Using LinkedIn as a Prospecting Tool to Turn Cold Calls into Warn Calls

Jacci Adams of 3X4 Consulting, a social media consulting company, did a presentation on how to use LinkedIn as a prospecting tool. I was impressed with the simplicity of her approach that I asked her if I could share it. She agreed. Please give Jacci’s website a visit to see more details on what she does.

A special thanks to Jacci for allowing me to share one of her “trade secrets.” In being transparent, Jacci is a client of mine. Because I know her so well, I am confident she can help if you are confused about how to use social media to grow sales through social media lead generation.

I cannot give you LinkedIn training here so I am assuming you are a member of LinkedIn and know how to use the search tool.

1. Click on the advance search icon in the top right of the LinkedIn home page.
2. Type in the industry keyword/title for the people you are trying to reach (i.e., Chiropractor, Manufacturer, Realtor, etc.)
3. Enter the zip code of where you want the search to target and the mileage radius of how far you are willing to go.
4. You can find any connections you have that meet the search criteria.
5. For the 3^rd connections and beyond LinkedIn provides only the first name and last initial. If you click to see the full name, LinkedIn will ask you to upgrade. Here is where you get creative
6. Click on the company’s website link (in the search results.) Go to the About Us tab and see if the information you are looking for is there. Many times it is. You can get all the background you need.
7. Do a Google search on the person’s name
8. This search will tell you things like where they went to school, businesses they are associated with and how long they have been in business.
9. Using LinkedIn you can do a search to see if anyone in your network knows them. If so either request an introduction of call them directly and introduce yourself. You already have enough information about the individual to know what you have in common.

If you do not have time or do not what to do this research yourself, you can hire someone through:

www.odesk.com

www.fiverr.com

www.99percent.com

If you know how to use the tools above and you are uncertain about making the call, consider improving your people skills so you are more comfortable. You can learn more www.akris.net.

Happy Prospecting

Ron Finklestein
ron@businessgrowthexperience.com

ww.businessgrowthexperience.com

You can subscribe to my blog at www.ronfinklestein.com

Making the Most of Your Networking Time.

I was facilitating a Business Growth Experience group today and we were discussing the value (or lack of) different networking events.

Assuming the networking event is the right networking event for you, here is how you can make the most of any networking event you attend:

1. Treat it as a job. Be serious. You are not there to eat or drink, you are there to meet people.
2. Set a goal for the event. How many A contacts do you want to meet?
3. When you receive someone’s business card determine if and when a follow-up is required. I do this by writing a A, B, or C on the back of the card. A means immediate follow-up for immediate opportunity, B means follow in the next few days, possible opportunity, and C means I send them a “nice to meet you” email and file the card.
4. After you meet your goal, eat, drink and be merry.
5. Next day do your follow-up.

Ron Finklestein
Business Growth Facilitator
Need high quality, low-cost business training? If so check out http://www.aboutbusinesssuccess.com.