LinkedIn offers far more potential for prospecting customers than simply building a database of prospects. Within this social network, it is possible to connect one-on-one with your prospects in a way that would not have been possible a few years ago.
Think of the prospecting process as getting the attention of people interested in your solution, and then contacting and starting a relationship with that potential customer, until they are ready to take the next step, acquiring your solution.
And it’s possible to do this whole process through LinkedIn, without having to direct the person to another location or change the way they contact you.
In other words, this platform has features that support prospecting in all its essence, from filtering people with the profile for your business, to maintaining a more targeted conversation.
What makes it all easier is that on LinkedIn you can find all the relevant data for prospecting done right, including contacts, information, detailed and updated work history, aligned with being an intelligent interaction space.
Some interesting data about LinkedIn:
. A huge network of potential connections, since in addition to your network of connections, you have access to the network of everyone you are connected with;
. It is a social network mainly for businesses;
. It holds the title of the largest existing professional social network, with no less than 500 million users;
. It facilitates connections between people and businesses that share the same professional interests;
. Since this social network is not focused on personal, family and friend posts, the fight for the user’s attention is less important when compared to other social networks, such as Facebook and Instagram;
. Allows for a more assertive approach, facilitating interaction, greater engagement and avoiding cold calls.
REASONS TO PROSPECT ON LINKEDIN
COMMON GOAL OF THE NETWORK
Basically, the goal of those who are present on LinkedIn is to improve their professional life. Thus, a potential client, who is part of your network of connections, is much more likely to have a request for your solution.
The connections of connections and common interests constitute a rich and beneficial network of contacts.
A RICH USER BASE
In addition to the fact that there are over 500 million users, these are committed people with similar goals to yours.
In other words, prospecting on LinkedIn is a more assertive process, since your target audience will become part of your connection, simply because of their common goals.
For B2B companies in particular, beyond networking, this social network demonstrates a strong potential for prospecting resources.
In the midst of a very rich contact base, people who are already ready to start a conversation and learn more about how your business can benefit them.
THE DATA PROVES THE RESULTS OF PROSPECTING ON LINKEDIN
LinkedIn is a great tool for generating revenue, as well as a true blue ocean of opportunity, as it is currently an underutilized network, as Rock Content says.
TIPS FOR PROSPECTING ON LINKEDIN
FIND COMMON GOALS
The first step to start prospecting on LinkedIn is to identify people who have a demand for your solution.
To do this, you start analyzing profiles, work history, educational background, interests, shared content. With the data that the network makes available, look for things that connect you to the prospect, so you know how to generate value for them and get a more assertive approach.
CREATE A GOOD MARKETING STRATEGY
In addition to constantly scanning and updating your network for profiles that match your business, it’s also a good idea to use digital marketing strategies to attract prospects to you.
The idea is that by the time you reach the maturity to approach a certain prospect, they’ve already had other points of contact with your business. To do this, invest in strategic posts, rich content that is useful to your prospect.
This will bring the prospect to your side, without him even realizing it, after all, he will be “alone” in front of your content, understanding that you may have the solution to his problem.
IN THE APPROACH, TRY TO BE DIRECT
You have attracted the lead or identified an opportunity, now it’s time to approach them. To do this, look for common topics, situations that you both understand and can relate to, this will generate a more fluid conversation without the person feeling like they are being prospected.
Do not focus on the immediate conclusion of the sale, wait for the prospect to show interest, but of course, in a subtle way, you must present your idea, your commitment and what you have to offer, aligning yourself with the benefits and solution for the potential customer.
MAINTAIN AN ACTIVE NETWORK
To make prospecting work, you need to keep your relationships active and look for two key things in each potential customer. You need to know if the person:
. Has the money to buy what you are selling;
. Has, at this time, the problem you are solving.
. In other words, you need to nurture your relationships, identify the real opportunities in order to move them to the final stage, so that you will always have prospects ready to close a deal.
Tip: If the prospect is negative in the first prospecting, try to nurture them in a humanized way, it is interesting to send relevant content related to the company or market they belong to.
As you can see, it is worthwhile to prospect on LinkedIn.
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