Join LinkedIn Interest Groups Whether public or private, Linkedin offers its members the possibility of joining various interest groups (sector of activity, geographic area, business expertise, function, etc.) Although these groups exist, they are unfortunately not often very active. The number of interactions is much lower than on a discussion "posted on a wall". However, it remains a good way to enrich your network. Tip: Don't push your product or service directly into this type of group. The idea is to address a problem, create debates, and share relevant information. Add new members Sales teams obviously have a certain number of tools at their disposal (prospect file, website, field prospecting, leads from marketing, etc.) to find contacts and generate leads.
However, social media should not be left aside. By working on your message as previously advised, you can hope – according to Claire – for 60% of qualified responses from targeted members. “The more you bosnia and herzegovina businesses directory invest in LinkedIn, the more you will get returns. When I was sending 10 messages a day, I was getting 6 to 7 minimum returns.” Linkedin Sales Navigator This is the paid version of Linkedin dedicated to lead generation. In the free version of Linkedin, you can reach a member who is in your network at the first, second or third level. With Linkedin Sales Navigator, you have access to the entire Linkedin database and the ability to get in touch with all members.
A trial version of the tool is available for 30 days and the cost then varies depending on the number of users to be equipped. The Linkedin database can be searched by company name, industry, company size, job function or even location. "It's the El Dorado for salespeople working in the B2B major accounts sector: with companies that have a lot of contacts." To conclude, you will have understood that it is now unimaginable to start a relationship with a prospect without having first visited their LinkedIn profile. The information there is indeed extensive and can help you focus your call. Some CRMs like Salesforce even integrate the automatic import of information found on a member's card in their CRM.
But then, how do you deal with an empty LinkedIn profile? It's rare, but it still happens sometimes that some people have little or no information in their profile. In this case, it is no longer really a question of social selling but of cold calling. Go to Google, search a little and you will certainly find the telephone number of the company in question, then try at least to confirm the position of your interlocutor and if it really is a good day, perhaps you will manage to reach the decision-maker. Although it has a lower conversion rate, it still works! One last piece of advice from Claire: “When you are on a deal that is well advanced, do not add your prospect right away, this could alert your competitors!”