If you are in business development I would bet your number one challenge is leads…finding enough of the right people that are willing to take your call. LinkedIn has made this a lot easier than traditional cold calling, and one feature that has revolutionized filling the pipeline is LinkedIn’s Advanced and Saved Search capability. Imagine, having the top of your sales funnel filled for you every single week – what would that do for your numbers? Well, here it is, please invest 30 minutes and implement this, it will be the most productive activity you do this week!
The Advanced Search
There are many ways to leverage advanced searches, and we urge you to spend some time exploring them. This is the quintessential “working smarter not harder.” Advanced Search quickly lets you know who in your warm market knows whom you want to meet. The prospecting power when leveraging this tool is endless. Spend a little time and get to know Advanced Searches – it will be your new best friend!
1. Click on the Advanced Search hyperlink next to the magnify glass on the top right the dropdown.
2. Choose keywords that represent your target market.
3. And/or Title (you can choose from the drop down current, past or both – in addition, you can use Boolean searches here.
4. Fill out geographic preferences and industry choices.
5. Choose relationships (1st, 2nd, 3rd, Group).
6. Search and you will get a list of exactly who you are looking for.
TIP: The magic lives in the 2nd degree connections, so be sure to click 2nd in Relationship. This will give you a list of who knows who we want to know – and we can ask for introductions!
When you identify who you know that knows your targeted prospect, simply send them a message:
I hope this note finds you well. As you may know, I am leveraging LinkedIn to grow my network and noticed that you are connected to XXX at XXX. I was wondering if you would kindly provide an introduction for me. If you could copy us both in an email or LinkedIn message I can take it from there. To make it easier for you, I have included a short paragraph below that you are welcome to copy and paste.
Also, please feel free to look through my connections, I am happy to make introductions for you as well.
Thanks so much!
I would like to introduce you to Brynne Tillman, CEO of Social Sales Link. I thought it might make sense for the two of you to connect and investigate how you might work together. Brynne helps sales professionals build their pipeline, reduce the sales cycle and close more business through leveraging the power of LinkedIn. Brynne’s LinkedIn programs have made a significant impact on the way her professionals are growing their business. Brynne will be contacting you in the next couple of days, please take her call; I believe it will be well worth your time. If you would like to reach out to Brynne, her contact information is: Brynne.Tillman@SocialSalesLink.com | 888.775.5262 | http://www.linkedin.com/in/brynnetillman
Once you have your perfect search you can save it for later. Just click Save Search on the top right hand side of the search, name it, and click the green checkmark to save it for later. You can save 3 searches using the free LinkedIn account.
There is no easier, more productive way to identify new prospects as they enter your network, whether through a new connection of yours, or one of your current contacts’ new connections.
Based on your email alert status (weekly or monthly) you will receive an email to your primary account with a list of the new people in your network that meet your saved search criteria. To find your search proactively click on “Advanced”, click on the gear on the top right and click “saved searches”
Stop making prospecting so difficult and start leveraging LinkedIn a little more.