How To Convert Leads To Sales on LinkedIn
Niraj Kapur
Overcome sales objections, ghosting, prospecting challenges and generate more sales. Personalised 1:1 Sales & LinkedIn coaching. Group Training also available. 30 years international selling experience.
Last week, I wrote about how to generate leads on LinkedIn
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Everyone wants more leads. Knowing how to convert them is just as important.
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So how do you do that?
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1.???? Who is This Person?
The more you know about a person and their company, the easier it is to sell to them. Most people don’t research properly, so you automatically stand out.
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2.???? Follow-up
Don’t wait for anyone to get back to you. People are busy and your needs often drop down their priority list.? Check out their website or Google or anything they may have posted on LinkedIn and refer to it. it shows you care and you sound professional.
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3.???? LinkedIn is a Marathon
Everyone is sprinting these days. Sprinting from post to post and not scoring any goals. This is my 30th year in sales and I’ve never met so many people who are scared and stressed. The two often go together. Take your time and get to know what makes your client tick. Most deals stall because you're trying to rush and not fully understand the other person.
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4.???? Set Your Ego Aside
This relates to follow-up. I’ve seen people not want to follow-up because they think sales is beneath them. Good luck making a profit without sales.
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5.???? Ask The Right Questions
Avoid questions you can get answers from on the internet like “what do you do?” and “who do you compete with?’ That’s what Google is for. Go deep. People are busy and you want to make the most of their time. Here are 4 questions I always ask people who want to work with me. If you don’t answer them, we don’t work together https://nirajkapur.com/contact/
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Bonus. If you’re out of sight, you’re out of mind. For the first time in 6 years, I received no monthly royalties from my books. Why? I stopped promoting them since I’ve been busy with my business, my family and my charity work. I take full responsibility for that. I gave years of my life to these books and shouldn't have forgotten about them. Here they are in all their glory and all available from Amazon. It's okay to sell when you give value upfront.
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If you prefer learning by video, there’s a detailed version of this on my YouTube channel. Please like and subscribe so you don’t miss out on new weekly videos https://www.youtube.com/watch?v=MM7RogcHSKI
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If you’re an introvert or you don’t like selling, check out my upcoming masterclass, How To Sell When You Don't Like Selling.
Senior Partnerships Manager | Building Partnerships with Founders & Creators That Drive Innovation | Ex-LinkedIn | Content Creator | Responsible AI | Founder "Too AMBITIOUS" LIVE
1 个月You are always sharing gems Niraj Kapur! Love "putting your ego aside" ????
Strategic Partnerships Architect | Driving Collaborative Growth and Impactful Relationships | Business Development Expert | Certified Mindfulness Meditation Teacher
1 个月Niraj Kapur, love the reminder that generating sales on LinkedIn is a marathon. It’s crucial, we may come across that golden goose once in a blue moon, but consistent effort, relationship-building, and patience are what truly lead to long-term success.
Sales Visionary | AI Enthusiast | Global Sales Excellence Project Lead
1 个月Niraj Kapur, I had no idea you were the author of three books! I thought it was just one. Kudos to you!
Not Just Another Coach | Strategic Partner for Busy Leaders | Mental Health Advocate & First Aider
1 个月A good read Niraj Kapur - "If you are out of sight you are out of mind" liked that one