How do you stay connected with prospects?

I mainly use LinkedIn, it is the least intrusive channel, you consult it when you want to. Email has to be checked as an obligation and as part of your job, I prefer not to generate noise and bad experiences in that relationship that I have started on LinkedIn. I like to forward news via private messaging when I think it might be of interest to you.

Staying connected with prospects on LinkedIn is crucial for building and nurturing business relationships. And LinkedIn is one of the most important professional channels to achieve similar goals provided you understand how to leverage its tools & features. Specially for B2B startups and enterprises, LinkedIn plays extremely crucial roles in their growth & expansion.

Not everyone checks every platform regularly. Diversify to ensure get their attention. Go Multichannel: -Email -LinkedIn -Calls -Other social media Go multimedia -Videos. -Images. -LinkedIn voice notes etc. This builds familiarity.

The rule of familiarity is a secret weapon. More exposure = More familiarity. That is why: -You need to use your face. -You need to use your voice. -You need to use your writing. -Be active where your audience is. Combine this with your authenticity. Use all channels to get more familiar. It will increase your chances.

I need some context behind this question please. Does this mean this prospect is in a sequence that was created, and or is this prospect already engaged with me via phone call and/or email?

Share content that is relevant to your prospects' interests and needs. This can include articles, videos, or updates about your industry or its specific challenges. Send thoughtful and personalized messages to your prospects periodically. Don't be overly sales-focused; instead, offer valuable insights, share industry news, or ask about their current challenges.

Share insights from their industry. Share your conversations with other prospects. Remember, If you are doing sales in their industry, you talk with the professionals more than them. You have valuable information to share!

It's like feeding a campfire. Give it the right kindling (valuable content) consistently, and it'll keep the fire (interest) alive. It's not about pushing sales but about building genuine relationships and trust. When they're ready to buy, they'll remember who kept them warm.

It's like going to a party and actually listening to people instead of waiting for your turn to speak. Asking genuine questions makes prospects feel valued and heard. And often, the golden nuggets of information you get from these conversations can be the difference between a missed opportunity and a closed deal.

Listening to the prospect and asking questions is probably the most important task (and skill) in the early sales cycle. It is not about you as a seller, it is about the prospect. You will never earn trust, if you just keep hammering your pitch. Way too often, however, do I experience how it should not be done. It becomes especially difficult in different cultural context. Asian cultures, for instance, are known to be very polite and remain rather quiet in meetings, while the Anglo-American culture is rather aggressive. If you have an Asian prospect and you don't ask questions, e.g. whether your sales pitch was even factually understood, you won't make the deal at all and not be given a second chance. Empathy is your biggest success factor!

Regularly engage with your prospects' content by liking, commenting, and sharing their posts. This shows your interest in their work and keeps you on their radar. Use LinkedIn's tagging feature to categorize your connections based on their interests, industry, or other relevant factors. This can help you tailor your interactions with each segment.

Use a content calendar and scheduling tools to ensure that you consistently share and engage with your prospects. This helps you maintain a steady presence without overwhelming yourself. Also if possible, maintain a CRM (Customer Relationship Management) system or a simple spreadsheet to track your interactions and important details about your prospects. This will help you personalize your communication effectively.

In 2023, it’s never been more important for sellers to be human and authentic. With the recent advancements in AI, buyers are bombarded with automated sales messages. Using social media to show your personality is a brilliant way to stand out from the crowd (and the bots). One of the first things your buyer will do BEFORE deciding to even speak to you, is research you online. Make sure your social profiles: - Add value to your ICP - Are full of personality - Compliment your sales message Adding personality to your personal brand will help you connect much authentically with your buyer and prove you’re not a robot. First, prove you’re a real person. Then, prove you’re an interesting person.

Sales tools continue to evolve, but one element remains steadfast: the people who utilize them. These individuals inherently need to trust others. The capacity of a seller to uphold their credibility throughout the entirety of the sales process, as well as beyond it, ultimately determines the possibility of future transactions. As I frequently assert, while contracts may bear the names of companies, it's people who stand at the negotiation table.

While it's important to stay connected, be mindful of your prospects' preferences and boundaries. Don't bombard them with excessive messages or requests. Remember that building and maintaining relationships on LinkedIn, like in any other context, requires patience and authenticity. Focus on providing value and building trust over time, and your connections with prospects will become more meaningful and productive.

Regularly check in with your prospects to see if there's anything you can help them with. Offer assistance, share resources, or provide insights when appropriate. Use LinkedIn's tagging feature to categorize your connections based on their interests, industry, or other relevant factors. This can help you tailor your interactions with each segment. Stay updated about your prospects' companies and industries. Follow their company pages, subscribe to their newsletters, and set up Google Alerts or similar notifications to receive relevant news.