If you are looking to build relationships with business owners, executives and management personnel, LinkedIn should be your first choice for finding targeted prospects.
SCORE interviewed Gary Wagnon, owner of 800biz Ninja Marketing to get some tips on using LinkedIn to target the right prospects. Here are some things to consider:
- Define your ideal connection. Consider vendors, mentors and strategic partners in addition to just potential customers. All of these connections can send you streams of business. Make a list of job titles, companies or industries you would like to connect with. For example, a business consultant might target specific professions like business attorneys, commercial leasing agents and business bankers.
- By using the advanced search feature on LinkedIn, you can use the characteristics you defined to narrow your search and target exactly who you are looking for. LinkedIn allows you to save three searches for free, and more searches can be saved with the premium account.
- Once you identify who you want to connect with, reach out to them. If the two of you are not connected on LinkedIn, you will need to send a connection request. Be sure to change the default message and personalize it with the benefits of connecting with you.
- Once you are connected on LinkedIn, send them a personalized message. This is the time to begin building a trusted relationship and is not the time to sell them anything. Can you send them business or connect them with people who can create opportunities for them? What value do you bring to the table, and why should they want to meet or talk with you?
There are many more tips and tricks you can use when searching for connections on LinkedIn.
Some of these include using tags to organize connections, mass messaging, exporting contacts and more.
For more information, call Wagnon at 861-4821.
