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How to Effectively Use LinkeIn as a Sales Prospecting Tool
Michael HalperFounder and CEO
SalesScripter
Finding Target Prospects
How to Reach Out
What to Say
Staying Fresh in Their Mind
Things to Identify
Region / Location / Area:
Title:
Department:
Target Companies:
Industry or Industries:
Finding Target Prospects
How to Reach Out
What to Say
Staying Fresh in Their Mind
Options for Reaching Out
Invitation to Connect Send Email Call the
Prospect
The Instant Pitch
Salesperson Sends Invite to Connect
Prospect Accepts Invite
Salesperson Sends Email Selling Product
What to NOT Do
What to NOT DoThe Instant Pitch
What to NOT DoThe Instant Pitch
Some Things to Consider
• Inviting to connect makes directly approach a little more delicate
• If you do connect and then email, delay the email and try to not be too
pitchy
• Becoming connections does create passive prospecting opportunity
• You don’t need to establish connection in order to email
• It will usually take more than one message and type communication method
How to Get Email Addresses
[First Name]_[Last Name]@websiteaddress.com [First Name].[Last Name]@websiteaddress.com [First Name]@websiteaddress.com [Last Name]@websiteaddress.com [First letter on first name][Last Name]@websiteaddress.com [First Name][First letter of Last Name]@websiteaddress.com [First Name][Last Name]@websiteaddress.com [Last Name][First Name]@websiteaddress.com [Last Name].[First Name]@websiteaddress.com [Last Name]_[First Name]@websiteaddress.com First Name]-[Last Name]@websiteaddress.com [First letter on first name]-[Last Name]@websiteaddress.com First Name]-[First letter of Last Name]@websiteaddress.com[First letter on first name].[Last Name]@websiteaddress.com First Name].[First letter of Last Name]@websiteaddress.com[First letter on first name]_[Last Name]@websiteaddress.com First Name]_[First letter of Last Name]@websiteaddress.com
Options for Reaching Out
Invitation to Connect Send Email
Invitation to Connect Send Email
Send Email Send Email Send Email
Call the ProspectSend Email Send Email Call the
Prospect
Call the Prospect
How
Finding Target Prospects
How to Reach Out
What to Say
Staying Fresh in Their Mind
What to NOT Do
The ”All About Me” Approach
My Company
Salesperson’s Interests
My Products
What My Products Do
How My Products are Priced
Getting Prospects to Buy
Hitting Sales Targets
Making Money / Commissions
Hey,
I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide.
Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business.
We also provide Integrated Marketing Solutions like:SEO (Search Engine Optimization)Digital MarketingEmail MarketingWeb DevelopmentEmail AppendingData Provisioning360 Degree ProfilingEmail Verification & validationMultichannel Prospect ListsHTML Design/Creative ServicesMarket ResearchEvent Marketing ServicesCRMSales Lead
I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size.
I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!
Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you?or can you tell me who I should speak with? Best,[contact name]
Ben
efits
Product Selling - Why do we do this?
Prod
uct
Com
pany
Feat
ures
Func
tiona
lity
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge• Focus of training• Wealth of experience• Where we have interest• What leads to us getting
paid
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
It is what we are trained to do
Inte
rest
Consultative SellingVa
lue
Pain
Qua
lify
Cre
dibi
lity
Obj
ectio
ns
Prospect Focused
What we say when talking with prospects
• Get outside your comfort zone
• Identify how you help • Focus on the problems
that you solve
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
Building Your Email Messages
Early Sales Process StagesStage Goals
Initial Contact
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
Appointment
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
Presentation
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
Pre-QualifyGather high-level informationBuild interest in having conversationSchedule an appointment
Pre-Qualify (Cont.)Hard QualifyGather detailed Information (Discovery)Build interest in meetingSchedule a presentation
Sell ProductMap out Next StepsClose (Sale or agreement to move forward)
How
How
Email Threads
Value Message
Email #1
Pain Message
Email #2
Delay (1 or 2 weeks)
Name Drop Message
Email #3
Delay (1 or 2 weeks)
Qualify Message
Email #4
Delay (1 or 2 weeks)
Product Message
Email #5
Delay (1 or 2 weeks)
Last Attempt Message
Email #6
Delay (1 or 2 weeks)
Finding Target Prospects
How to Reach Out
What to Say
Stay Fresh in Their Mind
“No” often means “No, not right now.”
Broadcast to Stay Fresh in Mind
• Blog post on company website
• Blog post on LinkedIn
• Blog post on external website
• Articles
• Whitepapers
• Videos
• Email drip campaigns
SMART Sales System
SMART
ales
essaging
nd
esponse
actics
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
