Use LinkedIn to research

Before contacting a prospective client, one should do research first.

Researching about the company or the individual would give you knowledge on how to handle the situation and to find common ground.

Personalize each communication

If you use a generic LinkedIn request, it is most likely that it would not generate any response or the results that you like.

In using the research which you have done earlier, it would be easier to personalize the message in which you can encourage action.

The easiest way is to mention something interesting about them or a specific content in their profile to get a response.

Add value through content sharing

A good salesman knows that you should not jump into sales pitch right after someone accepts your request.

You have to first build a connection with your prospective client.

What you could do is to provide them value through sharing contents and posts from your profile.

The things you share to your prospective client should reflect the industry, interests and your need of prospective clients.

Plan to move the connection offline

It is a given that LinkedIn is a helpful tool to in reaching out new potential clients, but this is not enough to finalize a sale or land the client.

Make sure that you do not ask this immediately, nurture the lead first and build a connection before asking for a more sales-oriented meeting offline.

Means to set-up an offline connection can be through phone call, video chat or an in-person meeting.

This depends on your own sales method, just consider what would be effective to your client.

Tag, sort, serve and repeat

This simple 3-step process would help you turn your existing connections into paying clients.

  • Tag

What you do here basically is to go through each of your LinkedIn connections and assign a specific tag to them.

In creating tags, you can consider your current business goals and your target audience.

LinkedIn allows you to create almost 200 tags, just be creative.

  • Sorting

The first step which is tagging is very important in sorting.

After tagging your connections by clicking sort under tags, LinkedIn would create a list of all your custom tags.

This is helpful to you because it sorts your connections into specific groups that you can start selling to.

  • Serve

This is the final and most important step.

As stated above, you should not immediately sell to your prospective client, engage and build a connection with them first.

After that offer a valuable insight regarding their business goals so that you could set-up an offline meeting where you can start the pitch.

 

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