5 Tips to Get Started with LinkedIn Sales Prospecting [+ Free Message Template] – News Couple
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5 Tips to Get Started with LinkedIn Sales Prospecting [+ Free Message Template]


LinkedIn is one of the most straightforward, accessible forums for effective sales prospecting. It gives you instant access to millions of potential customers with needs and interests that match the selling and offering process.

But how can you make the most of the platform? Where should you look? And what does it take to communicate productively with potential clients via LinkedIn? Here, we’ll answer all of these questions and more with our list of five key tips you can leverage to take your LinkedIn search efforts to the next level. Let’s jump.

5 Tips for Prospecting on LinkedIn

1. Make sure your profile is easy to find, avatar and professional.

When you connect with a potential client on LinkedIn, you make a digital first impression – so make sure your profile is presentable, looks professional, and communicates your qualifications and accomplishments effectively.

LinkedIn research is all about cultivating instant trust, and your prospects will be more inclined to hear if your profile has been fleshed out with a professional photo, up-to-date descriptions of your work experience, a series of great endorsements, and a quick, thoughtful look at what your company is doing.

Keep in mind that you don’t have to be exaggerated or fanciful, you just need to prove that you and your business are legitimate. This isn’t to write a five-paragraph essay detailing every last one of your past responsibilities at every company you’ve worked for – but this Do It means making sure your achievements are adequately highlighted without grammatical errors or too many technical terms.

2. A well-thought-out and well-thought-out outreach procedure.

Too many salespeople waste time, effort, and potential by doing impersonal outreach when searching on LinkedIn. They often get into trouble by “selling first” via the platform. For example, they might try to reach out to a potential customer by saying something like:

“Hello, from there!

I work for XYZ Company, and we sell ABC programs to companies like yours. Do you have some time to devote to chatting?

Thanks, and I look forward to hearing from you! “

Cut-and-paste non-personal messages usually don’t register with potential customers. The person on the other side of a message like this can tell you that you don’t know much – if anything – about their business. They will know that you treat them like another brick in the wall and will be less inclined to hear your voice.

That’s why you need to add a degree of customization to your LinkedIn prospecting. Take a second to explore what content your potential customer might post.

Check if they’re active in any of the LinkedIn groups, and see if you can note any interests or concerns they might have – and incorporate that insight into your outreach.

One way or another, show that you have some control over what they do and know how your product or service can address the problems they may encounter. Try something like this

Hello Emma,

I was browsing the Edtech Startup Community on LinkedIn previously and saw the article you posted about curriculum planning in trade schools. I thought that the case you made about the extent to which traditional educational institutions are unable to benefit from curriculum planning programs was crucial and intriguing.

If this article is any indication, you are setting yourself up to be an excellent thought leader in your space. I’d like to reach out to you to talk a little more about how you think companies like yours can attract and benefit from those types of markets.

Thanks!

Zack”

A more calculated and personalized approach where you “show up” rather than “tell” what you can do for a potential customer will make your reach more effective and immediately set the stage for a more productive conversation.

3. Constantly expand your network.

ABC – Always in touch.

You can’t win if you never try. By the same token, you can’t effectively mine on LinkedIn if you retire to your own corner of the platform and never make connections. You need to constantly expand your network.

Build relationships with your peers and potential prospects. From there, see if you can link to any shared connections that might benefit from your product or vision.

Your LinkedIn game should never be stagnant. There are always more connections you can make that will either be productive in themselves or put you in touch with other people who will help you with your prospecting.

4. Master your LinkedIn search.

Searching on LinkedIn is the easiest way to find leads that match the invoices you’re looking for – and it doesn’t require a premium membership to get the most out of it. Even a free account gives you the resources to adequately screen potential clients based on criteria such as location, job title, company, and industry.

For example, imagine if you were looking to reach out to executives at IT companies in the greater San Francisco area. LinkedIn provides the resources for you to easily find and connect with these types of potential customers — even if they differ by different titles, such as “President,” “Owner,” “CEO,” or “Founder.”

With LinkedIn search, you can identify these users – no matter how they identify themselves – by searching for “President, CEO, Owner, or Founder”. Searching using these criteria will return results for anyone who has one of these keywords in their title.

And if the free LinkedIn search isn’t specific enough for you, you can upgrade to a premium account to access additional filters, including company size and seniority.

5. Maintain an active presence in relevant LinkedIn groups.

As I mentioned in the second point in this list, LinkedIn groups can be an excellent source for finding and connecting with potential clients. Maintaining an active presence in these types of forums allows you to get to know potential customers and learn more about your verticals, some industries, and your target base.

Comment on the content that you find interesting or particularly interesting. Read related material posted by your groupmates to get a better picture of their needs and interests. Finally, find the potential clients you’re looking for – and send them contact requests that show you know what you’re talking about.

When leveraged properly, LinkedIn Groups provide a one-stop shop for all your prospecting needs. They give you access to a base of users who constantly interact with the platform, provide the foundation for conversation starters to drive effective outreach, and provide educational resources to help you advance your knowledge of the industry and frame yourself as a trusted advisor throughout your sales process.

No matter what your industry or sector is, you will benefit greatly from prospecting on LinkedIn. If you decide to use the platform to connect with potential clients, make sure you identify your leads carefully, learn as much as possible about them, and communicate with a certain degree of thought and customization. If you can pin these, you’ll see the kinds of results you want from your LinkedIn search efforts.

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