This post is dedicated to my batch mates at Chirst University Institute of Management who are now working as Interns at various organizations.
Hope everyone is enjoying the break from regular classes , but I know the ground reality might be something else. Your organization has given you many leads which you have to convert them, or generate leads and new prospects. At the campus you thought twice before venturing out in the sun, but in the corporate world they say – “perform or perish”.
There are no short cuts from success, but there are ways to work smart through – LinkedIn. Here are some of the ways which can help you in your sales or business development projects sitting behind the table at your office and less roaming in the sun:
1. Find out who’s who.
Take a look at top-20 customers’ LinkedIn profiles. What makes them top customers? Is it number of sales, volume, or lifetime customer value? What do they have in common: problems you can fix, a need for something specific, an attachment to your brand? Make a model customer profile based on these answers and then overlay location, industry, interests, groups and title. It’s okay to have more than one model. Just be sure each one is cohesive and consistent.
2. Increase your connections.
Send invitation requests to all current and past customers and future prospects. Make sure you have an introductory note when you send an invite -” Hello Mr Mandal, This is Sagar representing XXX and we can help you expand your business. Request you to connect for further communications”
3. Sync with SlideShare.
An application that allows you to upload PowerPoint presentations, SlideShare automatically shares your sales presentations on LinkedIn. A monthly customer success story allows you to feature your customers and builds goodwill. You can also use SlideShare to explain product upgrades and answer service questions.
4. Request recommendations and referrals.
Ask two questions: “What’s the biggest pain I solve for you? What do you say when you refer me or my company to others?” The best time to ask for a referral or a recommendation is when your clients are happy, like right after you have closed a sale. They’re too busy? Ask the questions over the phone, write down the answers, and email them with a request for a recommendation. Make it easy for them to be your best advocate.
5. Get into groups.
What groups do your best customers belong to? Join these groups and recommend or refer your customers’ services when you can. In your communications with them, talk about the latest group activity. Connect with group leaders to let them know who you are and start discussions. Invite your customers to join in the conversation; they will see you as an active leader. You can start up to 10 groups on LinkedIn.
Now, after you’re connected with all of your existing customers, it’s time to start prospecting on LinkedIn. Here are tips to follow for pain-free prospecting for new cutomers on LinkedIn.
6. Search for significance.
What are people searching for when they’re looking for your company on LinkedIn: location, industry, specialty, service? Type in keywords that your customers use to search for you in LinkedIn’s advanced search function. Compare how you come up against the competition.
7. Build your list.
Use your ideal customer model components to search for people. Then, plug these parameters into LinkedIn’s advanced search function. You can target companies by finding people, or you can use LinkedIn’s company search and then look for people within your target companies. Once you have a target company list, then you can follow the companies, and find out whom you want to connect with inside.
8. Share today.
Subscribe to your industry’s channel news on LinkedIn Today, a content aggregator of all the top news shared on LinkedIn. Inside your network, share stories and articles you think your customers would be interested in. They’ll begin to recognize you as a leading resource for relevant information.
9. Promote products.
Tell your company to create or complete a LinkedIn profile with vital information like products and services best customers “before” and “after” stories.This is the cheapest and best way to create an online footprint for your organization.
10. Expand your reach.
Adding new connections gives you a greater reach. While you may not choose to be an open networker that accepts invitations from everyone, the more people you connect with, the bigger your network will be. It’s simple math that compounds with the power of LinkedIn. Check out this list of 20 ways to add LinkedIn network connections.
Till then have a challenging time at your organization and Best of Luck!!!!!!!!!!!!!!!!