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All of my work focuses on the topic of “high-profit selling.” What’s interesting is that high-profit selling is directly dependent on the quality of your prospecting.
I speak all over the world and I work with companies as a consultant to help them develop their prospecting strategy. The problem I solve for them is “how do you close more customers at higher levels of profitability, faster.”
I work mainly in the B2B world, and LinkedIn is my tool of choice.
One of my secrets (and it’s simple really) is having a robust profile.
I’m sure you’ve heard this before by now, but it’s worth repeating: nobody is going to connect with and trust you if you don’t appear to be an authentic and professional businessperson on your profile page. It doesn’t matter how strong your message is if your profile isn’t in alignment.
Personally, I’ll connect with anyone who wants to connect back, as long as they seem like real human beings and not spam accounts.
This is what’s led to me generating hundreds of new leads and new business over the years.
I also recommend maximizing the number of groups you belong to. There are four types of groups that are “must-joins.”
The first type is local business groups that are tied to your geographic area. I live in the Midwest of the United States so I’m a part of groups that are tied to my area even though doing business locally isn’t a key part of where my revenue comes from.
However, with locality often comes loyalty and it’s good to have a solid network of people you can rely on.
The second set of groups are academic groups. This means colleges or universities you’ve either attended or you’ve become associated with.
As you begin prospecting with other members on LinkedIn you’ll start checking out people’s profiles and likewise, they’ll be looking at yours.
It’s helpful to see if you run in the same circles as these other members you’re interested in. This is why I want to spread my groups around.
The third type of group I look for is industry-specific groups. This means related industries and those where your customers are likely to be hanging out.
The fourth kind of group is your own peer group. These are individuals who generally have the same goals and objectives as you do. They are probably in a similar role and at similar companies.
I belong to sales groups for instance. Some people think you shouldn’t be fraternizing with your competitors but that’s not a winning mindset in my view.
I don’t view anyone as being a direct competitor. I believe I stand apart and stand alone with the value I’m offering the market.
Every Saturday morning I go to my groups and I pose questions. Sometimes I reference interesting articles that are coming out, but I make sure I ask a question that will prompt discussion, not just wayward responses.
I like and comment on everyone’s response and if it makes sense I go to their profile and ask to connect. After we connect I send them back a value-added message along with an additional piece of information.
Build relationships within the right types of LinkedIn groups to generate more leads and sales.
This article is based on an EHQ interview with the mentor.
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