Author of "LinkedIn for Personal Branding" l Keynote Speaker l TEDx | LinkedIn Rebranding | B2B Social Selling l My Mantra: "Be a Friend First" | Helping Companies, Events, Universities, Leaders, ERG's, and Employees
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
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.
Alice Heiman
1y
Salespeople need to nurture their networks consistently. Then they can reach out to leverage those networks when they need an introduction. Why would anyone try to break in cold before trying to get an introduction. We are making sales too hard. We have to make it easier.
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.
In my experience, top level executives will only engage through a strong referral from a trusted person, recommendation to meet from inside their organization (there are many great ways to do this) or from finding a way to work with them through an association or board.
Sandra Long Sound advice, the only thing I would add to to build a relationship with a champion within the organization, it may not be the decision maker, but will help with the referral. I will say it must be an authentic connection - that is a must!
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.
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.
Great tips Sandra Long 💎👍 I really believe in your first tip pertaining to researching and personalizing. It makes a 🌍 of difference.
LinkedIn | Training | Online | B2B & B2C Business Development | Mortgage | Real Estate | Corporate Trainer | Coaching
1yI 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!