Author of "LinkedIn for Personal Branding"| LinkedIn Top Voice | TEDx and Keynote Speaker | LinkedIn Rebranding | B2B Social Selling l My Mantra: "Be a Friend First" l Let’s Amplify Your Brand and Event
I hear it all the time. Salespeople get frustrated with their lack of access to decision-makers. Time and trust are in short supply. Most decision-makers won't reply to an email or cold call. So what's the answer? Here are five ways: ✅ Turn cold 🥶 efforts into warm 🔥 by deep prospect research along with personalized engagement and connection. Use LinkedIn profiles and content to facilitate most effectively. ✅ Seek referral opportunities wherever possible. Leverage a strong LinkedIn network. ✅ Leverage the expertise, presence, and connections of key stakeholders and partners. Again, LinkedIn can help with this strategy. ✅ Try the LinkedIn Sales Navigator Team Link feature to improve access. ✅ Use multi-channel communication strategies. Don't just rely on one channel. What else do you think you could suggest? #linkedin #team #b2b Please follow #SalesbySandra and Sandra Long Post Road Consulting: LinkedIn and Social Selling Training
Great advice Sandra Long. I'd add--get to the point! After your deep research, lead with the most compelling business issue you want to talk about.
Great tips Sandra Long 💎👍 I really believe in your first tip pertaining to researching and personalizing. It makes a 🌍 of difference.
These are good suggestions for anyone trying to get access to busy people Sandra Long. One more suggestion is to facilitate conversations that add value to the other party.
I'm pulling the 'old-school' card of Direct Mail. Works a treat every single time and I have long lasting relationships to this day because of different campaigns over the years. Great question.
Video is a powerful way to capture someone's attention. But to Janice B Gordon's point, it is has to feel like you are talking "just to them" - not like it's coming from a mass production line!
I like your last one most and admit that I sometimes forget about checking other channels being in a LinkedIn tunnel ;-)
Hi Sandra, thanks a lo for these 5 points; it's the power of referrals and trusted relationships. You can call it in many ways: relationship-based selling is one my favourite ones.
Really great advice here; thank you, Sandra. I would add to be your personable self and talk like they are your friend and the screen is them. Know how they speak, when someone calls me 'Hey' I am turned off, my name is Janice, I am not your school friend. Assume they are open and positive to the value you are adding. Having done your research, create the link between what they requested or said, to how you respond.
We seem to be kindred spirits in the way we approach cold calls, Sandra. I just like to emphasize the referral opportunities. By securing referrals from your business colleagues and existing customers, they can certainly help you close deals faster and increase your sales.
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2yI would suggest also that some of the best simple and free techniques on LinkedIn are to... (1.) see how active the prospect (decision maker) is on LinkedIn. (2.) Follow them (do not send a connection request!) (3.) "Like" their posts on LinkedIn (4.) "Comment" on their posts on Linkedin. ***TIP #1 you have become VISIBLE to both the prospect AND everyone in their network when you "comment" and "like" the prospect's posts! TIP #2 when you comment - "Congratulations" is fine... - but if you can provide real insight into (editorial commentary) their post - you can then be seen as a "thought leader" also. TIP #3 is to look at ALL of the GROUPS the prospect is a member of. If you are a member of the same LinkedIn group (and a 2nd-degree or 3rd-degree connection) you can still direct message the prospect THROUGH the GROUP list of connections. TIP #4 Do not do a "direct pitch" - try to establish rapport and build a relationship first! TIP#5 Pre-write in WORD your "letter of introduction" using a template - and include your complete contact information. For more tips, tricks, and techniques let's get connected!