How to Convince Trade Show Contacts to Engage and Buy on LinkedIn
Bottom line: If Charles has an asset (a newsletter that sparks reactions with potential buyers) he should leverage it. Also, instead of positioning his LinkedIn network as being valuable (sounding like 98% of LinkedIn users) he positions what his prospects want as what he has for them.
All his future buyer need do is act.
Can what you sell solve a problem? Can it give customers a life-altering experience or bring them closer to reaching a goal?
Let them know you've got a sample of it waiting for them.
All they need to do is respond.
Politely tease them a little. Dangle a carrot. When you're writing the goal is to help them think, "I wonder what, exactly, he/she means by that?"
In the end, it's easy to end up feeling like a zombie—dumping contacts into LinkedIn, hoping prospects will connect. After that? This is where the strategy tends to fall apart. Don't let it happen to you.
Remember to avoid:
- losing focus on benefits you bring to the other side (state them up-front!)
- asking prospects to do what they likely don't want to do or have time to do ... or see immediate benefit in (explore your LinkedIn connections / network)
- using descriptors like "high level executives worldwide" (don't try to convince prospects of something they may already understand—your value!)
Good luck and let me know how this works for you!