How to Minimize Technical Sales Prospecting Dead Ends on LinkedIn

In my experience, LinkedIn is the best social platform and prospecting site for B2B companies. Why? For starters, it’s the only platform oriented around businesses and professional connections.

But even on LinkedIn, you can still hit roadblocks. This LinkedIn strategy will begin delivering concrete results within a month, and it will require less than two hours of your time per day. Here are the steps involved:

  1. Build your network.

Currently, LinkedIn caps connections at 50-100 per week on LinkedIn. Whatever that ceiling is, make sure you reach it every single week. And be strategic. Maybe alternate the target job function from week to week in order to make your network more diverse.

Also, when sending out requests, make the message basic and go straight to the point.

What’s an example?

“We produce content relevant to your industry and I think you might get some value out of what we create. I look forward to connecting.”

  1. Like and share your company page’s content.

Someone already went through the trouble of creating that content. Now all that you have to do is get it to the right people. And it’s as simple as liking it or sending it directly to someone who might benefit from it. And do note that the LinkedIn algorithm values shares higher than likes.

  1. Engage with your network for 30 mins a day.

Most people you’re trying to sell to don’t get much engagement on your post. By engaging with those people on their content, they’re going to be more likely to respond when you reach out and want to chat. Nobody wants to get a connection and immediately be contacted with a sales pitch.

  1. Send one piece of content your company has created to 75 people per day.

Again, don’t spent too much time writing lengthy messages. Keep it simple. An example is: “We just wrote these two articles and I think you might get some value out of them. Please let me know what you think.” Include the direct link. Cut and paste.

  1. Ask connections if they have a need once those relationships are established.

After three or four weeks of working to improve these relationships, ask the people if they have any need for what you sell. Your goal is to contact 75 people per day. Write something like:

“Hey, I just want to know if you can spend 20 mins on a chat to see if you have a need for my company’s product, which will increase your efficiency, help you accomplish XYZ, etc. If you have a need, are you open to a call?”

This message shouldn’t exceed 2-3 sentences. Keep it brief.

  1. Organize and record your data and contacts.

You can export connections and create columns to keep track of who you’ve sent things to. You can filter for “yes” and “no”, which will help you track efforts and measure your performance.

  1. Be consistent.

If you dedicate yourself, you’ll have opportunities coming into your pipeline. Devote 30 days to this. Consistency and persistence make the difference.

salesengineer #linkedintips #linkedinmarketing

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