Podcast episode
Playbook: Everything prospecting that isn't email or phone
30 Minutes to President's Club17 Aug 202237 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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which is how I should be operationalizing this. Similar to the gifting, similar to video messaging, most salespeople, the bane of hitting quotas existence. for most salespeople is they don't operationalize things, and they do these one-off, oh, I'm gonna social sell this one person, or I'm gonna LinkedIn prospect this one person. “So you have to bake it into your workflow.” The way that I think about this is I use a sequence when I am prospecting an individual. And what I have baked into that sequence is on day one, I have a reminder to connect with them on LinkedIn. On day seven, I have a note to engage with something that they've put out on LinkedIn. A couple days later, I have a note to engage again.
and not just be a complete creeper and spammer. That's one way to think about it, right? Baking in the LinkedIn prospecting, social selling into your sequence. The other way to think about it is to do it backwards, which is to say, hey, let me find folks who are active on LinkedIn and go engage with their stuff and then add them to like a separate “social selling sequence.” And so one of the best ways to do this is to find posts that really pop off and go viral. So if I was somebody selling in the sales space, what I might do is I might troll Arman's LinkedIn profile every now and then. And Arman might occasionally post about best practices for cold calling on his LinkedIn. Well, if I'm somebody who sells sales tech
to have a conversation with about best practices for cold calling as it relates to the tech that I sell. So what I would do is follow the big influencers. Some people call them Linfluencers in the space in which you sell. For me, that means I'm actually following a lot of like influencer attorneys. The other thing that you can do is you can search “by hashtag on LinkedIn.” So if I'm selling for Pave, you guys help folks understand total benefits and compensation. I might decide to follow the hashtag compensation and see what posts really pop off with compensation. Anything to add Arman? So the last thing is if you have Sales Navigator, one of the things that you can do