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How to Effectively Use LinkedIn as a Sales Prospecting Tool

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How to Effectively Use LinkedIn as a Sales Prospecting Tool

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LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.

If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.

​In this webinar, we will discuss:

How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch

LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.

If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.

​In this webinar, we will discuss:

How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch

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How to Effectively Use LinkedIn as a Sales Prospecting Tool

  1. 1. How to Effectively Use LinkeIn as a Sales Prospecting Tool Michael Halper Founder and CEO SalesScripter
  2. 2. Finding Target Prospects How to Reach Out What to Say Staying Fresh in Their Mind
  3. 3. Things to Identify Region / Location / Area: Title: Department: Target Companies: Industry or Industries:
  4. 4. Finding Target Prospects How to Reach Out What to Say Staying Fresh in Their Mind
  5. 5. Options for Reaching Out Invitation to Connect Send Email Call the Prospect
  6. 6. The Instant Pitch Salesperson Sends Invite to Connect Prospect Accepts Invite Salesperson Sends Email Selling Product What to NOT Do
  7. 7. What to NOT Do The Instant Pitch
  8. 8. What to NOT Do The Instant Pitch
  9. 9. Some Things to Consider • Inviting to connect makes directly approach a little more delicate • If you do connect and then email, delay the email and try to not be too pitchy • Becoming connections does create passive prospecting opportunity • You don’t need to establish connection in order to email • It will usually take more than one message and type communication method
  10. 10. How to Get Email Addresses [First Name]_[Last Name]@websiteaddress.com [First Name].[Last Name]@websiteaddress.com [First Name]@websiteaddress.com [Last Name]@websiteaddress.com [First letter on first name][Last Name]@websiteaddress.com [First Name][First letter of Last Name]@websiteaddress.com [First Name][Last Name]@websiteaddress.com [Last Name][First Name]@websiteaddress.com [Last Name].[First Name]@websiteaddress.com [Last Name]_[First Name]@websiteaddress.com First Name]-[Last Name]@websiteaddress.com [First letter on first name]-[Last Name]@websiteaddress.com First Name]-[First letter of Last Name]@websiteaddress.com [First letter on first name].[Last Name]@websiteaddress.com First Name].[First letter of Last Name]@websiteaddress.com [First letter on first name]_[Last Name]@websiteaddress.com First Name]_[First letter of Last Name]@websiteaddress.com
  11. 11. Options for Reaching Out Invitation to Connect Send Email Invitation to Connect Send Email Send Email Send Email Send Email Call the Prospect Send Email Send Email Call the Prospect Call the Prospect
  12. 12. How
  13. 13. Finding Target Prospects How to Reach Out What to Say Staying Fresh in Their Mind
  14. 14. What to NOT Do The ”All About Me” Approach My Company Salesperson’s Interests My Products What My Products Do How My Products are Priced Getting Prospects to Buy Hitting Sales Targets Making Money / Commissions
  15. 15. Hey, I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide. Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business. We also provide Integrated Marketing Solutions like: SEO (Search Engine Optimization) Digital Marketing Email Marketing Web Development Email Appending Data Provisioning 360 Degree Profiling Email Verification & validation Multichannel Prospect Lists HTML Design/Creative Services
  16. 16. I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size. I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!
  17. 17. Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you? or can you tell me who I should speak with? Best, [contact name]
  18. 18. Benefits Product Selling - Why do we do this? Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations It is what we are trained to do
  19. 19. Interest Consultative SellingValue Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects • Get outside your comfort zone • Identify how you help • Focus on the problems that you solve • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
  20. 20. Building Your Email Messages
  21. 21. Early Sales Process Stages Stage Goals Initial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule an appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule a presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  22. 22. How
  23. 23. How
  24. 24. Email Threads Value Message Email #1 Pain Message Email #2 Delay (1 or 2 weeks) Name Drop Message Email #3 Delay (1 or 2 weeks) Qualify Message Email #4 Delay (1 or 2 weeks) Product Message Email #5 Delay (1 or 2 weeks) Last Attempt Message Email #6 Delay (1 or 2 weeks)
  25. 25. Finding Target Prospects How to Reach Out What to Say Stay Fresh in Their Mind
  26. 26. “No” often means “No, not right now.”
  27. 27. Broadcast to Stay Fresh in Mind • Blog post on company website • Blog post on LinkedIn • Blog post on external website • Articles • Whitepapers • Videos • Email drip campaigns
  28. 28. SMART Sales System S M A R T ales essaging nd esponse actics
  29. 29. SMART Sales System Sales Methodology Software Platform Professional Services
  30. 30. SMART Sales System Sales Methodology Software Platform Professional Services
  31. 31. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  32. 32. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  33. 33. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  34. 34. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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