There have been many revolutions in the e-commerce industry over time. Recently, social media platforms have dipped their toes into e-commerce as well; Facebook, Instagram, and Pinterest have all jumped into the social commerce game in one form or another.
Want an index full of business leads? Want to get in touch with “C” level executives or want to find company owners having 100+ employees in your nearby cities? Then stay tuned as we will explore the awesome tool by LinkedIn called the Sales Navigator (Sales nav for short). If you want to learn more about prospecting, engaging prospects and messaging strategy, head on to What We Know section for some interesting blogs. So let’s dive into it!
What comes to your mind when we talk about professional networking?
LinkedIn, without a doubt!
Over the years, LinkedIn has become the go-to platform for professional networking – be it for career opportunities, business development, company visibility, or even individual growth. We have discussed this in detail in our previous articles, why LinkedIn and how to find the right prospects.
Yes, we have found the right prospect for our lead generation. Now, what is the next step?
Here’s a step-by-step guide to how to take things forward:
As of January 2018, Linkedin had around 500 million users with over 250 million monthly active users.
The “Facebook” of professionals has over 70% of its users outside the USA making it an ideal platform to connect with prospects from around the world. As stated in the previous article, Linkedin is one of the best platforms for lead generation, especially if you want to connect to the “C” level executives. The next question that arises is how to find the right prospect? The first and foremost thing is to pinpoint the target audience for your product/service.
Are you looking for low-level managers, middle-level professionals or is your target the “C” suit? Are you looking for collaboration opportunities or is your company making an amazing product for the healthcare industry? What is your target geography? These are some of the questions which would help you find out whom to target. After figuring out your target audience, the next step would be to search for people matching these criteria. There are 2 ways of searching the right prospects on Linkedin:
Every working professional is on LinkedIn, all the companies, big or small, have their business pages on LinkedIn, recruiters are on LinkedIn, agencies are on LinkedIn and so are start-up founders.
So, what is so special about LinkedIn?
Content is King, definitely true, but what is your content saying to your customer, how is your message being perceived, what story are you telling and what is the story you should be telling!
I recently came across a webinar by Tim Riesterer, where he explored the science behind how you can incite buyers to make a decision in your favour and shared a framework of insights that you can use to design your content or message with.
Tim started by looking at a typical buying cycle, where the customer begins by thinking that they don’t have any worries, concerns or troubles and eventually make their way across the buying cycle where they decide they need to change, choose which vendor partner they are going with and then they make a decision to do something different.
Buyers think they are 60% of the way through the buying cycle before they ask for or desire to encounter a sales person. This is what they believe and that’s the story they are telling all of us.
Whereas 60% of the time they make no decision to do anything different and this is based on looking at 300 sales CRM systems. Prospects say they want to change, then, salespeople spend cycles on them and they end up doing nothing! So the challenge is
Where and how do you need to fashion your story – based on what buyers think or what they end up doing?