How to clearly identify qualified prospects who are active on - - PowerPoint PPT Presentation

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How to clearly identify qualified prospects who are active on - - PowerPoint PPT Presentation

Mar 12, 2024 264 likes •951 views

How to clearly identify qualified prospects who are active on LinkedIn 1 How to use existing lead lists to spark conversations on LinkedIn 2 Simple methods for making introductions (connection requests) with up to 100 prospects every day 3 How

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How to clearly identify qualified prospects who are active on LinkedIn How to use existing lead lists to spark conversations on LinkedIn Simple methods for making introductions (connection requests) with up to 100 prospects every day How to stay organized using simple spreadsheets and LinkedIn Tags and Lists Why LinkedIn is a DANGEROUS place to prospect and how to avoid common mistakes Methods for crafting copy that can make or break any campaign How to become a thought leader and leverage your efforts for long term benefits

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Make 3,000 Introductions to Targeted Prospects Grab 750 - 1000 Business Cards Converse with 300-400 of these Prospects Get 10-30 Meetings (Calls, Virtual Meeting, In person) Close 1 Deal on a First Call Meticulously Follow Up With Everyone 5-7 times

  • ver the next several weeks.

Close Another Deal on your 2nd or 3rd Follow-Up Close a 3rd Deal by Staying In Front of This Audience For The Next 6 months Plus.

We’ve Been Given 1 Month To:

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We’re a Marketing 
 Association In Chicago We Are Looking To Increase The Number of Sales Exec Members

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Targeting

Who Can You Help The Most?

How to use existing lead lists to spark conversations on LinkedIn 1 2 How to clearly identify qualified prospects who are active on LinkedIn

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We create lead lists of 50-100

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What About Existing Leads?

  • Event Leads
  • Form Capture Leads
  • Group Leads
  • Lapsed or Lost Members
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Connect

How To Introduce Yourself To As Many Targeted Prospects As Possible.

Simple methods for making introductions (connection requests) with up to 100 prospects every day 3

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Monday we sit down with our coffee and get ready…..

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Be Consistent.

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MON TUE WED THURS FRI SAT SUN

50-100 50-100 50-100 50-100 50-100 50-100 50-100

350-700 Introductions Weekly 1,500 - 3,000 Introductions Monthly (30 days) 450-900 New 1st Degree Connections Monthly

30%

Accept Request

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Stay Organized

Some Simple Ways To Keep Things Moving Forward Without Hiccups How to stay organized using simple spreadsheets and LinkedIn Lists 4

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Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

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Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

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Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

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Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

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Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

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Introductions/Connection Requests Sent 100 Introductions/Connection Requests Sent 100 Introductions/Connection Requests Sent 100 Introductions/Connection Requests Sent 100 Introductions/Connection Requests Sent 100 1st 50 ACCEPTED “GROUP 1”

10 Accepted 15 Accepted 10 Accepted 7 Accepted 8 Accepted

Think of this as having exchanged business cards…

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Messaging: This will make or break ANY campaign

Nurture 01

Introduction. “Connection Request” Thank You MESSAGE 1 HIT MISS NEUTRAL

Nurture 02 Nurture 03 Nurture 04 Nurture 05

Yes! Let’s Talk! Go Jump In a Lake! Really? 
 Seems Interesting.
 Cool.

1st 50 ACCEPTED “GROUP 1”

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Your Copy (How You Communicate) Will Make Or Break Your Entire Effort.

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“DREAM 100 LIST”

Nurture 01

Introduction. “Connection Request” Thank You MESSAGE 1 HIT MISS NEUTRAL

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Yes! Let’s Talk! Go Jump In a Lake! Really? 
 Seems Interesting.


HOT LIST

+

Video Follow Up Follow Up Caff Unavoidable Direct Mail Personalized Email Phone Call

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WARNING!

DANGER AHEAD!

Why LinkedIn is a DANGEROUS place to 
 prospect and how to avoid common mistakes

5

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It’s Not What You Say But How You Say It.

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LEAD

How to become a thought leader and leverage your efforts for long term benefits: Methods for crafting copy that can make or break any campaign 6 7

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RULES 6

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Step Into Their Shoes.

It’s Not About What You Do. It’s About What You Can Do For Them.

1

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“We create websites for companies and here’s a link to

  • ur portfolio and let me know if you’d be interested in

a website too…”

1

“My team put together a case study document “Small Changes That Delivered 20% Better Conversions”. The companies featured are software firms like yours and I thought you might want to have a look. It’s some good stuff. Just let me know and I’ll send it over!”

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What are you the absolute best at? Fearlessly share and offer help

Be a Leader

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  • Share Your Hobbies.
  • Create a Weekly “Marketing Minute”
  • Do Live or Recorded Q&A
  • Take People With You To a Tradeshow Via Your Phone
  • Try Things. Fail. Try Again.
  • HAVE FUN!

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Be Strategically Consistent

Deliver Smart, Helpful, Entertaining Content..Consistently
 Delivers Value First - Then Sell.

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Think in 90 Day Stretches.

Execute Campaigns Flawlessly For 90 Days.

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Sell Inside The Value

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What content? Where to post?

  • Your profile
  • Your team shares
  • Groups to post to
  • “Chance” you’ll take

Contributors? What are we teaching? What CTA?

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Be Unavoidable

You’re scared. It’s ok. It’s easy to fit in but very, very scary to stand out.

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Send Video Follow-Ups Create Unavoidable Direct Mail Send Handwritten Notes Invite Them To Be Interviewed Have Fun.

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Don’t Be Easy On Yourself

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Seinfeld Method

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Be Helpful.

Share Strategy: No Strings Attached Invite To Be Interviewed or Contribute Make a Connection or Give a Referral Comment on a Post or Article Make It Personal (and Use Video) Consistently Create Valuable Content

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Thank You!

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Additional Resources Available:

www.associadirect.com/amac

sgumm@associadirect.com mfaye@associadirect.com

Contact Steve Gumm or Mike Faye