Rachael Lyman is a Membership Account Executive with the Denver Metro Chamber
of Commerce. Rather than pounding the pavement to bring in new members, she's
leveraging LinkedIn as her prime prospecting tool. Check out her strategies
for building a highly profitable online network.
Just Do It! When I first started, if I saw someone I wanted to be in my
network (like an executive), I sent an invitation. It didn’t matter whether
or not I’d actually met him or her. Most executives don’t remember
anyhow. To my surprise, most accepted. Now I don't ask them to connect.
They’re reaching out to me.
It’s Not Personal. To make LinkedIn work for me, I needed high-level
connections within specific industry clusters. I knew that the more
connections I had in common with my prospects, the more likely they’d
connect. But I don’t connect with everyone. If I do, ... (more)
Keeping in front of your prospects is essential for sales success. It often
takes between 10-12 emails or phone calls before you actually connect. And,
in most cases, they're not ready to make a change.
So how can you nurture prospects and keep in touch without being a pest? And,
better yet, how can you contact prospects in a way that elevates your
The key is to be a content curator -- a person who sifts through the morass
of available information to find resources that your prospects would find
Of course, this means two things for you. First off, yo... (more)
Who's your biggest sales competitor? It's not who you think. It's the status
quo. Doing nothing is the absolute easiest thing for people to do -- even if
the process or products they're using now aren't doing a good job.
Over the years, I've always lost about 50% of my identified prospects to no
decision. Sometimes it truly doesn't make sense to change. I can live with
that. But other times it is foolhardy to stay with what they're doing -- yet
they still do. Those are the times that drive me crazy.
That's why I've learned that our most important job is helping our prospects
Have you ever been drooling to get into a bigger company, but been unsure of
where to even start? If so, here are two ways you can use the LinkedIn search
function to find the names of potential prospects.
1. LinkedIn Advanced Search: Start by using the Advanced Search function,
which is in the upper right hand corner. Go directly to the Title area and
enter in the position you think your decision maker might have. For me,
it’s VP of Sales. For you it might be Facilities Manager. Make sure you
select “current” right beneath it. Then fill in the company name - again,
making sure ... (more)
If you're new to social selling, you're probably wondering if it's worth
doing. After all, it takes time to build your online brand, search for info
about prospects, connect with new people and especially, share your insights.
Let me give you an example of how different social selling is from our
traditional approach. Thomas von Ahn of Viral Solutions recently shared with
me that 58% of his company's revenue comes directly from LinkedIn initial
What's he doing? First off, he's got his bases covered with a decent profile.
And, he's not one bit like those pushy, self-prom... (more)