ACQUIRE B2B CUSTOMERS QUICKLY AND EASILY WITH LINKEDIN

For a few years now, Social Selling in B2B – prospecting for customers via the digital professional network – has been on everyone’s lips. Objective: to acquire B2B customers quickly and easily with LINKEDIN, but what exactly is it all about?

In the B2B environment, social selling is about expanding your own professional network to people who are potentially interested in your own product/company, seeking exchange in a targeted way and positioning yourself as an expert and contact person for a given topic. In this way, you place your brand in the consciousness of potential customers and not only build up your sales pipeline at the same time; you position yourself as the point of contact for the problems of your (future) customers. The problems your product or service solves.

A multitude of B2B companies, even in conservative industries like construction, are trying to gain a foothold on professional social networks like LinkedIn and Xing. Their goal is to tap into an additional sales channel and thus stimulate organic growth for the company. In short: generate additional revenue for their company through social selling

From this goal quickly follows a logical question for B2B companies: how to successfully master your LinkedIn sales job?

ACQUIRE B2B CUSTOMERS QUICKLY AND EASILY WITH LINKEDIN : TOOLS & PRACTICES

Traditional cold calling is becoming increasingly difficult for B2B companies, as digitization has significantly changed the way people buy.

Also in the B2B area, potential decision-makers are now used to finding free information about potential service providers and initiating digital searches to solve a problem. This is precisely why you can use digital business networks such as LinkedIn, to get in touch with potential customers even before you do your own research and position yourself as a potential solution and information provider in the future.

So are business networks essential for successful B2B sales in the future? Read more in the following article.

ACQUIRE B2B CUSTOMERS QUICKLY AND EASILY WITH LINKEDIN


LINKEDIN SALES: HOW LINKEDIN CAN HELP YOU IN MODERN CUSTOMER ACQUISITION

Today’s decision-maker follows a buying decision process (Buyer Journey) that is 85% digital. It usually starts with a search on Google or in his own network. The user usually has a specific problem and digitally searches for information that helps him or her to understand the problem or to find suitable solutions.

Typically, the potential customer goes through the following phases:

Phase 1: searching for information to concretize the problem or find initial solutions.
Phase 2: comparison of different solution approaches and in-depth information search
Phase 3: Creation of a short list and, if necessary, contact with various solution providers (request for proposal)
Phase 4: Decision in favor of a solution provider (in the best case for you).

HOW CAN YOU NOW INFLUENCE YOUR POTENTIAL CUSTOMER’S DECISION WITH LINKEDIN SALES AND GAIN NEW CUSTOMERS WITH LINKEDIN?

Simply by actively seeking initial contact with your target customers via LinkedIn, whether the potential customer has a current need or comes into consideration for you in the future. It is important that you actively make contact with your target customers.

This way, you stay in a digital, helping dialogue until the moment your potential client actually needs your service. This way, you are in the head and “on the screen” of your prospect at the right time.

NO MORE COLD CALLING – GENERATE NEW CONTACTS WITH A SIMPLE LINKEDIN PROSPECTING.

Cold calling is usually unpleasant for both parties: for your prospects and for you. But the moment you digitally connect via LinkedIn with a short text message, their subsequent direct call is no longer cold calling.

When you call a contact you’ve recently networked with, you usually get immediate positive feedback on the call because you’re no longer a total stranger and have a real reason to call. If you first connect on LinkedIn with a charming pitch and then call the contact in a targeted manner, this usually results in the following feedback:

Your contact welcomes your call because you briefly introduce yourself, even in the analog world (business is always done between people).

Your contact perceives you as “familiar”, because they already have an initial image of you in their mind (your profile picture, so you have to make sure that the image is good)

Your contact tells you how you could be useful to him, so that you can already prepare a future deal here.

 


More information

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