A sales person’s job is to find and convert buyers. But it’s imperative not to rush into selling, especially through LinkedIn. Yes, there are highly skilled professionals on LinkedIn who are more than likely ready to have a conversation much quicker than other social media platforms.
However, they also don’t want to be bombarded with a sales pitch right after connecting with you. Pitching prospects on LinkedIn isn’t professional and how a lot of salespeople lose out on deals.
Every once in a while, you will have someone who is ready to buy from you or work with you right from the start, but you’re chances of this happening are slim. It’s important to learn to recognize the difference between ready to go buyers and buyers who need more time.
Here are some suggestions on how to determine if your prospects are ready to have a sales conversation.
Let Them Know You Are There for Them
Once they connect with you, just reply and thank them for connecting. Also, let your new connection know that you are there for them, whether it’s answering questions or introducing them to others in your network. Once in a while, someone will be interested right away in your services or product and will want to purchase right away. But often, you will need to build up that trust before they decide to buy.
For those not so eager people, you’ll want to wait about a week or two before reaching back out to them. And even that next message may not be enough, and if that’s the case, you’ll want to wait for yet another week or two before you send a follow-up message whether that’s asking for another call or just providing some value to build a better connection with them. Asking a question is an excellent way for them to start engaging with you. These questions could be anything from “what are you currently working on” to asking them if there are aware of a specific topic about their industry,
You will want to show them that you are here to help them with their needs and help find solutions for their pain points, not just caring about yourself and making the person feel pressured. Set yourself apart from the competition out trying to start conversations off with a pitch. With your expertise and willingness to share valuable insights with them, your prospects will be more prone to listen to you, read your articles and posts and hear what you have to say.
It may take a few months before that person responds to you. Having patience is key. They may be too busy to answer, or they are waiting a while to see more posts from you and learn more about you.
To sum things up:
- Connect with your prospect
- Thank them for connecting and provide some value or ask them a question
- Wait about a week or two and then ask them for a phone call
- If no response, wait another week or two and provide some more value (an article, invite to your group on LinkedIn, a webinar, etc.)
- If no response, wait another week or two and follow up for a phone call
When a prospect is ready to have a sales conversation, they will start asking you questions. Even though your excited to tell this person everything thing you know, this still isn’t the time for that. Respond to their question with a simple answer. Don’t pushy wait a day or two before you follow up to ask if you answered their questions and if there was anything else you could help them with. Be knowledgeable and be respectful and they will remember you!
Are you looking to learn more about using LinkedIn for business development? Join us on Wednesday, July 25th at 2 pm EST for our webinar Leveraging LinkedIn for Business Development. Click here to sign up!