Jan Vermeiren is the founder of Networking Coach, author of the network books “Let’s Connect!” and "How to REALLY use LinkedIn" and well known networking speaker. Jan and his team specialize in online and offline networking and referral presentations and training courses. Go to www.how-to-really-use-linkedin.com to get your FREE light version of the book. The team works for international companies like Alcatel, Deloitte, DuPont, IBM, ING, Nike and Sun as well as for small companies.
LinkedIn is a very powerful tool which doesn’t only help us to quickly find potential customers, but also the people we have in common with them.
However, only few sales people know the possibilities LinkedIn offers. That’s why we present the 7 most important ways to find prospects via LinkedIn in this article.
To get the best results, we need to build the foundation of our network. How to do this quickly you were able to read in a previous article and in the book “How to REALLY use LinkedIn”. Next to that you need to make a good definition of your target group. Only then you won’t only be able to use LinkedIn more effectively and efficiently, but also get real results.
The prerequisite for the following tips is that you have built the foundation of your network and have defined your target group.
1. Use the Advanced Search option to find the names of the people who are on your prospect list. Look who you know in common and ask your contact to connect you with the prospect.
2. Use the Advanced Search option with parameters you have used to define your target group. Take into account there are several synonyms for the same function. For example: Marketing Director, Marcom Director, Marketing Manager,… Then look who you know in common and ask your contact to connect you with the prospect.
3. Browse through the Connections of your own contacts and preferably your current customers and also sales people who sell another product or service than yours, but who have the same target group as you (for example people who sell paper when you sell copiers). Why? Because chances that they have potential customers for you in their network are much bigger than with other contacts. If you have found a prospect, ask your contact to connect the two of you.
4. Become member of the Groups your customers, prospects and other sales people are member of. For starters you will find a lot of people in just one place. Secondly you can raise your visibility and reputation by helping people in Discussions. A third benefit is that you will be able to contact other Group members directly, even when you are not connected personally.
5. Create “Alerts”. Alerts are searches you save and which are automatically run by LinkedIn. In this way you are automatically alerted when potential customers have become member of LinkedIn or who, after changing positions in their company, suddenly became member of your target group.
6. Look in Companies and look for Divisions. If the company is already a customer of yours, their Divisions are possible prospects. It surprises me time and again how bad the communication between departments is (in other words: not much Word-of-Mouth advertising). So use LinkedIn to find people in other divisions and then ask for an introduction or referral.
7. Look at Network Updates on a regular basis. For example when someone changes positions or companies. You can then take action to find out whether you can become supplier of the new company and you can ask your contact to introduce you to the person who succeeds them. Another reason why to keep an eye on the Network Updates is that you can see whether one of your competitors links with one of your current customers. This might be an “alert” to call your current customer and find out whether he is still happy with your products or services.
To your success!
Jan
Jan Vermeiren, founder of Networking Coach
PS: more tips can be found in the Amazon Best Seller "How to REALLY use LinkedIn".
Make sure to get your FREE light version of the book at: http://www.how-to-really-use-linkedin.com
- Related Videos
- Related Articles
- Ask / Related Q&A
- B2B e-Marketplace Portal and Social Media Network
- From Social Media Network To Business Relationship, How To Start?
- From Social Media Network to Business Relationship,How to Start?
- Open Mobile Alliance (oma) Will Discuss Social Mobile Networks at the 2008 Wireless & Mobile Expo and Conference
- Demographics in Social Media Network Marketing
- The African Social News Network
- Rules for Social Media Networks and Marketing Redefined
- Social Media Networks and the Impact on Small Business
Internet Network Marketing Tips - The 5 Top Strategies For Attracting Leads Online
By: Dean Caporella | 23/12/2009Internet network marketing tips are a dime a dozen today with information readily available on how to use the online work to build a network marketing business. Working to a system is one of the better tips you'll get.
How To Make Money Online With A Network Marketing Business Journal
By: Dean Caporella | 22/12/2009A network marketing business journal may not seem like the greatest tool to build your business but start using one and then see if you can get by without it once it becomes part of your daily runnings.
Understanding The Stairstep Breakaway MLM Compensation Plan
By: Wayne Wu | 22/12/2009The Stairstep Breakaway MLM Compensation Plan is the most commonly used pay plan as it has stood the test of time. But it is also the most complex and misunderstood type of pay plan and one that is most difficult for part time network marketers to make an income in.
Free Leads…The How To…Without The Bull…
By: DonnaRios | 22/12/2009Have you thought that there has to be an easier way to grow my MLM or Home-Based Business? Developing a list of prospects for FREE can seem daunting. Till you know one of the secrets…..
Yoli Comp Plan! This Is Powerful
By: Dave Durham | 21/12/2009Yoli Compensation Plan Page The Yoli Compensation Plan Consists of 8 Ways You Can Earn: 1 - Retail Profits 2 - Fast Start Bonus 3 - Break Even Bonus 4 - Binary Team Commissions 5 - Unilevel Executive Matching Bonus 6 - Global Leadership Bonus Pools 7 - Elite Leadership Bonus Pools 8 - Multiple Business Centers Yoli Compensation Plan is by far the most lucrative and unique I have come across in 8 years in MLM. Yoli has created a break even bonus within their hybrid compen...
What if the Computer Consultant is in need of a Consultant?
By: Robert Peretson | 21/12/2009Starting a small business as an Independent Computer Consultant can be a fantastic career choice for a qualified IT Pro that wants to be his or her own boss. But being Independent doesn't mean you should go at it alone. At some point, sooner or later you're going to need some help. This article describes where to find it.
Beachbody coach business for Insanity, Chalean, and P90X fans
By: Bernard Richards | 21/12/2009The Beachbody company has been around for over 11 years as a nationally televised infomercial company spending over 90 million dollars a year for some of the top selling fitness videos such as P90X, Hip Hop Abs, Slim in 6, The Ten Minute Trainer, Revabs, Insanity and Chalean Extreme just to name a few!
Randy Gage - Scam or Legit Marketing Genius Who Cares? MLM Manifesto reaches out!
By: Dave Durham | 21/12/2009Randy Gage is the John Gotti of MLM. All the jewelry and makeup seems to be distracting , but his message it right on track. Network marketing professional need to take a step back and stop fighting over "their" piece of the pie. It's about time we as a whole become true professionals by eliminating so much of the negativity surrounding the industry of MLM. Randy Gage goes on to say We need to get our message across to the masses that MLM is an ethical means of distribution for uni...
How To Build Your Network on LinkedIn ... Fast - Part 2
By: Jan Vermeiren | 25/09/2009 | BusinessPhase 2: A Second Layer for your Network. We will use the tools LinkedIn provides for retrieving colleagues and classmates. You will also see how many people from each company are already LinkedIn members. Select the people you actually know. 4. Repeat steps 2 and 3 for every company. In this way your network grows with current and past colleagues. 1. Look for classmates. 2. Click on a school. Select the people you actually know. 3. Write a personal message to them. Phase 3: The Third Layer of y
How To Build Your Network on LinkedIn ... Fast - Part
By: Jan Vermeiren | 14/09/2009 | NetworkingLinkedIn is a very powerful tool which doesn’t only help us to quickly find potential customers, but also the people we have in common with them. To get the best results, we need to build the foundation of our network. Next to that you need to make a good definition of your target group. Only then you won’t only be able to use LinkedIn more effectively and efficiently, but also get real results
12 Reasons Why Sales People Should Use LinkedIn
By: Jan Vermeiren | 27/08/2009 | BusinessHow can LinkedIn help? How can LinkedIn help? How can LinkedIn help? Via Network Updates on your LinkedIn Home Page. How can LinkedIn help? How can LinkedIn help? Contributions in Discussions and Answers. How can LinkedIn help? Via Group Search and via the Profiles of people in your own LinkedIn network.
12 Tips to Craft an Attractive LinkedIn Profile - Part 2
By: Jan Vermeiren | 17/07/2009 | NetworkingAdditional Information: Interests: list some personal interests. Next to the professional information in your LinkedIn Profile, personal interests and hobbies will help other people to get a better picture of you as a “whole” person. Groups and Associations: list all the clubs and associations you are member of outside of LinkedIn.
12 Tips to Craft an Attractive LinkedIn Profile - Part 1
By: Jan Vermeiren | 13/07/2009 | Networking1. Name : since LinkedIn is website for business networking, use your own name and not a “nick name” you would use on other websites. 2. Professional Headline : this is the most important part of your LinkedIn Profile. If the title on your business card is Marcom Director, but people search for Vice President Marketing or Communication Manager, chances they will find you, decrease dramatically.
The Single Most Important Benefit of LinkedIn
By: Jan Vermeiren | 02/07/2009 | NetworkingIt makes the networks of the people we know visible. LinkedIn shows us our second and third degree networks and the paths towards them. LinkedIn makes this visible. Frustration! You define the HR Manager as the person who can help you best reaching your goal (a job, a contract or expertise). Then you use LinkedIn and do a search with “HR Manager, Coca Cola, and your country”. You didn’t know this because Coca Cola never has come up in your conversations.
"Why Many Sales People Think LinkedIn Doesn't Work For Them"
By: Jan Vermeiren | 16/06/2009 | NetworkingHowever many sales people tell us LinkedIn doesn’t work for them. LinkedIn is a very powerful tool for sales people who are proactive and don’t wait till someone contacts them. LinkedIn is a NETWORK tool and not a SALES tool. LinkedIn helps to build relationships with people. Instead use LinkedIn as a research database to discover the relationships between people and then proceed outside of LinkedIn. Call your contact and explain him the situation.