prospecting in 2013 using linked in
TRANSCRIPT
Prospecting in 2013 using
linked-in.
Prepared by JR Bloch
February 2013
1(c) sales training emea www.salestrainingemea.com
Brief Introduction
• My profile:
– My partners always considered me as a
« crazy » New Business Hunter.
– I mean even after 35 years doing it, I’m still
excited by the challenge, the emotion, the risk
taking, the “yes” , the “no”, getting in a new
department, new account where we didn’t
make any business yet.
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Starting defining your targets.
• After I define my target account list, my 1’230 linked-in direct contacts change dramatically the way I prospect in 2013.
• There is no limit to researching information, since you can get the professional profiles and details of nearly anyone inside the target account.
• Either going direct or playing billiards, you should find very usable information about the person you want
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Research
• Looking into people close to their
community is also a serious accelerator.
• Some let you even look into their own
contacts, you may find that a competitor is
a long time contact of your prospect.
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Contacting Business decision
makers• Contacting Business decision makers
becomes easier, playing with the
advanced option of the search engine; you
may be able to locate nearly any key
Business decision maker in that account.
• Simply enter a keyword with the activity
you are targeting, and HR
directors, marketing directors, Compliance
officers will come into your nets.
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Example: we look for the HR
Director of Barclays Bank in UK.
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(c) sales training emea www.salestrainingemea.com
We are getting close now!
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Check other information like
previous jobs, & companies
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Continue searching….
• Now follow me , I’m dragging down a bit to the section: people also viewed
• This is not 100% their network but rather a lead for similar people that people who used linked researched..
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Stay with me for the next interesting piece of research..
• How are we connected to each other?
• I’m frequently using this information in my introduction email/inmaileg. We have X connections in common… this is valid inside large organizations and prove that you are already well connected to them.
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Time to act!
• Eventually you may want to get directly to them
calling or emailing.
• Calling is not obvious since most of the members of
linked-in do not provide their direct phone numbers.
Emailing is a bit simpler:
• You could rebuild the email address knowing the
naming policy of that company together with first
and last name of your target contact.
• Even better, I’m using the Linked-in Inmail option to
contact them.
• Linked-in sends the message, the response rate is
generally excellent.
See next slide how we prepare this email/ inmail
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Writing an Introduction Email or
Inmail :• Go straight to the
value you may bring to your target contact.
• Do not speak about yourself if there is no valuable contribution to them now!
• If there is an existing connection, reference, that may ease your direct approach, then do mention it upfront.
• The inmail to S…. could be refined
12(c) sales training emea www.salestrainingemea.com
And now an example of a bad
inmail!Dear Sara,
I’m Barclays Account manager at HR performance solution. We are the leader in Europe for the Staff management solutions with over 80 customers in 11 languages (including Russian). Since we are sure We have the best possible solution in the market I’m pleased to offer you a face to face meeting Monday Feb 18th afternoon or Tuesday morning before 11:30 ( I have to rush to the dentist then).
Kindest regards
Paul Smith
Account director Barclays.
Our expert advice:
• Me, me , me and again me..
• Speak too much about youand your company.
• Going to details, S. doesnot yet know what you maybe bringing to the table
• You have the best solution ? Who said this ? You did …
• The meeting proposal isimpolite.
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Need more information
• contact JR Bloch: +972 52 64 57 477
or +33 183 64 74 07
• Email : [email protected]
• Coming next : « the practice of cold
calling »
14(c) sales training emea www.salestrainingemea.com