;signup_page=snov.io%2Fblog%2Fsocial-selling-on-linkedin&amp;cta_type=banner\">Sign up now<\/a><\/div>\n<div class=\"content-banner__img\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/10\/1-2.png\" alt=\"Get email addresses from LinkedIn in one click\" width=\"224\" height=\"224\" \/><\/div>\n<\/div>\n<p><strong>How to write a cold message to LinkedIn prospects<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">While composing your cold outreach message to LinkedIn prospects, remember that it should be direct, personalized, and tempt a prospect to call or meet with you. Consider a template I&#8217;ve created with <\/span><span style=\"font-weight: 400;\">the <a href=\"https:\/\/snov.io\/cold-email\"><span data-sheets-root=\"1\">Snov.io cold email<\/span><\/a><\/span><span style=\"font-weight: 400;\">\u00a0tool:<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-19920\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image2.png\" alt=\"How to write a cold message to LinkedIn prospects\" width=\"588\" height=\"410\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image2.png 731w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2023\/02\/image2-300x209.png 300w\" sizes=\"(max-width: 588px) 100vw, 588px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">As you see, the tool allows using <\/span><a href=\"https:\/\/snov.io\/blog\/how-to-use-email-variables\/\"><span style=\"font-weight: 400;\">personalization variables<\/span><\/a><span style=\"font-weight: 400;\">, which will automatically insert the data of prospects, allowing you to send a cold message to LinkedIn prospects in bulk and not worry about personalization.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Don&#8217;t forget to <\/span><a href=\"https:\/\/snov.io\/blog\/ua\/follow-up-email-templates-ua\/\"><span style=\"font-weight: 400;\">follow up<\/span><\/a><span style=\"font-weight: 400;\"> with the prospect if you get no response to your initial message. Remember, you deal with busy people for whose attention you need to fight. So don&#8217;t give up:)<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: dashed; border-color: #000000;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p>Implement <a href=\"https:\/\/snov.io\/linkedin-automation-tools\">LinkedIn outreach<\/a> into your workflow with Snov.io!<\/p>\n<p>\u2714\ufe0f Collect verified email addresses from LinkedIn.<\/p>\n<p>\u2714\ufe0f Build omnichannel email drip campaigns and add automated actions, such as profile visits, endorsements, personalized connection requests, messages, and InMails on LinkedIn.<\/p>\n<p>\u2714\ufe0f Get a built-in proxy for each LinkedIn account you connect.<\/p>\n<p>\u2714\ufe0f Work within the platform&#8217;s guidelines and keep your data safe!<\/p>\n<p>\u2714\ufe0f Streamline your business growth and get more leads.<\/p>\n<p>And more!<\/p>\n<div class=\"content-banner default\">\n<p class=\"content-banner__title\">LinkedIn is your oyster<\/p>\n<p class=\"content-banner__description\">Enhance your social selling strategy with smart LinkedIn Automation Tool<\/p>\n<div class=\"content-banner__link\"><a href=\"https:\/\/app.snov.io\/register?lang=en&amp;signup_source=blog&amp;signup_page=snov.io%2Fblog%2Fsocial-selling-on-linkedin&amp;cta_type=banner\">Try today<\/a><\/div>\n<div class=\"content-banner__img\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2024\/03\/Icon-1-opt-3.png\" alt=\"LinkedIn is your oyster\" width=\"224\" height=\"224\" \/><\/div>\n<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h2><span style=\"font-weight: 400;\">Wrapping up<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Social selling on LinkedIn requires time, energy, and patience. In this guide, you\u2019ve learned how to make the process go smoother by breaking it down into stages as well as how to avoid typical LinkedIn sales mistakes that prevent you from growing professionally.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Now it\u2019s your turn to implement all these tips and enrich them with your experience and practical skills. And if any stage of your LinkedIn social selling strategy wants automation, <\/span><span style=\"font-weight: 400;\">Snov.io<\/span><span style=\"font-weight: 400;\"> tools are at your disposal.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p> Want to become a B2B selling guru? Explore the possibilities of LinkedIn social selling with this ultimate guide.<\/p>\n","protected":false},"author":30,"featured_media":26150,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[472],"tags":[439,550,704],"_links":{"self":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/19892"}],"collection":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/users\/30"}],"replies":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/comments?post=19892"}],"version-history":[{"count":3,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/19892\/revisions"}],"predecessor-version":[{"id":47979,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/19892\/revisions\/47979"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/media\/26150"}],"wp:attachment":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/media?parent=19892"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/categories?post=19892"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/tags?post=19892"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}