It’s become quite clear that one of the most effective means by which to break through cold-calling resistance and generate more promising sales leads is through professional networking site, LinkedIn.
In the Forbes article, “4 Best Practices For Generating More Leads On LinkedIn,” the author provides marketers advice on how best to use the social network when sales-lead prospecting.
To me, one of the article’s most interesting suggestions—likely because of my pre-Internet, old-school, cold-calling sales rep days—is to use LinkedIn’s “InMail” feature as a means of circumventing the “gatekeeper” and communicating directly with a prospect. According to the article, “InMail allows you to send a direct message to any user on LinkedIn, regardless of whether or not you are directly connected to them.
“Imagine that you’ve been trying to meet a prospect but can’t get past the gatekeeper; this feature opens up a new line of direct communication. According to LinkedIn, it’s a strategy that’s pretty successful, as InMail is 30 times more likely to get a response than making a cold call.”
The other best practices discussed in the piece:
- Answer targeted questions in LinkedIn groups;
- Locate prospects using advanced search; and
- Try LinkedIn sponsored updates.
LinkedIn is growing rapidly, having recently crossed the 300 million user threshold. So it’s no wonder the network holds so much promise for small-business marketers.
I encourage you to read the Forbes article in its entirety, and then return here to share your feedback.
As always, thanks for reading.
Good pieace of information for one the growing professional networking site, LinkedIn. As LinkedIn having recently crossed the 300 million user threshold. So it’s no wonder the network holds so much promise for small-business marketers and your this blog can help many IT solution providers and small business owners to expand and promote their business very well.
Regards
Thanks for taking time to read the article and commenting, Appleton.