Despite the emergence and abundance of social media communities, Linkedin remains to be the go-to tool when it comes to prospecting, qualifying, and closing deals. More importantly, it has become the best friend of B2B marketers and sales reps who are looking to generate more leads without the need for cold calling.
However, just like how other platforms must be properly used to produce better results, the same goes for LinkedIn. It may have features that you can use right off the bat to generate leads, but there are things you can do to take your outreach strategy to the next level. If you’re ready to close more deals, follow these tips:
1. Get to Know Your Prospect Before Pitching to Them
Your goal is to build a lasting relationship with these prospective customers. However, you will not be able to do this by sending messages that look as if a sales bot made them.
That said, it’s best to first view your prospect’s profile and get to know who they are based on the information provided. With this information, you will be able to compose a personalized introductory message which they are more likely to entertain.
2. Find a Common Ground
As you’re already in your prospect’s LinkedIn profile, you should take this opportunity to look for something the two of you have in common. It could be that you attended the same seminar, or you went to the same university, or that you share a passion for a particular sport.
Use this common ground to start a conversation and establish a connection with them.
3. Get to the Point
Like you, your prospects must also have a lot of tasks on their plate for the day. Your message needs to be interesting and compelling enough for them to give you a few minutes of their time.
However, you will not be able to do this with a whole chunk of text and a message that just rambles on. This won’t make them intrigued about what you have to say; rather, this could even put them off and drive them away.
The strategy is to keep it short and make it about them.
Focus on the prospect, what problems they could be facing, and what you can do to help. Most importantly, don’t go longer than five sentences. Save the other explanations for when they reply.
4. Take Advantage of Connections
A survey showed that 87% of B2B buyers and influencers had a favorable impression of sales reps who were referred to them by someone they know. In simple words, people are more likely to trust a salesperson that their peers had introduced to them. This trend is something that you must take advantage of.
As you grow your professional network, it’s also a smart idea to find a mutual connection that can introduce you to your prospect. With a peer vouching for you, you’re more likely to make significant progress with that potential buyer.
5. Make Them Talk About Things They’re Interested In
One way to encourage your prospects to reply is to ask questions that they’ll actually be eager to answer. Rather than a “Can we talk?”, why not ask something about their unique tools or process? You can also check their company page and bring up one of their most recent company activities. Use the insights you gained earlier from studying their profile to craft a query that will start a conversation and keep it going towards the direction you want.
Conclusion
LinkedIn is a wonderful platform for reaching out to your B2B customers. The place is already full of professionals from different companies and across various industries. Your target market is already here! All that’s left to do is to implement the practices shared in this article and maximize the channel so that you can start closing more deals.
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