How to Prospect with LinkedIn
“How do you use LinkedIn for prospecting?”
I learned a long time ago that if you have to be the HUNTER, the QUALIFIER & the CLOSER, you would be best served to do your HUNTING during non-calling hours.
If you are prospecting (hunting) during the day, using LinkedIn (or any other data resources) you can rest assured that while you are “looking” for whom to call, your competitors are already calling them.
And on that note, as an experienced HUNTER, QUALIFIER & CLOSER, I prefer to use the LAW OF ATTRACTION Prospecting Rule, that is to identify who my target audience is and give them WHAT’S IN IT FOR THEM reasons to want to know me better.
Generating Leads from LinkedIn Groups
An example is when I join a specific LinkedIn Group and freely share knowledge / insight on a topic. Where most sales reps go wrong with this strategy is they start self-serving discussions and put up posts that turn potential prospects off.
If you’re going to use LinkedIn to build your reputation up as a trusted subject matter expert, offer real insight that adds value to the conversation and watch the connection requests come in.
Webinars Are Your Friend
When I accept (or send) a LinkedIn connection request I like to also offer my new connections access to a webinar that actually shows my target audience how to solve a real problem they have – and I ask for nothing in return.
This helps to build trust at the pace prospects are comfortable with while building my brand as a solution expert / resource in a specific field.
But you have to be an expert in what you do to pull it off.
– Michael Pedone
Michael Pedone is a straight commissioned sales person with 20+ years experience selling by phone. He is the CEO/FOUNDER of SalesBuzz.com – an online sales training company that shows inside sales teams how to eliminate call reluctance and close more sales.
SALES TEAM MISSING QUOTA?
- How to Warm Up and Close Cold Leads
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone