On this episode, I share with you PROSPECTING tips, you can look over my shoulder as I do live prospecting for 4-5 people using LinkedIn.
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Transcribed Show notes (edited to fit YT under 5000 characters):
TITLE: “Sales Tips for Smart People” – Episode 3 – Prospecting on Linkedin
(STFSP)(Li)(FB)(IG)
(0:09) Hi, I’m Eric Lofholm. I want to welcome you to another edition of “Sales Tips for Smart People” Youtube Show. Today is Episode 3 – Prospecting on Linkedin.
(0:31) I am relatively new to prospecting on (Li). I didn’t quite understand it, with so many different things I need to do in running my business, honestly I avoided it. I figured some stuff out recently. Anybody can do it. Maybe you’re like me and not quite sure how to prospect on (Li) so I am going to give you an opportunity to look over my shoulder.
(1:31) One of my core beliefs is: PROSPECT BY ANY MEANS NECESSARY. I am NOT locked into only reaching out to Naz via (Li). I am going to see if he’s on Facebook. I found him and send him a friend request and if he accepts on both platforms it deepens our online connection.
(2:16) A PRINCIPLE of PROSPECTING is FAMILIARITY. This is why I use sequential marketing (which means I am going to reach out to somebody more than once). It might be a phone call. A text. A direct message on (Li) or (FB). Every time you reach out to somebody, they are becoming a little bit more familiar with you. In radio, they say you want to run an ad for at least 90 days and you want to run it repeatedly. The principle of FAMILIARITY.
(2:52) Ok, I’m going back to my search for Sales Manager in California and look at my 1st level connections. Here is Jameson L. I am going to message him and say “Hi Jameson, I wrote a great sales book called The System. It is loaded with great sales tips. Let me know if you would like a free pdf copy of my book.” I just sent him that message. And that is what’s amazing about social media!
(4:10) I call it ELECTRONIC PROSPECTING. I was able to reach out to Jameson and it took me about 60 seconds. I have NO FEAR of him saying NO. It’s SO MUCH EASIER in my view, to prospect electronically, than it is to actually call somebody. If they reject you, if they say no, you FEEL it at some level, but I don’t really feel it if I’m prospecting electronically.
(6:54) Now, over to my Youtube channel to get the video…to find a short one of me speaking in action. This is one of my favorite techniques when prospecting…here we go…this is actually a little over an hour. I would not expect him to watch an hour of me speaking but t will give him the gist of what I would do. I add ”Here’s a video of me training. To watch the video click here…”
(9:14) I like to connect with my prospects so I can then reach out to them. These direct messaging techniques work on Instagram and Facebook as well. People are so locked in to (Li), they ignore (FB). They think (FB) is for social and (Li) is for business purposes. I actually have done a lot of business with people over (FB).
(9:37) So I hope this short little tutorial is helpful to you…learning about the search bar; the advanced searches; you can practice with it and send out direct messages; hitting the Connect button for your target prospects.
(9:55) This show is the “Sales Tips for Smart People YouTube Show” – our third episode. If you are new to the show, watch episodes 1 and 2 and then also we have a website SalesTipsforSmartPeople.com and that has the link to the Youtube show. We have a Facebook and a Linkedin group. We have a Podcast and a Daily Motivational Call. Everything to do with the brand Sales Tips For Smart People is FREE.
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(10:45) Please share this show. Share the brand STFSP with your network so they can benefit as well. Thanks for watching and I’ll look forward to connecting with you on a future episode.
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