At Connecto, we have been dissecting LinkedIn for years. The tip of the iceberg is communication on LinkedIn. But there is another part that generates a lot of interest and about which everyone asks us a lot of questions: can we prospect effectively and find customers through LinkedIn?
I will provide some answers, then I will tell you about what we have just put in place to allow you in turn to get the most out of it.
Prospecting on LinkedIn: YES, it works
Connecto has been providing prospecting services to clients in all fields of austria telemarketing data activity for 3 years now and we can categorically say that it works. Yes, but it hasn't worked every time. We have compiled a number of best practices that have allowed us to identify the reasons why your prospecting on LinkedIn will work – or not.
Reason #1: Targeting
Phrases like: “My product is for everyone” or “I can work with all business leaders” have been heard more than once. What do they have in common? They reflect LinkedIn targeting that is far too broad.
In other words, if you can work with all the business leaders, you will end up with the grocery store manager, the founder of a convenience store, the manager of a metalworks company that has been in business for twenty years and the boss of an SME that assembles wooden toys. And these four profiles have NOTHING in common.
Your LinkedIn targeting is not good, and your prospecting on LinkedIn will be a failure. On the contrary, all the clients we have worked with who had convincing results had this in common to propose the following thing:
A specific product or a very specific range of products
For a perfectly identified target, and no one else.
You will then meet a well-identified expectation and obtain a much higher rate of appointments, which will lead to sales. And selling through LinkedIn, we can assume that this is what interests you.
Reason #2: A REAL reason to respond to you on LinkedIn
Here are the types of prospecting messages I get from time to time:
“Hello Thomas, I see that you are the manager of Agence Connecto and I congratulate you. How about a quick interview to get to know each other and talk about synergies between our two companies?”
Now I'm going to break this message down and explain why it will get NO ROI:
Manager of Agence Connecto: citing the name of my company can be automatically programmed in a prospecting message, it is an unnecessary risk. There is every chance that the sentence is poorly formulated and in this case, the syntax is shaky. The automatic message is burned.