Guest Blogger: Paul B. Davis, MBA
LinkedIn is a wonderful tool for companies to use to gain new relationships, partnerships, and clients. Using the site in the correct way is paramount, however, to reap the full spectrum of business rewards. Here are 5 of the best ways to gain new prospective customers on LinkedIn.
Connect and interact with them whenever possible.
If you've found a new prospective customer, you'll need to connect with them, initially through LinkedIn, to create a more direct line of communication. This can be done by messaging on social media, phone calls, or a meet-up. By doing this, you will create a line of first-degree connections. After you have established a professional relationship with these connections, you can then connect with the people your connections know, thus, building your circle of prospects.
Target customers of your competitors to give yourself a “leg up.”
If a company or client you would like to reach is already being serviced by a competing company, you will have better luck gaining their patronage than if you were starting with someone who knows nothing of your product or line of work. They will already have some background knowledge on your service or product, and are more likely to switch to a cheaper or more efficient provider than they are starting a fresh relationship in unknown territory.
Find opportunities in unexpected places.
Look through your current client list; if they have connected with other companies or people you can reach with your service, you will have a better chance of making a sale. These people currently or formerly may have worked for a company you had no idea existed, and can open doors you may not have seen before.
Ask for introductions to new prospects by using your LinkedIn feed.
LinkedIn provides updates on the people you have connected to. Using these people as a catalyst, you can explore new business opportunities by asking them to introduce you to the people they know. Each time you do this, you open up new channels of communication. Soon, a “no” from a prospect you have tried in the past may turn into a “yes” after a few levels of networking through your feed.
Keep up with what your clients care about.
Nothing satisfies a customer more than being catered to. Even future clients will notice that your interest in a current client's needs are taken into consideration, lending credibility and relevance to your company's existence, or the need for your services. Being aware of what your competitors are offering their clients is extraordinarily helpful.
For more tips on how to increase marketing exposure and increase sales performance, contact us at NextStep Marketing today.
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