If you work in sales and marketing, then lead generation is the lifeblood of what you do. That said, as a Kansas City sales staffing agency, Morgan Hunter knows it can be hard to find the time to fill the pipeline while you’re focused on servicing clients and completing hot projects. But it’s a must if you want to build your career – and your business! And one easy place to focus your prospecting efforts is on LinkedIn. With more than 160 million members worldwide, it can serve as a rich source for qualified leads. Here are some tips to help you tap into its power:
Target Decision Makers.
You might have hundreds of connections on LinkedIn, but if none of them are with the actual buyer – i.e. the decision maker – then you’re not going to make any new sales. So when prospecting on LinkedIn, target decision makers.
For instance, if there’s a certain company you’d like to do business with, then search it’s name on LinkedIn. Look for a company profile page, as well as company employees. Then try to locate the person you need to connect with that can make a decision about buying what you’re selling. Once you do that, see if you have any mutual connections. If you do, reach out to one of them and ask for an introduction.
Build Up Your Network.
Beyond just connecting with people you know on LinkedIn, use the site’s tools – like the “Add Connections” link, which invites your email contacts to connect with you via LinkedIn. It’s an easy step to take – and one that can grow your network substantially when you think about all the email addresses you have in your address book.
Work Your Connections.
Stay in regular contact with your connections so you are top of mind with them when an opportunity comes along. If you have something to say, then post your news; if you want to share something with a specific person or group of people, message them via InMail; and if you’re in the same locale, invite them to get together for lunch or dinner.
Use the News Feed to Your Advantage.
When one of your contacts posts something of interest in the news feed, comment on it or share it with your network. Or, if someone in your network has just connected with one of your prospects, ask them to introduce you.
Ask your pool of existing and past clients, as well as colleagues, to recommend you. Even better, if you’ve had a positive experience with someone in your network, then recommend them. When the time comes, they’ll want to return the favor to you in the form of a referral or introduction.
Raise Your Profile.
Use LinkedIn’s Groups and Answers sections to raise your profile among prospective buyers. For instance, join industry groups that you know your prospects would be a part of, start a discussion about a topic you’re an expert in, and answer questions to showcase your skill level and experience. You can also ask questions that would help you identify challenges prospects are facing and obstacles to the sale.
When you follow the tips above, you won’t get results overnight. But when you’re consistent with your efforts to leverage LinkedIn to your advantage, you’ll be surprised at the new opportunities that will eventually come your way.
And if prospecting is the last thing on your mind because you’ve got more business than you can handle right now, let Morgan Hunter know. With more than 30 years of combined experience in Kansas City sales staffing, we can locate and secure the hard-to-find talent you need for your sales positions. For your sales staffing needs, contact Morgan Hunter today.