Every seller has two big challenges to find a qualified lead.
1.Finding the right contact
2. Starting a conversation with your prospect when you have their co-ordinates.
The first challenge is more to do with database. To an extent marketing can help you with getting email addresses and phone numbers by doing inbound and outbound marketing activities. But to have a real impactful database which has right information about the clients, you need to get your hands dirty. The second challenge is about how good you are in finding the right sales trigger events. Sales trigger events are something which can fetch you an immediate qualified prospect.
If as a sales person you are struggling with these two challenges and are not using LinkedIn sales navigator, then you definitely will end up having a bad sales pipeline.
Assuming you have a complete and optimized profile, below are the steps you should follow in order to make most of your prospecting using LinkedIn :
Step 1 : Prepare a target account list : Doing an Advanced search on linkedin can help you to give an approximate size of your database. For ex. in US geo, there are more than 1000 accounts with employee size of 200-1000 and revenue between 100M – 900M for all industries.. You can further narrow down your search by filter the results with industries, growth etc.
Step 2: Prepare a lead list : Save the above search and then start finding the relevant people. You can find them based on their titles, job roles etc. This will appear in your Lists as below :
Step 3 : Use TeamLink : You still don’t have any contact information of your leads. You may think of sending invitations / writing InMails. This may not give you immediate results. For immediate results you should use TeamLink feature of LinkedIn Sales Navigator. TeamLink feature helps you to utlizie the power of your entire team’s network. With this information, you can easily see who can help you connect with potential leads and make a warm introduction. For example : in the below screenshot the lead can be introduced by 4 people. You can either “Ask for intro” or get their contact information. You got to be patient with this because there is no instant gratification using this method.
Step 4: Look Sales Triggers : To begin with use the Sales Alerts feature of Sales Navigator , which is on the left side in the Home Page of your account:
Sales triggers are the events which can help you start a “meaningful” conversation with your leads. You don’t need to pitch your services/products. You just need to look for an opportunity to get their attention and start have a conversation.
Step 5 : Create , curate and publish content : You would have heard this many times from many people about the importance of publishing content and being consistent. We all understand it, but struggle to remain consistent. From my own experience, publishing contents can help you succeed almost immediately. By publishing content in 3 consecutive days, I got a jump of 9% in my Social Selling Index :
The more you interact with people, better the chances are you will get a qualified lead.
People fail in Social selling because they lack planning and they want instant gratification. Both are detrimental and if practiced for long will soon derail your focus. You got to track the important numbers and you also have to focus on consistency. Remember, sales is all about consistency.