You have generated awesome leads for your sales team. Now what??? One of our primary responsibilities as marketers is to generate qualified leads for our sales team. BUT, our job doesn’t stop immediately right after we get the leads right at the doorstep. Just because someone subscribed to your blog, video channel or just because […]
- March 13, 2018
LinkedIn is ranked as the major social network for businesses. With over 450M members, LinkedIn is at the forefront of connecting B2B buyers and sellers. You can find your best prospects from any job titles and companies on LinkedIn.
However, the struggle here is to benefit from this service, and if you are wondering why it’s not working for you, here are 7 steps to prospect for prospecting quality leads using LinkedIn.
Draw your ideal client’s persona
You cannot sell your services until there is a clear picture of what your ideal clients look like. Often this is a deciding factor in choosing which online and offline networks to be involved in , so that you can better target your prospect.
Be active in the areas where your prospects are
The next step is to look into the groups where your prospects have joined and are actively involved. Join the most relevant ones that fit your target audience.
Show your recognition and influence
Being part of a group means becoming involved. The best way to gain recognition and influence is to help others gain recognition and become influential. True leaders serve others.
To prospect means to look forward, to exercise foresight. Without it, you cannot grow your business. Once you have reached this level, more business will come your way from the momentum you’ve built. The reality is never give up prospecting.
Ask for business
In the new and enlightened era of “inbound marketing,” marketers believe that an “outbound” sales call is now considered to be improper. But it takes a salesperson to close new business. That means prospecting. Simply put, if you don’t prospect and ask for business, you will fail in the final stages of achieving a sale.
Follow, snoop, and connect
Once you have set your targeted clients you can easily find them by using two separate methods. The first one is to conduct a People Search – where you find them direct. The second level connection is the Advanced Search – where you filter the results by a company name, industry or location.
Next, look at the profiles of the decision makers from these companies. Once you do, an interesting thing will happen—they will receive a notification that someone has viewed their profile and they won’t be able to resist not looking at yours. In response, send them an invitation to connect. However, be sure to personalise the message.
Even if you do not have an email address, it is possible to connect with them because you have a connection in common by selecting the “Get introduced through a connection” option. Join business groups. This will allow you to follow other group members to view their activity.
Once you have connected with your targeted client, make sure the only promotion you do is by adding the URL to your website in your signature. An often-overlooked way to make contact is to attend offline events. Look for events that the targeted company or clients are sharing through upcoming events.
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