Hence, in the history of B2B Sales and Marketing, it has never been easier to find anyone you need in one place, and on a platform that supports both your prospecting and lead generation needs. What sets LinkedIn apart from other social media, such as Instagram, Facebook, Twitter, etc., is that they are either for entertainment purposes or mainly B2C-oriented if used for business, while LinkedIn members put their social networking efforts into building relationships with other businesses and organizations. LinkedIn is a social network with 810 million users in more than 200 countries among which over 63 million decision-makers. We will explain those reasons in detail further below. However, there’s a reason why LinkedIn became a place to be when it comes to social selling and online prospecting. It depends on many factors, some of which you can influence and some of which you cannot. LinkedIn prospecting is not a straightforward process that goes by a formula. Let the idea of your product or service sink in, and give it another try after a while. Sometimes you need to give your prospects more time. A big part of prospect nurturing is also understanding and taking into account their buyers’ journey. The nurturing process can be long and exhausting but, in the majority of cases, pretty rewarding for both sides. Your ability to understand how your prospect can benefit the most from your product or service, as well as the genuine care to help them overcome obstacles and improve their businesses plays a big role in your prospecting process. For now, bear in mind that connecting with someone is just the beginning of the game. We will touch upon other prospecting tips in detail later in this blog. Therefore, checking your prospect’s LinkedIn profile before trying to connect is one of the most crucial steps in LinkedIn prospecting that makes all others possible. What precedes the pitch is sometimes very long back-and-forth messaging to build a quality relationship and understand your potential customer’s needs better. However, the sales pitch shouldn’t happen in that one message. It implies contacting prospects via LinkedIn, email or phone (known as cold emailing and cold calling) you had no prior relationship with the end goal of pitching your product or service. This is the information you need to base your first cold outreach message and future follow-ups on.Ĭold outreach or cold prospecting on LinkedIn is a form of outbound marketing. It can give you exactly the insight you need – if they are high-quality prospects indeed and should be added to your prospecting list, what their needs and pain points are, etc. In that sense, your prospect’s profile on LinkedIn is the gold mine of relevant information. LinkedIn facilitates identifying new prospects not only because everyone is on the platform but also by giving you a detailed insight into its members’ job titles, company names, company sizes, pain points, needs, relevant content, etc., all of which you will later need to personalize your cold outreach. That’s why LinkedIn developed its features in a way for you to take all steps of your prospecting process without ever leaving the platform. LinkedIn prospecting means both identifying and nurturing your potential prospects. Therefore, LinkedIn is a perfect place for business-to-business marketing and salespeople to find and nurture potential prospects. B2B, short for business-to-business, stands for the action of promoting and selling products or services to other businesses and organizations rather than individuals as end customers. LinkedIn is a professional social network aimed at building B2B relationships. LinkedIn prospecting is a process of identifying and nurturing potential customers among the platform members used by salespeople as part of their social selling activity to understand which members would benefit from their product/service the most and build professional relationships to offer it to them.
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