Sales professionals and companies are using LinkedIn for sales prospecting. While at one time this was a great way to get in contact with prospects, it’s become oversaturated. That said, LinkedIn can still work when used effectively. These sales tips for using LinkedIn will help keep prospects engaged and hopefully result in more sales for you.
In the pre-internet days, sales prospecting consisted of cold calling, drop-ins, daily meetings, and networking over lunch; in other words, putting yourself in front of the prospects at every opportunity. This worked for maintaining relationships and growing our businesses, but then the internet happened. Every lazy sales professional who doesn’t like to see people in person or pick up the phone began reaching out in every other possible non-personal way.
The internet is great for connections, and email is still a fantastic medium. Read 5 Tips for Writing Emails. However, the issue is that sales professionals don’t want to pick up the phone, go to meetings, or have lunch with prospects. They opt for impersonal connections which, when compared to the old ways, typically just don’t work.
LinkedIn has become oversaturated with messaging campaigns and random impersonal connections to the point where users now just block anyone they don’t know from messaging them.
However, LinkedIn still works, and so does email, but it’s not going to be your only way to connect with prospects. You need to have a combination of multiple methods of connection via various mediums, and you need to know how to get your LinkedIn messages read.
Building Connections
Essentially, the more connections you have, the more connections you’ll make. When you meet someone professionally, it’s important to always connect with them shortly after your interaction. That way, you are fresh in their mind so they will approve the connection. Once you have been accepted by them, you can see their connections within their organization. For example, if you had a meeting with the IT manager and the CTO couldn’t come to the meeting, then connect with the IT manager first anyhow, get connected via Linkedin, then connect to the CTO while introducing yourself with a note. You can state that you met with the IT manager, were sorry the CTO couldn’t join, but you hope to meet with them soon.
Start Discussions With Industry Related Posts
Posting on LinkedIn isn’t solely for influencers; industry posts have become increasingly common. For example, by asking a question in a shared post and tagging connections in the industry to respond with their opinion, you can spark an informative conversation that new users can see and get involved in. This helps spread visibility because when they reply, their connections will also see the conversation. You can find new opportunities this way too.
Use LinkedIn to Map Out Organizations
When finding new leads who are your ideal customer that you believe would be a good fit for your product or service, it’s important to map out the organization to know who to contact and plan your next steps. On the right side of your connection’s profile, under the “People also Viewed” area, there are more people within their organization. Scroll down on the right side to see if any stakeholders are listed there. You can continue to click on people in the organization and find new people added on the right-side bar under the “People also Viewed” area. It’s like a giant networking spiderweb.
LinkedIn Search Filters
If you know the criteria you’re looking for, utilize the extensive search filters LinkedIn has.
Save Your Searches
Once you’ve created a targeted search to find your ideal prospects, rather than enter the search terms every time, use Sales Navigator to save them.
You can also receive email alerts when members match these criteria.
LinkedIn’s Sales Prospecting Tool
LinkedIn’s sales tool, Sales Navigator, enables sales professionals to prospect smarter rather than harder. These key features will enhance your sales prospecting techniques:
- Real-Time Sales Updates: Get relevant insights on your accounts and leads, including job changes, news mentions, and new potential leads.
- Lead Recommendations: Quickly discover more people at your target accounts with custom suggestions.
- TeamLink: Uncover the best ways to connect with prospects through your company’s network.
- InMail: Contact decision makers in a credible way, even if you’re not connected.
- CRM Widget: View LinkedIn information where you’re already tracking your other sales activity – in your CRM. (Only available for Salesforce or Microsoft Dynamics.)
Get creative and try different methods for getting to know prospects. I know some sales professionals who write posts and share them with prospects. I know others who just share others’ industry relevant posts and send them to prospects. The point is to be across their desks/computer desktops as much as possible. Some claim that having multiple methods of connection is the best way. Find their other social media accounts to connect to them, email them, message on LinkedIn, and call them. Make sure you’re on their mind so that the next time they think, “I need ______”, they will remember to contact you. Subscribe for more business, sales, and investing posts. Have a lovely day.
