When I was about 10 years old, I had magical powers (or at-least I thought I did) I could tune into phone conversation, access TV channels of 4 different countries using my family’s television set.
Thats right on a TV set, just like the one here with no satellite link
(If you are an 80s child, I know the nostalgia is overwhelming…come give me a hug)
So when the TV broke down one day, I was devastated. This is how it felt …
So we call this guy from the listed country support on the TV manual to get it fixed. After a few days we had an immaculately dressed gentlemen at the door, who had all the tools that was needed to fix our TV i.e He wore glasses, a nice shirt, a tie and with perfectly sprinkled technical English jargon and he had a map, that looked like this…
(Scroll with care: The nerd battle-plan alert)
Day 1, Day 2, Day 3….he came, laid down the strategic TV battle plan, looked busy ..day 4 and essentially
The next day, my dad just gave it to a Non-certified- Mr. Can -Fix- anything guy down the street and he simply said “take it this evening, it will be fixed”. It was fixed and worked beautifully for another decade.
The look on the face of the authorized support center guy on his “routine” evening visit and his insistence on being paid is a post by itself.
This Broken TV incident taught me that there is a fundamental difference between being efficient and being effective and though both are not mutually exclusive, the focus must always be on the results.
Your Focus must always be on the results
When you Google for LinkedIn tips to find a job or sales leads, I guarantee you, they will almost always include:
- Get a professional head shot/photo
- Make sure your profile is complete
- Join and Group and of course, get endorsements on your profile
For sales leads, the tips go like this- get a company page, make sure to keep updating it. Well yes, these are good but are your closing anything OR is it really helping your branding, your reputation? NO
There are more pressing life questions that google must be used for and LinkedIN tips should not be one of them.
Try this, get a Free premium account for a month and apply for Jobs daily (be very efficient on that). The LinkedIn feature will even notify you on your application views. Except, you’ll notice that there are no application views even with the perfect head shot and a well written summary.
Being efficient is important and shouldn’t be skipped but thats not what gets you results.
So, What will get me the result and how do I know if I am doing the right thing?
(a) If you were to ask a typical B2B sales reps which social network they find the most valuable, I’m guessing most would pretty quickly answer, “LinkedIn.”
Reason: They almost always find a current company name and designation on a profile search.
(b) LinkedIn has a product called Sales Navigator with a $79.99/ month fee
Reason: The feature allows you to build prospects and you will almost always find the current company name and designation on a profile search.
The keywords being ‘search’ and ‘current’
Use LinkedIN as a search tool for outbound cold prospecting because theres is a very high probability that you will find updated information on your prospects profile page
And this my friend, IS ‘doing the right thing
To get results: Use LinkedIN as a cold prospecting search tool and build your job/sales leads prospects
Step 1: Pull up an Excel sheet and start building leads
Step 2: Create a sales lead avatar or hiring manager persona and start filling up the fields above.
An avatar/persona- The type of company (size, type, etc) and the designation (seniority, dept etc) you are targeting
(a) First things first, look into your 1st degree contacts, download the whole contact list
– Step 2.1: Go to your LinkedIn homepage and click on the tab ‘Connections‘
– Step 2.2: Click to ‘Settings’ symbol in the top right corner of the page
– Step 2.3: Click ‘Export LinkedIn Connections’ in the right column on the page
– Step 2.4: Choose ‘Microsoft Outlook (.CSV file)‘ and click ‘Export’
– Step 2.5: Save the document
Step 3: Run the advanced search to get the name, designation, company name until you reach your search limit
3.1 Then use this 3rd party tool to run unlimited profile searches- Google X-ray search; although it was built for recruiters, you can use it for building job or sales leads Heres the link
Step 4: Next step, email IDS – Go to Sellhack.com and begin to look up for email addresses for your saved contacts.
Step 6: (Optional)- If you want to send automated personalized emails while you sleep, then use this google Add-On (needs a gmail account or google apps work)
(works like a charm and sends out 50 emails every day for Free)
Step 7: Thats It, ladies & gentlemen. You’ve created an outbound cold prospecting system that is super effective and starts delivering results.
Let me know, how this works for you (firstname.lastname@example.org)