Day: July 16, 2022

Prospecting With LinkedIn

Prospecting With LinkedIn

You have to improve and capitalize on your personal relationships with the companies in your territory. You should probably focus on the top five to ten companies that most closely align with your perfect customer. If you do not know someone at one of your top 10 accounts, that is not a reason to skip them. You must build that relationship.

You will create these relationships by leveraging:

  • Your best clients.
  • Your former employers and former co-workers.
  • People that your prospect respects.

The best way to make a connection to your unknown prospects is via the social platform LinkedIn. The site is arguably the most important social platform for business and especially for salespeople. According to HubSpot, 65% of B2B companies report that they have acquired a customer through LinkedIn. 

According to Jim Keenan, the social sales specialist in the “The Impact of Social Media on Sales Quota and Corporate Revenue” report, 78.6% of salespeople using social media to sell outperformed those who weren’t using social media. Also, social media users were 23% more successful at exceeding their quota by at least 10% than their non-social media peers. In 2012 non-social media users missed quota (by more than 10% or more) 15% more often than social media users.

LinkedIn is often identified as the place to go to look for your next job. Certainly, it is used extensively by recruitment consultants the world over to find and approach candidates. But to simply look at it this way is to do the network a significant disservice.

LinkedIn is a great way for you to build your personal brand. As I have explained elsewhere, customers buy from you based on three criteria – your product, your company, and you. LinkedIn is an excellent way to build that third component of your value portfolio.

You should be using LinkedIn as a source of new leads and tangible revenue. In fact, for business to business, LinkedIn is a critical tool that can make your prospecting faster, smoother, and, ultimately, more profitable.

Contacts are the power of LinkedIn.

If your contacts are predominantly family, friends, and old school pals, you’ve got some work to do. Your first-level contacts open up a route to a full range of second and third-level connections. This is how you scale your network. Strike while the iron’s hot – whenever you meet anyone (online or off), always follow up quickly with a connection request while you are still fresh in his or her mind.

You need to use LinkedIn to map out the decision makers within your target prospects. In a complex sale, there are numerous people involved in making and influencing a purchase.

When you meet an individual, you can learn a great deal about that person. Many people are quite open on their LinkedIn profiles. You can frequently discover which team they’re on, which office they work out of, and what projects they’re focusing on. With a little detective work, you can quickly build up a picture of who you should be talking to, what they’re like, and what they’ve done before. Make sure you read the recommendations that they have written and that are written about them, as this gives you an idea of who influences them.

With LinkedIn, you can almost always learn enough about someone to make your call more relevant and useful to them. And it’s not simply a case of digital stalking. 

You should pay particular attention to changes in profile, status updates, connections in common and anything they’ve posted to a group (which can be reason enough to call them in the first place). 

Comment to meet people

One of the easiest ways to become known to a prospect is to like or comment on anything that the prospect has posted. This won’t propel the prospect to reach out to you, but at least you will not be a stranger. After a couple of appropriate comments, the prospect will likely be much more interested in having a conversation with you.

Commenting on your prospect’s activity is also important within the forums or groups. You should join the groups that your top prospects frequent. When you are viewing your prospect within the group, you can follow their activity. Following a prospect allows you to have their updates and conversations in your LinkedIn feed.

If you are not connected to the prospect, then use InMail to make that first introduction. InMail is LinkedIn’s internal email system and allows you to send an email to any LinkedIn user. It ensures your email gets through to their inbox. LinkedIn claims that an InMail is 30 times more likely to get a response than a cold call.

LinkedIn has a fabulous search function. With their advanced search, you can find people by title, company, location, or keyword. By intelligently mixing the different filters, you can get deep and identify key individuals quickly and easily.

You can also save your search criteria and get a weekly report listing anyone new who matches the criteria. For example, you could save a search for Database Administrators in the retail industry within 50 miles of Atlanta. Then, each week, you will get an email with anyone new who matches the search criteria.

Information is king.

This statement is particularly the case when it is account news. With information, you can make appropriate decisions. As any salesperson will know, change creates opportunity. People join, people leave, companies make important announcements – any change can present a good reason to get in touch and offer to help. More than that, information on your prospect allows you to:

  • Respond to the events affecting your customers and prospects.
  • Have background talking material during your sales calls.
  • Find opportunities.
  • Establish financial justification for your opportunities.

There is a lot of information to gather about your accounts. You need a quick and convenient way to review the highlights of your account news so that it doesn’t overwhelm you. 

LinkedIn makes discovering these changes easy. You can follow any company that has a LinkedIn page. That way you’ll see anything that changes directly in your updates. It’s an easy way to stay up to date and spot new opportunities.

Header Image by Pete Linforth from Pixabay
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