Absolutely one of my favorite things to hear from a client is “I just got into 4 massive accounts that I’d been working for quite some time, via the phone & email, and now I’m in the account with a LinkedIn InMail” Rick Calanni at Paragon.
To put this into prospective, Paragon Relocation is dealing with some of the WORLD’S largest organizations that are choosing to move employees from state-to-state, or country-to-country. They manage the entire logistical process. These accounts are difficult to navigate, with some prospects having a “VP, Human Resources – Global Mobility”, but for most, the VP of HR is very new to this process.
Here are the elements of Rick’s sales efforts that have grown since Social Selling:
Confident that prospect’s find him insightful – Rick has improved his LinkedIn profile, begun using Google Alerts, Feedly, building Advanced Search lists in LinkedIn & started reaching out to prospects with InMail’s. Using this repeatable system each day, Rick has discovered expat issues and relocation issues that either turn into great content or leads.
Using LinkedIn Signal to listen for “Global Mobility” – LinkedIn Signal is the most powerful tools for sales reps. Rick is able to hear VP’s of HR talking new jobs, posting related “relocation” articles, and his connections that are connecting with hot prospects.
Advanced Search for “Global Mobility Manager” – One secret that Rick loves to tap into is the power of the Advanced Search. By creating advance searches, he is notified when (VP’s of HR) are new to their role, change their profile and/or join related LinkedIn Groups – triggering a match for his search. This search is then emailed to him each morning, where he reviews for ideal prospects. It’s a free goldmine.
LinkedIn InMail’s have a 20% connection rate – Rick was amazed at these results. What used to be 5 emails and 5 phone calls can be cut down to 1 well-crafted LinkedIn message. There are no gatekeepers in LinkedIn, only a 1-to-1 relationship with his prospect. 1 in 5 messages are starting conversations!
Jennifer Jacobs at Paragon also has a few LinkedIn tricks to create new opportunities. Jennifer’s favorite is using the LinkedIn Corporate Page to identify multiple decision-makers at a prospective account. Jennifer identifies these prospects and begins to develop a relationship by sharing valuable content with ALL OF THEM. This content is getting noticed, as prospects & other industry experts have begun connecting with Jennifer.
The Bottom Line
If you don’t want to be left behind the 8 ball – you need to start to take action. The following dozen blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out – 42 LinkedIn Tips
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