Thu, 12 September 2019
With all the focus on social selling, it can be difficult to determine whether you can consider referrals and connections that result in LinkedIn leads as inbound leads.
If a prospect connects with your content which leads to a conversation and then an appointment, can that be considered an inbound lead?
You’re likely among those sellers who understand that your LinkedIn profile is your personal profile. You cherish it and treat it with respect. You post thoughtful content and share impactful videos and write articles and long-form blogs. You’re creating content that your audience can engage with.
If those prospects end up in your direct message as a result and that leads to a conversation, that’s an inbound lead. Though it might not qualify as inbound in the traditional sense, you’re engaging in the same activities. No matter who creates the content, it’s an inbound lead. You could even give it a unique KPI name like “social media lead” or SML.
If I connect with 15 or 20 business owners today and 10 of them reconnect with me, the result is 10 new social media leads. I can nurture them by creating videos, posts, or articles and tying the content to my new prospects.
Ideally, those people will engage in a conversation.
I recently connected with a woman on LinkedIn who later posted a good piece of content. She mentioned me and others she had recently connected with using a “shout out.” Turns out all the people she mentioned continued to engage with her on LinkedIn.
I’ll watch her content now since I had a positive interaction, and I might eventually decide to engage with her company. She’s nurturing us as prospects.
Having a LinkedIn profile isn’t enough anymore. You must share engaging content. #LinkedIn
Then, once you do, be intentional about connecting with those who interact with your content. Work to connect with your second- and third-degree connections.
Try this simple paragraph:
Thanks so much for commenting on my post today, James. Permission to connect here on LinkedIn?
Usually, when you connect immediately, they’ll appreciate your outreach. You can start a conversation that may lead to further interactions. Now you’re getting more contacts off your ideal customer or prospect.
Blur the lines
Imagine you have a targeted list of prospects that you’re trying to reach. You’re making phone calls to named accounts and you’re connecting on LinkedIn, Twitter, Instagram, or Facebook.
If you separate your prospects into different categories, you can optimize them.
I recently connected with someone on LinkedIn who became a social media contact and then a social media lead. When the prospect asked about sales training for a team, it led to an initial appointment.
That connection would haven’t happened without engaging content on social media and our interactions there.
“LinkedIn Leads As Inbound Leads” episode resources
If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!
You can also connect with me at email@example.com or try our first module of TSE Certified Sales Training Program for free. This episode has been made possible with the help of TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.
I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using - Google Podcast, Stitcher, and Spotify. You can also share this with your friends and colleagues.
Mon, 17 September 2018
Sometimes sales reps neglect their leads. We stop doing the things we know we need to do because we assume things will continue working the way we expect them to. Don’t take your leads for granted. On today’s episode of The Sales Evangelist, we’ll talk about the things that sales professionals sometimes neglect and why […]
Wed, 5 September 2018
We cannot develop quality inbound leads without a process that nurtures and prepares our customers. As a sales professional, it’s important to know how to handle inbound leads so that you’re working in tandem with your marketing team. On today’s episode of The Sales Evangelist, I’m putting myself in the hot seat to discuss how […]
The post TSE 914: Sales From The Street:”How To Handle Inbound Leads” appeared first on The Sales Evangelist.
Tue, 24 July 2018
Mikael Dia wasn’t always an entrepreneur. His first business venture enjoyed early success. But it also revealed to him that he knew nothing about selling to people other than family and friends. As a result, he invested his efforts in learning to effectively acquire inbound leads. On today’s episode of The Sales Evangelist, Mikael shares […]
The post TSE 883: How To Effectively Acquire Inbound Leads By Building Value Early appeared first on The Sales Evangelist.
Thu, 13 October 2016
How do you attract high-ticket clients especially when you’re just getting started as an an entrepreneur or a sales professional? Today, I’m bringing in Johnson Emmanuel, Founder/CEO of Clients Attraction, a company that helps businesses and entrepreneurs consistently attract qualified high-ticket clients. In this episode, Johnson shares with us some insights and strategies that he […]
The post TSE 424: Sales From The Street-“Selling High Ticket Product” appeared first on The Sales Evangelist.