Underdog business strategy . brief . notes
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How to design a prospecting strategy using LinkedIn to meet 5 new top quality prospects every week. There are 6 required answers: [1] Who are you? [2] Who needs you? [3] Where to begin? [4] How to grow? [5] How to build relationships? [6] How to initiate a relationship?
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Underdog business strategy . brief . notes
- 2. IS A EFFECTIVE MEANS TO MEET TOP QUALITY PROSPECTS FOR
- 4. WHO CARES?
- 6. START SMALL
- 7. NICHE WIN – WIN END RESULT RAVING FANS
- 11. IS A EFFECTIVE MEANS TO MEET TOP QUALITY PROSPECTS FOR HOW WELL MIGHT LINKEDIN SERVE YOU? FREE
Editor's Notes
- How to design a prospecting strategy using LinkedIn to meet 5 new top quality prospects every week. There are 6 required answers: [1] Who are you? [2] Who needs you? [3] Where to begin? [4] How to grow? [5] How to build relationships? [6] How to initiate a relationship?
- The brilliant end results are [1] Your having 5 new first meetings, every week, with top quality prospects. [2] Your having a convincing LinkedIn profile that gives you confidence and causes these top quality prospects to want to meet you for coffee. And [3] Your knowing who your top quality prospects are, and why.
- Answer #1 – Who are you?. Define some niches using this 3 part formula. These three elements comprise your Value proposition. Most important is the brilliant result you cause. (Next is the problems you solve.) These three answers when aligned define a niche.
- Answer #2 --- Who needs you? Once you know the problem you solve, then, who is it that most likely has this problem? (or wants the end result?)
- Answer #3 – Where to begin? Start at the bottom of the sales funnel. Who are your customers? Why did they buy from you? How can we meet more people like these?
- Answer #4 – How to grow? Focus on one top quality client and design a strategy to meet them and advance the relationship. Most important is to earn one customer using a strategy that can be duplicated. One, be it your first one or one more, is growth. And one sale is the real motivation towards the next.
- Grow (part b) Repeat the process. One customer is the beginning of a niche. They represent others who have the problem you solve and or the result you cause. Pursue this niche and start connecting with these people, one at a time. (The niche picture is a skittles sorter.)
- Answer #5 – How to build relationships? Direct marketing begins with the first person-to-person event with the prospect, regardless of their being the decision-maker or not. Once we have met a person, our relationship begins. The BEST person-to-person event is face to face over coffee.
- Building Relationships (part b) Inside the funnel is the “sales cycle”, defined as “any and all events between initial contact with a prospect and their buying our product or service.” It is more than product knowledge, features and benefits. More important, is building a relationship from stranger to customer and going through the stations of know, like & trust.
- Answer #6 – How to initiate a relationship? LinkedIn is the perfect tool for initiating relationships. With its search engine we can find our prospects. Inviting them to connect is all the contact information we need and is a most graceful way to overcome our mother’s warnings about speaking with strangers.
- I teach a 5 touch prospecting process that results in first meetings with those we invite. The success rate exceeds 50%. If you need to meet your prospects face to face as part of their purchase decision, this process, along with the graceful use of LinkedIn, will cause you to have many more first meetings. BUT, let’s talk first. Free. Let’s know for certain, if and how well this process might work for you, your business and your market.
- I am a LinkedIn Strategist, Copywriter and Coach. I serve underdogs – we who make our living based on our own personal skills and talents. As underdogs we really do not have a “brand value”, other than ourselves. Our prospects have to meet us to appreciate us and understand the value we bring. I guarantee that this 5 touch prospecting process will cause you to meet for coffee at least 1 out of every 2 people you choose to connect with.