We often warn salespeople to be careful not to waste too much time when it comes to LinkedIn and FaceBook - but I don't think we often give the other point of view - the benefits they can bring to your business! Sales expert Colleen Francis shares this point of view with you today.

Our sales marketplace is changing. While it used to be run almost exclusively on face-to-face meetings and transactions, today, we have been transformed into a space occupied by networks of people where social capital is earned and valued. This has important ramifications for sales, because the real power behind social media is how it can help transform you from being a complete stranger into a known quantity even among groups of people you've not even met yet. Linked-in and FaceBook are great sites to start the transformation for all sales markets.

Linked-in: Widely considered as social media's go-to place for business, Linked-in helps you connect all your professional relationships and trusted personal contacts. This service is a great way to reinforce your network of clients and suppliers and discover previously untapped connections between people you know. It's also a great place for testimonials—to receive them and to write them about others who have provided you with great service.

One of the best ways to communicate your expertise and gain followers on Linked-in is by asking and answering questions. To do this effectively you can:

1. Join groups that are relevant to your business and participate actively in the forums;
2. Start your own group, focused on creating a community of focus on your product, service or topic / expertise area;
3. Search for questions based on keywords and supplant yourself in the middle of an ongoing conversation; and
4. Ask questions that will help you start a dialogue or gather research in an area that can better serve your customers and prospects.

Regardless of how you use questions make sure that you are delivering value in your answers. Do NOT shamelessly pitch your products or invite people to "check you out" on the web. Use the questions function in LinkedIn as a tool to showcase your expertise and knowledge in a specific subject matter and users will seek you out as a resource.

FaceBook: While many treat FaceBook as a more personal-focused networking tool, there's no denying that it's a great place to get noticed just by maintaining a presence. Remember: this is one of the most visited places on the web every day. Nielsen research in January 2010 ranked FaceBook third among the top-ten web brands in America today. Therefore, if you have a time-sensitive message that needs to get out, this is a good place to do that. Top-ranked real estate agents are masterful users of FaceBook, using the status updated to post news about their latest hot listings, encouraging readers to share that news with friends and family.

Make sure to create a fan page for your business and invite clients to join. The best companies ensure they deliver knowledge updates in the daily fan-page status field. They also share links and resources to fans on a daily basis. The aim is to create an active community that will dialogue with you and between themselves. You will attract referrals and testimonials if you provide high value advice everyday and reward the community for participation.

Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Start improving your results today with Engage's online newsletter "Engaging Ideas".

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