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 the founder of SalesBuzz.com: Phone Sales Training Course that Reduces Turnover, Increases Pipeline, and Shortens Sales Cycles.

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