how to effectively use linkedin as a sales prospecting tool

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. 

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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

Contact Us

Michael HalperFounder and CEO

SalesScriptermhalper@salesscripter.com

@salesscripter