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Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn.
What are salespeople doing wrong on LinkedIn?
- Brown often sees people make prospecting an overly complex process. Why? They don’t have a clear target audience.
- To get the most value out of your LinkedIn account, target a narrow and specified audience with more personalized messages to get the best results.
- Narrowing down prospects means picking your 25-30 most ideal customers from your list of 100 potential prospects.
- After you’ve messaged those quality prospects, what’s the next step? The follow-up.
- The power of a follow-up is huge, this process has to start from the first conversation or the first connection.
- While the prospecting game changed with the birth of the Internet, the basic component is the same: relationship-building.
- Despite this, the difference between today’s buyers and sellers is the availability of information. Sellers originally could be information gatekeepers. But today, buyers can access that information with just a few quick clicks.
- The buyer no longer cares about what a seller knows. Rather, the buyer cares about their own wants and needs.
- Sellers need to build the relationship and make their prospects feel valued. If a seller doesn’t build that relationship, they decrease their chance of a conversion or close.
- The goal is to sell based on value. And by value, we mean what your prospects value.
Building the right way
- Sales is essentially the professional version of a guy trying to get out of the talking stage. You give them flowers, you open the car door, whatever builds the relationship.
- The same is true for prospecting (although maybe not quite that intense.) Your goal is to build a business relationship with them, and a main component of that is to build trust and help solve their problems by purchasing your product or service.
- When using LinkedIn, be polite. Before you start asking questions and digging for information, ask permission. You’ll have much higher answer and reply rates with this method.
- Join groups where your target audience frequents. Answer questions in the group and position yourself as a thought leader.
- Don’t be afraid to use offline methods with your follow-up! Some people are just more accessible on other channels.
“LinkedIn: Best Practices for Finding Hot B2B Prospects on LinkedIn” episode resources
This episode is brought to you in part by Skipio.
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Summary/Meta Description: Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn.