3 Ways To Reach New Prospects Using Your LinkedIn Connections [VIDEO]

Posted on April 15th 2013

3 Ways To Reach New Prospects Using Your LinkedIn Connections [VIDEO]

Did you know that overall, you're 5X more likely to get a sales call returned if you have a personal connection with someone? To me, that's an amazing statistic. In a world where people are swamped at work and suffering from information overload, it's the best way to capture their attention.   

So what does that mean you should be doing?  In essence, implementing a connection-based strategy to reach new prospects.

Here are three ways you can do that by leveraging your LinkedIn connections: 

  1. The first thing you can do, is to check LinkedIn to determine if you know any of the same people. Look at their profile, too. You might have gone to the same university or worked at the same company at some point in your career. When you reach out to them, make sure to mention the connection right away. This increases your odds of success by threefold.  
  2. An even better approach is to have your mutual connection call your prospect to make an introduction. By doing this, you're upping your chances of success by a factor of four.  
  3. And, the best approach of all? Contacting a personal connection. You're 11x more likely to get a return call. This means you need to strategically focus on developing relationships with people who are similar to your ideal customers. Go where they are -- both on and off-line -- and initiate a conversation. Make sure you keep in touch with them too. It'll be well worth your time.  

To sum it up, we're in the Relationship Age, and who you know matters -- a lot.

JillKonrath

Jill Konrath

Jill Konrath is an internationally recognized author and B2B sales strategist. She's a popular speaker at sales meetings, conferences and kick-off events where she shares fresh sales strategies that actually work in today's business environment. SNAP Selling, her newest book, soared to #1 Amazon sales book within hours of its release. Her 1st book, Selling to Big Companies, was named a “must read” by Fortune Magazine and has been an Amazon’s Top 20 Sales Books since 2006.

See Full Profile >

Comments

Fantastic review of the basics on LinkedIn from one of the world's leading sales experts.