hand picking prospects with linkedin

ComerConsulting, LLC 10219 36 Place North • Plymouth, MN 55441 • 877.540.0711 • www.jcomerconsulting.com

Hand-Picking ProspectsUsing LinkedIn


Developing a Coordinated Strategy

© 2009 Comer Consulting, LLC

Increasingly Better Service

and Deeper Relationships

ServiceStandard:

WOW

Clear Brand

Messaging

ExpandProspect

Pool

ClearClientProfile


What are your goals?



Role of LinkedIn


• Building relationships

• Communicating your brand

• Understanding clients and prospects

• Identifying specific prospects


Hand-Picking Specific Prospects


• Finding

• Connecting

• Qualifying

• Leveraging


Finding New Prospects


Location

Company

Industry

Title

Keywords

School

Define your Ideal Client



Enter the search criteria




Disney




Disney& VP




Disney& VP& Glendale




Chicago




Accountant




Accountant& BusinessValuation



Connecting with New Prospects


3rd Level Connections




1st Level Connections

2nd Level Connections



You

1st Level Connections



How you are connected



How you are connected

Who can introduce you

Making the introduction






• Will the new prospects connect with you?

• LinkedIn is for networking, not for sales

• Goal in networking is to build a relationship

– Solve a problem for the prospect

– Create a connection for the prospect

– Discover a common interest


Qualifying New Prospects


What can you learn?


Leveraging New Prospects


• Begin by connecting on LinkedIn

• Explore common interests, invite them to join a group

• If local or going to the same city, meet for coffee or a drink


Leveraging New Prospects


• Incorporate connections into your other marketing initiatives

– Newsletters, dinners, events, seminars

• Social Networking Media strategies

• Association and community involvement

• Advisory boards

• Referral strategies


Identifying Specific Prospects


• Finding

• Connecting

• Qualifying

• Leveraging


Questions?


John Comer, CFPComer Consulting, [email protected]