HOW TO PROSPECT ON LINKEDIN? Are you one of those who do not tolerate the use of social networks at work? As a sales professional, building a network of relationships on these media can be very beneficial.
Knowing how to use the right media, at the right times and with the right customers can generate business opportunities or help you get to know them better.
Capturing leads is not an easy task.
Communicating in a smart way that really makes sense to your potential customer is quite a task.
After all, there’s no point in just crunching numbers: putting a huge amount of prospects at the top of the funnel if they have no buy-in to your business.
Otherwise, you’ll just be wasting time and, more importantly, money (prospecting and service).
The fact is, to understand how to become an effective salesperson (or pre-salesperson), you need to know how to start a conversation. So, just like making friends in school, you need to take the initiative and make contacts.
Cold calling 2.0 still works and you can put it into practice if you want to attract customers to your business.
WHY IS IT IMPORTANT TO KNOW HOW TO PROSPECT ON LINKEDIN?
However, social media and social selling techniques have evolved.
Today, those who know how to prospect on LinkedIn have a significant advantage over those who simply call or send cold emails. That’s because not everyone lists their business email address publicly.
You may even find a general email address on the prospect’s website…but that’s not the same thing.
Of the many tools used in social selling, LinkedIn can be the most powerful, especially in B2B sales.
With it, you can make direct contact with your prospects in a way you couldn’t before.
Understanding how to prospect on LinkedIn is a differentiat or for sales people
Not being able to move forward with your customer acquisition strategies because you can’t find their email or phone number is, without a doubt, something very frustrating. So know how to use LinkedIn to your advantage.
Take advantage of the instant messaging feature for your connections, for example.
The platform tells you when they are online.
So take advantage of it to have a personalized conversation in real time with your prospects.
Use sales scripts if you want something specific for the first approach, suddenly.
. This is an important topic.
While it’s easy to find potential clients on LinkedIn, things can get complicated if you don’t know how to approach a client.
A cold message should have a strong impact.
After all, think about it: there are certainly more people approaching your target.
Knowing how to generate value, “stickiness,” is therefore a competitive advantage that successful salespeople must pursue at all times.
. Follow the rules of the game
However, pay attention to some important LinkedIn rules before you put out your messages.
To send a message directly to users who are not connected with you, you must be a premium user – it may be worth it for your business.
Obviously, any LinkedIn member can include a message with a connection request to any contact.
However, this message is limited to 300 characters and the recipient may decline your invitation without even reading what you have written.
That’s why it may be a good idea to subscribe to the Premium feature to benefit from greater freedom in your active prospecting strategy.
. A better acquisition of new customers
Not so long ago, acquiring new customers involved cold calling. In today’s digital world, things have changed: here, two thirds of buyers in the B2B sector make their purchasing decision digitally via online content. The rules of the game for acquiring new customers have changed.
With over 500 million members, LinkedIn is at the forefront of connecting B2B buyers and sellers. As a seller, you need to understand the behavior of your buyers. This makes acquiring new customers easier and promises more success. A recent study conducted by IDC on buying behavior via social networks showed the following:
. 75% of B2B buyers use social media to make purchasing decisions.
. 50% of B2B buyers use LinkedIn as a source to make buying decisions.
. 76% of B2B buyers prefer to receive recommendations from their professional network.
. Acquire new customers
. Create a strong professional brand
Take an active role in your industry. Join LinkedIn groups and participate in discussions.
. Ask revealing questions
Keep up to date with your prospects’ businesses. Join LinkedIn Groups to follow relevant discussions. Connect with prospects to gain insight into their business on LinkedIn and learn what’s important to them. Share interesting and industry-relevant posts with your prospects.
. Build reliable relationships
Get introduced through referrals or mutual contacts. Try to meet the requirements of your potential clients first. Selling comes second. Sell the solution to a problem, not a product.
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