Prospecting in 2013 using linked in


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Prospecting in 2013 using linked in

  1. 1. Prospecting in 2013 using linked-in. Prepared by JR Bloch February 2013 (c) sales training emea 1
  2. 2. Brief Introduction• My profile: – My partners always considered me as a « crazy » New Business Hunter. – I mean even after 35 years doing it, I’m still excited by the challenge, the emotion, the risk taking, the “yes” , the “no”, getting in a new department, new account where we didn’t make any business yet. (c) sales training emea 2
  3. 3. Starting defining your targets.• After I define my target account list, my 1’230 linked-in direct contacts change dramatically the way I prospect in 2013.• There is no limit to researching information, since you can get the professional profiles and details of nearly anyone inside the target account.• Either going direct or playing billiards, you should find very usable (c) sales training emea 3
  4. 4. Research• Looking into people close to their community is also a serious accelerator.• Some let you even look into their own contacts, you may find that a competitor is a long time contact of your prospect. (c) sales training emea 4
  5. 5. Contacting Business decision makers• Contacting Business decision makers becomes easier, playing with the advanced option of the search engine; you may be able to locate nearly any key Business decision maker in that account.• Simply enter a keyword with the activity you are targeting, and HR directors, marketing directors, Compliance officers will come into your nets. (c) sales training emea 5
  6. 6. Example: we look for the HR Director of Barclays Bank in UK. ❸ ❹❶ ❺ ❻❷ ❼ (c) sales training emea 6
  7. 7. We are getting close now! (c) sales training emea 7
  8. 8. Check other information likeprevious jobs, & companies (c) sales training emea 8
  9. 9. Continue searching….• Now follow me , I’m dragging down a bit to the section: people also viewed• This is not 100% their network but rather a lead for similar people that people who used linked researched.. (c) sales training emea 9
  10. 10. Stay with me for the next interesting piece of research..• How are we connected to each other?• I’m frequently using this information in my introduction email/inmail eg. We have X connections in common… this is valid inside large organizations and prove that you are already well connected to them. (c) sales training emea 10
  11. 11. Time to act!• Eventually you may want to get directly to them calling or emailing.• Calling is not obvious since most of the members of linked-in do not provide their direct phone numbers. Emailing is a bit simpler:• You could rebuild the email address knowing the naming policy of that company together with first and last name of your target contact.• Even better, I’m using the Linked-in Inmail option to contact them.• Linked-in sends the message, the response rate is generally excellent. emea (c) sales training 11
  12. 12. Writing an Introduction Email or Inmail : • Go straight to the value you may bring to your target contact. • Do not speak about yourself if there is no valuable contribution to them now! • If there is an existing connection, reference, that may ease your direct approach, then do mention it (c) sales training emea upfront. 12
  13. 13. And now an example of a bad inmail!Dear Sara, Our expert advice:I’m Barclays Account managerat HR performance solution. • Me, me , me and again me..We are the leader in Europe • Speak too much about youfor the Staff management and your with over 80customers in 11 languages • Going to details, S. does(including Russian). Since we not yet know what you mayare sure We have the best be bringing to the tablepossible solution in the market • You have the best solution ?I’m pleased to offer you a face Who said this ? You did …to face meeting Monday Feb • The meeting proposal is18 th afternoon or Tuesday impolite.morning before 11:30 ( I haveto rush to the dentist then).Kindest regardsPaul SmithAccount director Barclays. emea (c) sales training 13
  14. 14. Need more information• contact JR Bloch: +972 52 64 57 477 or +33 183 64 74 07• Email :• Coming next : « the practice of cold calling » (c) sales training emea 14