Techniques for Successful Prospecting on Linkedin
Are you trying to make more sales on LinkedIn?
If you are, you’re probably searching for effective techniques to do this.
LinkedIn is the world’s largest professional social media platform. You can use it to build a large network of high-value prospects, and to grow your business.
If this is something you want to do, here are our tips on how to use prospecting on LinkedIn successfully.
The Secret to Successful LinkedIn Prospecting
When people think about prospecting, they often think about cold outreach – basically, sending as many generic messages as possible and hoping for some responses.
This is playing a numbers game. If you send enough messages, chances are, eventually you’ll get a few responses.
But, as a long-term strategy, this isn’t a great way of doing things.
Simply, it doesn’t generate enough leads to have a strong impact on your business. And the leads you do get will be unlikely to buy from you.
So, how can you generate more high-quality leads and turn them into conversions?
Let’s take a look!
What are 6 Aspects of Persuasion?
The method we’re going to look at comes from Dr. Robert Cialdini’s system, called Influence: The Psychology of Persuasion.
In his book, he shares six simple steps you can take that use the art of persuasion to generate more leads and get more sales.
According to Dr. Cialdini, there are six aspects in the art of persuasion:
A lot of online sellers use scarcity as a way to make a product more appealing and make more sales. They do this by putting time limits on their deals or offers – this creates FOMO (fear of missing out) and often results in more impulse purchases.
On LinkedIn, you can use this to your advantage by using scarcity to get more leads.
One way you can do this by offering a limited time resource when prospecting. This could be a report, webinar, white paper, or any other content of resources.
People are much more likely to invest money or time in someone if they think they’re reliable, and have a good reputation. Being consistent means you’re more likely to earn someone’s trust.
On LinkedIn, you can achieve this in your prospecting by showing you care about them and are a knowledgeable figure in your industry.
Some of the ways you can do this include sharing regular, thoughtfully created content and status updates, publishing articles on Pulse, communicating with your prospects regularly, and always replying to messages and comments.
When people see you giving to others without expecting anything in return, this creates a genuine, long-lasting positive impression.
On LinkedIn, you can do this by sharing valuable information, or through praise. When you make other people feel good, they’re more likely to accept your connection request and reply to your messages.
There are lots of ways you can do this. For instance, you could try sharing a piece of content you think someone would find helpful and would personally benefit them.
Establishing yourself as an authority in your niche is an amazing way to attract more high-quality clients.
You can build your authority by creating high-value, quality content that’s interesting and helpful for your ideal client. Your content should show you’re an expert.
This will also make people more likely to want to connect with you. Your content will perform better. you will generate more leads, and you will increase engagement.
- Social proof
People will often base their decisions on social proof. It’s a psychological reflex many of us have – if we’re not sure about something, we will look at the opinions of our peers before making a decision. We might look at a review before watching a movie, for example.
When prospecting with LinkedIn, this is a very effective technique, as people can see who else has connected with you. If you have similar connections, or have lots of endorsements, they might be more likely to accept your invitation.
It’s a well-known fact that people are more likely to buy from people they like and trust. This will be a key factor in their decision to work with you or buy from you.
You can be more likeable to prospects on LinkedIn by being authentic and transparent. It’s important to be clear about who you are and what you stand for.
It’s also essential to make people feel good and help them with their problems – especially if they are your ideal clients. This will help you achieve successful prospecting.
Additional Tips on LinkedIn Prospecting
Are you looking for more advice on successful prospecting? To help you further, here are some additional tips to How to use LinkedIn for sales:
- Use automation wisely
If you want to maximize results, it’s important to use automation in the right way. Sending out lots of generic messages is boring and unlikely to impress your prospects.
Octopus CRM is one of the best prospecting tools for LinkedIn for this. It lets you send customized messages in bulk, saving you time whilst maintaining a more personal approach.
- Be persistent (but not desperate!)
When finding prospective sales, it’s important to adopt a confident manner and be persistent. A lot of people won’t be persuaded the first time you talk to them.
However, don’t resort to begging or arguing with potential clients. Instead, send a persuasive message then allow some time before trying again. They might need some time to think.
- Make logical arguments
Lastly, if you want to persuade someone, using highly logical arguments is a great way to do it. It means that, rather than feeling pressured or bullied into something, then genuinely believe it’s a good choice for them.
If someone is unsure about why they should work with you or buy your product/service, explain why it’s in their interests, how it can help them, and the benefits it has.
LinkedIn is a great platform for B2B marketing. But, there’s lots of competition. This means, if you want to get more prospecting sales, you need to find effective techniques.
The tips we’ve shared will help give you the edge. By following them, you can use persuasion to get more leads and make more sales.