As you know I am a big believer in using LinkedIn to research and call key prospects, but many of my connections are hesitant to make the calls and don’t see how LinkedIn can be effective in generating real sales.
Unfortunately many sales people think it’s just about getting a list, script and making the calls. When the calls don’t work, many sales people think outbound telephone prospecting doesn’t work.
In conversation after conversation I talk with people about using LinkedIn to researching target companies for use in outbound telemarketing campaigns. But, while many of my connections agree with me about calling LinkedIn connections, they just don’t know how to make it work.
LinkedIn gives you access to over 25,000,000 people who buy and recommend services every day. LinkedIn lets you research your customers, understand their key challenges, and find out about the person. Imagine the impact a well crafted telemarketing program can help you with your business.
I have written about using telemarketing on my Website and I have taught it in my Seven Steps to Generate Business in LinkedIn course. Making research and prospecting calls to LinkedIn contacts is effective and it works. I have received e-mails from people telling me how its worked for them and how much they appreciate some of my ideas. Using LinkedIn and outbound telephone prospecting can be a strategic competitive advantage for your business.
Making research and prospecting calls to LinkedIn contacts requires preparation and a system to support your efforts. Cold-calling in the Web 2.0 world where people are savvy and time-crunched, need to know that when you make the call you understand their business needs and that you have the solution that can meet their needs. But you need to tell it to them in a way they will understand, and that takes hard work to learn how to do it well and to integrate it completely.
While I know and understand LinkedIn and have the basic skills in telemarketing, my friend Marguerite Macleod-Fleming is the expert on the process of outbound telephone prospecting. She has been in the business for twenty years, she runs a consulting and training company that helps companies implement her 7-step methodology to outbound telephone prospecting success.
Marguerite and I thought it would be great to merge our expertise and teach you how to use LinkedIn for outbound telephone prospecting.
Marguerite has graciously offered to interrogate me about what LinkedIn can do and then translate that knowledge for you into the telemarketing process.
You can hear a recording of our teleseminar from September 25, 2008 at 1:00pm EST at http://www.theresultsource.com/coldcall20linkedin.htmll.
During the teleseminar we will discuss:
- The 7-Steps to developing a steady stream of qualified leads using outbound telephone prospecting
- How LinkedIn can give you the competitive edge in developing your outbound telephone prospecting process
- An in depth discussion about how to use LinkedIn for targeting clients
- How to read a profile – Is this really a customer?
- Reflect your value proposition in your profile in LinkedIn
- How to use the profile to develop a relationship with the customer and handle objections
- How to use LinkedIn to educate your clients
- How your client’s profile helps you on the phone
- A chance to ask Marguerite or myself a question or two
This teleseminar can radically change the way you look and use LinkedIn! And as usual, there is absolutely no cost or any obligation for learning about LinkedIn from Zale.
The teleseminar on telemarketing is on September 25, 2008 at 1:00.
To receive the phone number and access code, click on
http://www.theresultsource.com/coldcall20linkedin.htmll to receive the recording and white paper.
As a bonus for registering, Marguerite will send you her 15 page white paper called Cold-Calling 2.0 – The Next Generation of Prospecting.
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