UNEDITED TRANSCRIPTION:

How much of your business is coming from referrals and introductions from your existing connections?

I’ve been talking a lot about social proximity lately, and the ability to identify who in your network and help you gain access to targeted buyers. I’m going to take you through a quick tutorial about how to identify who inside of a specific company can help you either gain access to an influencer or to a decision-maker.

Let’s jump in. For this example, we’re going to go ahead and type in the name of a company that you’d like to prospect, type them and choose it from the drop-down, I’m going to do a few things. First, I want to follow that company. If I’m prospecting them, I want to see their updates in my newsfeed. And then I’m going to look over here on the right-hand side and see do I know anyone that works here, and I do I know Brian, and I do see that there are at employees on LinkedIn.

So first, I’m going to click on Brian, I’m actually going to right-click open a new tab, so I don’t lose that company page. I like to keep my tabs moving. And I’m going to click through to Brian from here, I’m going to look through this, I’m going to identify how I met Brian, I’m going to look through my messaging and my CRM, he’s a first degree connection, and see if we’ve had any correspondence and reach out to him appropriately. But let’s say for whatever reason, we don’t want to reach out to Brian or maybe we don’t have a Brian, we don’t have the first-degree connection, we only have the ability to see all the employees on LinkedIn.

So I’m going to click through all employees. And now I want to filter this down because that’s a lot to go through. So I’m going to hit filters. And I want to see second-degree connections. That’s how I identify who in my network knows the right people that I want to meet at this particular company. And maybe I care about it being in the Greater Philadelphia area, I want to talk to VP or directors. And I hit Apply. Now I get a list of four people inside of this company that I might want to have a conversation with. Once I identify who I want to talk to, I can then go ahead and look at who I know, that knows.

So let’s say I want to speak with Stephen King. I can now look at and I’m going to right-click open a new tab. All of the people that I know that know, Stephen, so I can go through here and choose or elect someone I’m very close to will that is exactly who I would reach out to and have a little conversation and potentially asked her to make a referral into Stephen. So that’s how we start to leverage our social proximity in order to gain access to our targeted companies. I’d love to hear your results on this. It’s amazing what happens when we start to truly use LinkedIn for social selling

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