In my last blog post I showed how investing 10 minutes in Social Selling per day can improve your prospecting effectiveness and eliminate cold calling. [If you haven’t read it, click here]. In this posting I’ll share two effective ways to build the targeted list of buyers you want to be introduced to so you can begin filling the top of your sales funnel.
The path to eliminating cold calling begins with increasing the number of first-degree LinkedIn connections you have in your network. The more first-degree connections you have, the more second-degree connections [and opportunities for connection requests] you will likely have to the buyers you want to speak to about using your products and services.
To make the jump from cold calling to Social Selling you need to tap your first-degree connections and ask them to introduce you to the buyers you’d like to meet. To start down this path you first need to make a list of the buyers you want to be introduced to so you can then ask to be introduced to them. There are a couple of ways to build this list.
The first is for you – or your Virtual Assistant – to do a Google search and create a list of potential companies that fit your Ideal Customer Profile. You can also choose to buy such a list. Buying is faster, but more expensive. There are pros and cons to each approach to list acquisition.
Next, go to LinkedIn and enter the name of each company on your list in the search window. Click on the company name, and LinkedIn will tell you how many first, second and third-degree connections you have within it. Look for the person within that company that, by title, is the right one for you to speak to about using your products and services.
Are they a first-degree connection of yours already? If yes, go ahead and request a telephone meeting with them to talk about using your products and services. You are off to the races!
If they are not a first-degree connection, open their profile. Which second-degree connections do you share with them? Of those second-degree connections, which is the best one to ask for an introduction to your prospective buyer? Generally the “best person” is the one with the optimum combination of a strong/close relationship with you and a strong/close relationship with your prospective buyer.
The second way to create your prospective buyer list is to find someone in your first-degree network that you consider to be well connected within your industry/territory, with whom you have a close relationship, and who would be happy to make introductions for you. LinkedIn gives you access to their first-degree network. Scan it and create a list of people that fit your Ideal Customer Profile who you would like to be introduced to.
The first and most critical step when using this method is to speak to this person directly and confirm that they would be OK to refer you on a regular basis [you don’t ever want to stress your network by “over asking” for referrals]. You might pose the opportunity to them using the “give to get” method.
Say something to them like, “I’m in the process of looking for new business. You are very well connected in my space. Would you mind if I looked through your network for connection opportunities? I’ll then let you know who I am hoping to be introduced to. In return, I would like you to do the same within my network. I want to help you as much as I possibly can.” If they agree, go ahead and begin building your list.
With your list built, it’s now time to proceed with asking for those valuable introductions. Details and scripting around how to do that will be the topic of my next blog post.