Linked in prospecting in 5 easy steps with ewc (3)

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Linked in prospecting in 5 easy steps with ewc (3)

  1. 1. LinkedIn Prospecting In 5 Easy StepsYuhannes Watts Thomas Ellis Learn2Link EWC Consultants
  2. 2. Goals:Help you understand what prospecting isProspecting ToolsHelp you understand your target MarketHelp you with your daily prospecting activitiesIntegrating LinkedIn with “old fashioned” prospecting**All of the above will help you increase our sales!
  3. 3. Step 1: What is Prospecting?Sales ProcessFinding Potential CustomersTarget AudienceTargeting Decision Makers
  4. 4. LinkedIn Prospecting Information is power Profiles Companies Target Market Groups *Use info to turn “Cold Calls” into “Warm Conversation”
  5. 5. Step 2: Prospecting ToolsTelephoneNetworking EventsLinkedInReference USACold Canvassing
  6. 6. LinkedIn as a CRM Tool Contacts Web based Contact info (email, phone, website…) “Tag” groups Custom Tag Add your own notes**Most people are not using LI as a CRM
  7. 7. Step 3: Your Target MarketIndustry/VerticalCompany SizeGeographic Location#of Employees
  8. 8. Finding your Target Market on LinkedInFocus on 5 key areas using LinkedIn’s advanced search:TitleKey wordsZip codeIndustryRelationship (there is a trick to this…)
  9. 9. Step 4: Qualifying your ProspectsAsk Questions(Closed/Open)Current SituationBudgetDecision Making Process
  10. 10. Accessing prospect info on LinkedIn Profile Summary Current company/position Past companies/positions Link to LI company page/website Common connections Groups
  11. 11. Step 5: Getting StartedE- Mail IntroductionTelephone CallRe-send E-Mail IntroductionTelephone Call“Pleasantly Persistent”
  12. 12. Getting Started with LinkedIn Prospecting Business Cards Networking events 24-48 hrs…. Advanced search for Target Market Virtual to real – asap! Old connections Leveraging your network – alumni, affiliations, chamber…
  13. 13. Thanks for your time and have a productive sales week! Yuhannes Watts Thomas Ellis Learn2Link EWC Consultants tellis@ewcconsultants.comyuhannes@learn2link.comwww.learn2link.com www.ewcconsultants.comLinkedIn Training Sales Training

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