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How to Find Prospects and Generate Leads on LinkedIn

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How to Find Prospects and Generate Leads
on LinkedIn
Michael Halper
Founder and CEO
SalesScripter

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Finding Target Prospects
What to Say
How to Reach Out
Navigating Organizations

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Build a Picture of the Ideal Prospect

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How to Find Prospects and Generate Leads on LinkedIn

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LinkedIn is one of the best places to find prospects and generate leads. But what you don’t want to do is send invites to connect and then follow up with “product pushing” sales messages.

We have a different approach and we will take you step-by-step through it in our webinar recording “How to Find Prospects and Generate Leads on LinkedIn”. In this webinar, we will discuss:

– Using the LinkedIn search capabilities
– Building a good message
– Getting email addresses
– Reaching out
– Navigating organizations
– And more!

LinkedIn is one of the best places to find prospects and generate leads. But what you don’t want to do is send invites to connect and then follow up with “product pushing” sales messages.

We have a different approach and we will take you step-by-step through it in our webinar recording “How to Find Prospects and Generate Leads on LinkedIn”. In this webinar, we will discuss:

– Using the LinkedIn search capabilities
– Building a good message
– Getting email addresses
– Reaching out
– Navigating organizations
– And more!

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How to Find Prospects and Generate Leads on LinkedIn

  1. 1. How to Find Prospects and Generate Leads on LinkedIn Michael Halper Founder and CEO SalesScripter
  2. 2. Finding Target Prospects What to Say How to Reach Out Navigating Organizations
  3. 3. Build a Picture of the Ideal Prospect
  4. 4. Industry Size of Company (Employees / Revenue) Location Title / Position Department
  5. 5. Finding Target Prospects How to Reach Out What to Say Navigating Organizations
  6. 6. Options for Reaching Out Invitation to Connect Send Email Call the Prospect
  7. 7. The Instant Pitch Salesperson Sends Invite to Connect Prospect Accepts Invite Salesperson Sends Email Selling Product What to NOT Do
  8. 8. 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
  9. 9. 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
  10. 10. 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 Call the Prospect Send Email Send Email Call the Prospect
  11. 11. How
  12. 12. Finding Target Prospects How to Reach Out What to Say Navigating Organizations
  13. 13. What to NOT Do The ”All About Me” Approach My Company My Products What My Products Do How My Products are Priced Getting Prospects to Buy Hitting Sales Targets Making Money / Commissions Salesperson’s Interests
  14. 14. 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
  15. 15. 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!
  16. 16. 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]
  17. 17. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  18. 18. How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
  19. 19. Create Email Templates
  20. 20. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  21. 21. How to Create Email Templates that Save Time and Boost Sales https://salesscripter.com/how-to-create-email- templates-that-save-time-and-boost-sales/ More Info on Email Templates
  22. 22. Build a Script
  23. 23. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  24. 24. How to Build a Cold Call Script that Works https://salesscripter.com/how-to-build-a-sales- call-script/ More Info on Building a Script
  25. 25. Finding Target Prospects How to Reach Out What to Say Navigating Organizations
  26. 26. Industry Size of Company (Employees / Revenue) Location Title / Position Department
  27. 27. CXO (CIO, CFO, CEO, COO) VP of [department] (IT, HR, Finance, etc.) Director of [department] Manager of [department] User/front-line worker Vertical Movement Organizational Movement
  28. 28. Organizational Movement CEO/Owner Marketing Sales Finance IT Operations HR Horizontal Movement
  29. 29. CEO HR VP of HR Director of HR HR Manager HR Specialist Finance CFO (Chief Financial Officer) VP of Finance Director of Finance Finance Manager Accountant Marketing CMO (Chief Marketing Officer) VP of Marketing Director of Marketing Marketing Manager, Marcomm Manager, Product Manager Sales VP of Sales Director of Sales Sales Manager Sales Rep, Account Manager IT CIO (Chief Information Officer) VP of IT Director of IT IT Manager Engineer Operations COO (Chief Operations Officer VP of Operations Director of Operations Operations Manager Engineer Organizational Movement
  30. 30. How to Get Prospects to Answer the Phone When Cold Calling https://salesscripter.com/how-to-get-prospects-to- answer-the-phone-when-cold-calling/ / More info on call cadence:
  31. 31. Please Like Comment Share Subscribe Thank You!!!
  32. 32. SMART Sales System S M A R T ales essaging nd esponse actics
  33. 33. SMART Sales System Sales Methodology Software Platform Professional Services
  34. 34. SMART Sales System Sales Methodology Software Platform Professional Services
  35. 35. 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
  36. 36. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
  37. 37. 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
  38. 38. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
  39. 39. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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