Using LinkedIn for Sales Leads: Getting More Response
Getting more response from sales prospects. It's what we need. LinkedIn is helpful for lead identification and qualification but getting response from decision makers (on the approach) remains difficult. Using LinkedIn for sales leads can be tough.
"Warming up" prospects using social media is a must and can be a game changer. By combining lead targeting with a practical listening system, you (or your team) will increase email and voice mail response rates by becoming super-relevant. Here are quick tips on making it happen for you.
Streams of Insights
Are you taking advantage of the "streams of insight" your prospects are putting out onto social platforms? You should be. These are the ways to breakthrough to grab the attention of prospects and hold it. These are ways to figure out what matters to prospects in real time.
Every day, prospects are telegraphing their fears, frustrations, ambitions, hopes and goals on these platforms. Probably a lot like you do!
Last year, I profiled how business process outsourcing provider, ADP is netting leads with Twitter and LinkedIn. I've also profiled sales rep Ed Worthington, who's figured out how to get copier sales leads. Each of these success stories has a common theme: Avoiding "going in cold."
Let's return to that example and vividly examine how you can get moving on "going in warm" (if not hot) with new prospects.
It all starts with using LinkedIn for sales leads in combination with a practical listening element.
Step 1: Include Listening in Qualification Research
When organizing your research on a given prospect be sure to include a "listening" field in your contact management system. This will allow you to keep things like Twitter handles, LinkedIn groups (that your prospect participates in), Google+ profiles and other "social streams of insight" in one place.