f Facebook T Twitter L LinkedIn + Google+ å Buffer

Moving a prospect from cold to sold using LinkedInSeptember 21, 2015 @ 8:45 am by Mr Phil Newton in Blog Comments are off for this post.

How to move potential prospect from cold to soldHow to move potential prospect from cold to sold

…all the while ensuring that your prospect will be looking forward to talking with you andworking with you.

After more than 20yrs in business for myself, 8 of those years (as I type this) developing more than 2,454extremely targeted connections and in excess of $50bn in successfully negotiated deals, I’ve seen a number ofamazing things just through the power of connecting with people and talking to them on LinkedIn

Unlike many of the self proclaimed gooroo’s out there, I firmly believe that you do not need a big list of people orconnections. You simply need a targeted list of people.

“The industry” standard for an email contact suggests you should be making $1 for every email contact you are incommunication with.

Currently I have 2 active verticals that I work in. The first has an average income value of $20 and the second hasan average value of $25. This is on an annual basis. As I continue to refine this process I expect this value to nudgetowards the £30 level.

converted by Web2PDFConvert.com

(Depending on your view there are convincing viewpoints to favour $000 & $0000 averages)

Anyway…

What if you do not have an email list?What if you do not have an email list?

This is why LinkedIn is an awesome place to be.

What is a connection worth to you? How much junk is in your network?

In a previous article [LINK] we looked at ways to reach out and connect with targeted individuals to encourage aconversation with you, ideally on a call.

The aim of this article is all about following up and being top of mind.

As a byproduct of the system you get added benefits which encourage and develop a relationship where you areseen as a leader. It’s about brand building.

It’s about getting potential clients to qualify themselves and call you.

If you do not have the time to read this article and just want 1-1 guidance to get you going as fast as possible togrow your business or to take care of it for you, then you can schedule a 1-1 appointment by clicking here.

As an expert in your field, you are a cut above the rest. The average consultant is smarter, richer and moreadventurous than the average person – whether people like it or not.

You understand things about the world that most people don’t. Why else would the top 5% turn to you to makesure that they, as the leaders, stay at the top and remain at the top? It also means that you are about tounderstand the words on this page better than anyone else, because that’s what you do.

#1 The biggest opportunity to connect directly with your perfect client is on#1 The biggest opportunity to connect directly with your perfect client is onLinkedInLinkedIn

All the other consultants, coaches & entrepreneurs are fighting over where the next client is coming from, figuringout how to get in touch with them and then figuring out how to sell their thing to them and generally trying tohump leg which is really annoying.

Those other consultants aren’t as savvy as you are as they run around like headless chickens.

This leaves a wide open playing field for the smart consultants to take a strategic approach.

If you are strategic, it is such an easy game to play.If you are strategic, it is such an easy game to play.

converted by Web2PDFConvert.com

For the most part finding clients on LinkedIn is pretty simple. You input a search criteria for the type of person youare looking for an voila a search spits back people who meet your criteria.

The previous article outlined a solid method to connect with targeted prospects.

However, while they may connect with you, not everyone is going to want to speak with you immediately and that’sfine. Some will, but most won’t.

That doesn’t mean that those people will never hop on a call or buy something from you or use your services. Itjust means that it’s not today. Tomorrow however is a different day.

While you are waiting for tomorrow we need to actively avoid being a dick and humping leg which was my topadvice in the “Become exceptionally well connected article.”

I’ll explain the system and how it’s all done in a moment, but usually the first comment I get when I do speak withpeople on the phone is;

I saw you everywhere putting some great information out andI saw you everywhere putting some great information out and

I knew you were the person to help me.I knew you were the person to help me.

I kid you not.

I’ve had that said to me too many time for it to be coincidence so I know that this works like gangbusters. Oh yeah,and they frequently give me money too.

Don’t have time to read the article? Schedule a 1-1 appointment by clicking here.

[SidebarSidebar – For the purpose of this awesome guide I will assume that you have an account with LinkedIn andthat you already know the type of clients that you love to work with already and have been connecting withpeople as previously outlined]

Total LinkedIn dominationTotal LinkedIn domination

#2 – Talk to you clients and prospective clients.

I know! Big fecking eye open right there in the heading.

When you first connect with one of your targeted prospects and after you have exchanged pleasantries it mightsurprise you that not everyone will be hot to hop on a call with you.

converted by Web2PDFConvert.com

[SidebarSidebar – I use a lot of frameworks and some scripts to aid in moving people from one state to the next moredesired state.]

What to do while you wait for them to catch up with you

Be top of mindBe top of mind

The really interesting thing with social media and LinkedIn is that you can be in contact a lot by being in someone’sline of sight. An awful lot.

The purpose is to provide value and interest so you can build a relationship to the point where they see the valueof what you do by moving them from you being someone they are connected loosely with. To someone theyknow, like, respect and want to talk to.

Or you may have talked already and need to keep that top of mind experience I mentioned earlier.

So, are you reading this and you have to be thinking to yourself by now that this is going to be a major time suck.Right?

Wrong?Wrong? Sure it will take a little time but if you try it the way I describe below you will see that you do not alwaysneed a two sided conversation.

It is very achievable to have a one way dialogue prior to a two way dialogue. By doing so you can build arelationship and if you do it just right you could even have the other person most of the way over the line or pre-sold on who you are and what you do.

This means that when you do speak to them its at the right time, they have already had the right information andthe majority of the time you just need to cross the T’s and dot the I’s while you talk over some of the finer points.

In some ways this method is significantly better and can develop long term lead flow as well the mass of benefitsmentioned above.

#3 – Getting tooled up.#3 – Getting tooled up.

I love a TV show from a few years ago called Sharp’s Rifles. There is one episode where Sharpe (a fictitious rankingrifleman in the Napoleonic wars) is being briefed by the Prince of Orange.

When Sharpe asked where he (Orange) shall be his reply is awesome.

Everywhere, Sharpe.Everywhere, Sharpe.

I shall be everywhere!I shall be everywhere!

converted by Web2PDFConvert.com

That is precisely what we shall do. Or at least appear to do. [wink]

We will need some tools to get this done. It does take a little set up but once your done it will then be lowmaintenance.

Snip ly (to leverage other peoples work) – http://snip.lyBuzzsumo (for research) – http://buzzsumo.comBuffer (if your on a budget, free account is more than adequate) – https://buffer.comMeetEdgar (if you want have a small budget, which will allow a semi set & forget set up) – http://meetedgar.comLinkedIn Pulse publish a new postBusiness blog (optional, but preferred)Youtube (optional, but preferred)Autopilot for LinkedIn (optional for this article but will outline its use in a separate article)–http://autopilotforlinkedin.com

Tools? Check.Tools? Check.

Whats next?Whats next?

With the tools of the trade in hand (at least virtually) you will need to decide how involved you want to be, passiveor really passive?

Do you want to be writing your own content to be adding value to your industry?

If time is a factor for you then saying no is perfectly fine at this stage. Consider it at some point in the future as itwill allow you to brand yourself with your own voice rather than piggy back other peoples voices.

Be like the Scarlet PimpernelBe like the Scarlet Pimpernel

Be here – Be There – Be here – Be There – Be Everywhere Be Everywhere

#4 – The strategy in all its glory.

Lets assume that I’ve written one article which is a killer piece of content designed to help further the sale andpromotion of your business. Additionally, you have found one good article from a trusted source.

Step #1 – I will first post this on my own website as a blog article. Making sure to have a good call to action thatencourages the next thing you want the reader to do. For example, call you, fill out an application form, etc.

[SidebarSidebar – I will also assume that we are staying inside of LinkedIn’s eco system, but as a smart and astutereader you can easily add in other distribution channels to promote and cross promote making this even morepowerful.]

Step #2 – Add the link from your website into Buffer with a good eye catching image that visually represents the

converted by Web2PDFConvert.com

article. Write a short description and ask people to “read now”

Why? This will get pushed out to the people you are connected with already. As this article floats past them ontheir news feed. You and your eye catching profile dances past them.

A good headline saying what you do and who you help is essential for maximum results.

While getting a visitor to your website to read the awesome article is a highly desirable action. Its not essential forthis to work

What just happened? Your image with a good article and a description of what you do and who you help is in lineof sight.

You are being seen and adding value as well as promoting you and your business.

If someone does click the link to read your article you are now interacting and building a relationship.

Pretty cool eh.

Step #4 – Take half of the article written and add it into LinkedIn’s internal blogging system called LinkedPulse. (dothis after a day or two)

Make sure you cite where the original article is and that this article can be read in full there.

Tag the article in the most appropriate category for you and your business. you get 3 tags.

Additionally I place a call to action at the top of the article or near the top after first paragraph and I put a veryobvious call to action in the form on an image graphic at the end of the article.

In my case I’m looking to move the reader to a strategy call. Make sure you are moving your reader to take thenext action you want them to do.

Why? Posting the article here on LinkedIn Pulse is going to push a little notice to all your connections & followers.(they get a little notification to day you posted something cool and encourages them to go read it)

Awesome right?

Step #5 – Take that new link and add that into Buffer in the same way as before.

Why? What is slowly happening is that you are building up a link repository. Not everyone will see the amazingcontent you put out at that time. You get to repost it to people again.

This grabs their attention as your fly past them in their news feed with lots of different pieces of content.

Additionally, you have just leveraged your content 1 piece and you have two promotions working for you.

converted by Web2PDFConvert.com

You could for example add a recording of your voice reading the article while you recorded your computer screen.(I know low budget and low tech.) the whole purpose is to be top of mind.

Add that video Youtube link to your Buffer rotation.

Embed that video to a new blog post, then add that blog post link to Buffer

Embed that video to a LinkedIn Pulse post, then add that LinkedIn Pulse post link to Buffer.

At this point you have LEVERAGED one article into 5 pieces of content.At this point you have LEVERAGED one article into 5 pieces of content.

Awesome, right?Awesome, right?

Using Buffer to schedule those 5 pieces of content to be posted to your LinkedIn profile now means you get 5xthe exposure every time you post them. Yup you read that right. Post them in cycles.

If you do not have the time and just want 1-1 guidance to get you going as fast as possible to grow yourbusiness or to take care of it for you, then you can schedule a 1-1 appointment by clicking here.

Eventually every day something with your name, what you do and who you help will scroll past your connectionsand followers.

It’s just like a little classified advert scrolling past every day or several time a day.It’s just like a little classified advert scrolling past every day or several time a day.

While at the same time building a relationship with those connections as someone who is a leader onWhile at the same time building a relationship with those connections as someone who is a leader onthe subject.the subject.

Step #6 – Using BuzzSumo. Search for some of the most shared content in your field by topic or by website.

(That sonic boom I just heard I presume was your head coming off your shoulders)

Now take that link, but this time we are first going to add that linking into the Sniply service.

Why? You will be able to layer a small banner advert in the lower portion of the already established as beingawesome article that might say. If you enjoyed this, then read this. Which will link to your article on your website.

Then take that new Sniply link and add that into Buzzsumo to be scheduled out for posting on your LinkedInprofile.

Again what is happening is that you are floating past people several times per day in their newsfeed as someonewho has posted something interesting.

Step #6 – Go into your recent activity (under the profile link on the navigation) and you will see everything you haveposted or Buffer has posted for you.

converted by Web2PDFConvert.com

At this point I will assume that you might have 10 of your own articles which could be up to 50 pieces of leveragedcontent as well as 10 borrowed articles which all have a small advert over them by using the Sniply service.

This part you will have to log in and do manually once per day or ever other day.

Click on the share button. Select share to groups. (you can be a member of up to 50 groups)

Click share and you will be syndicated to all the groups you are a member of.

All Roads Lead To RomeRinse repeat as many times as you want. Although 3-6 pieces of content per day will be more than enough to getsome major exposure.

This is a small part of a strategy I use called All Roads Lead Back to Rome. Even at this level inside of LinkedIn it ispretty powerful.

You will get people contacting you just because you are everywhere.

Also those people who didn’t want to talk with you immediately or could not be moved to engage immediately willhave been engaged so that when you reach out to them again you can.

Rome in this one liner is you or your website. The central point where everything happens (at least digitally) foryour business.

The roads are the inroads that lead back from the many places where your clients hang out.

LinkedIn is a powerful eco system and can be like an annex to your website with lots of roads leading back to yourprofile (aka sales page) as well as all the roads that point directly back to your website.

The whole purpose is to move your potential ideal client from the point of not knowing you all the way to knowingyou and trusting you enough to buy your stuff.

That takes time and this strategy is how you can nurture and build that relationship without using email or buyingtraffic or trying to get in front of a mass audience.

This method you find who is perfect for you and speak directly to them.

Is it worth it? Only you can decide this. For a lot of businesses who have high priced items it is well worth 20-60minutes a day or every other day do this.

You will be talking to people who can move your business forward. That is a guarantee.

Final WordsFinal Words

You can continue doing what you are doing and what everyone else is doing and hope your next client sees you.

converted by Web2PDFConvert.com

f Facebook T Twitter L LinkedIn + Google+ å Buffer

Or

Start implementing this smart and strategic strategy for yourself and start freeing up your time to focus your bestwork on your best clients and find more of those amazing clients in as little as 20-minutes per day.

Can you imagine what it will be like to have more time and more high paying clients? As you are not wasting yourtime talking to people who are not ready to be your client.

Of course you could just be content with knowing that you don’t have to stress over where the next client iscoming from as your deal flow is flowing nicely.

There is nothing wrong with that at all.

If you would like The Zulu Project to help you set this system up with you for you’re business thenIf you would like The Zulu Project to help you set this system up with you for you’re business thenclick here to schedule an 1-1 appointment with the CEO, Phil Newtonclick here to schedule an 1-1 appointment with the CEO, Phil Newton

Mr Phil Newton

You are amazing at what you do but... you're working 60hrs a week to 'make it happen'

I help busy and successful entrepreneurs like you become less busy and more successful

I do this using smart strategic systems and technology

I’d love to have a virtual coffee sometime to talk more

Do you need help with setting up your system to attract new clients?Do you need help with setting up your system to attract new clients?

converted by Web2PDFConvert.com

Apply for my 60 minute complimentary and private strategy session

I want to reclaim my inner Zulu...

Enter your first name...

Enter your email...

Begin the Awesomeness Begin the Awesomeness We value your privacy and will never spam you

converted by Web2PDFConvert.com

converted by Web2PDFConvert.com

Copyright ©2010-Present Privacy Policy Terms Disclaimer

If you are reading this then you are awesome

converted by Web2PDFConvert.com