During a “1 on 1”, a sales rep is typically asked about their pipeline, specific pending deals, appointments, etc.
Most of these “1 on 1’s” are missing something that’s pretty damn important;
Questions about their LinkedIn network!
Why?
Because there are NO “Gatekeepers” on LinkedIn and yet;
Most people don’t do ANYTHING to nurture their network let alone transition them off the computer screen.
I advise my leadership coaching clients to ask;
What the rep is doing to grow their network.
What, specifically, they do once they connect? What’s the communication plan?
How many people, from their network, have they spoken/met with since the last “1 on 1”.
How many people, from their network, have they converted into clients, since the last “1 on 1”.
How many people, from their network, have referred them, since the last “1 on 1”. If none, why? Did they even ask?
There are many sales reps who WON’T engage in the activities I just outlined and;
There are many sales leaders who WON’T hold their team accountable for those activities.
Why?
Because they create this ridiculous, no win scenario where we are pitting LinkedIn vs more traditional prospecting methods.
That’s a result limiting mindset!
Instead, we need to be living in a sales world, where we COMPLEMENT the traditional, and NOT feel so threatened by opportunities to expand our reach!
And I’d like to remind everyone that according to my calendar, we are living in the year 2016.
LinkedIn has been around about 14 years now, so;
All these “wait and see” stalls are a tad passé!
For those of you who don’t really know what to do with your LinkedIn network, you can’t keep ignoring these blog posts!
You need to read them and take action!
You might also want to join us on October 20th for our webinar, How To Generate MORE Leads Via Your LinkedIn Network!
Here’s what you’ll discover by joining us . . .
- What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
- How to position yourself as an expert and THE Absolute BEST choice.
- How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! Another lesson that I learned the hard way!
- How to create a referral machine . . .Even with people who’ve never bought from you!
- How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
- How to use LinkedIn groups, LinkedIn Publisher etc to create MORE opportunities.
- How to send inmails without paying for a premium membership.
- How to dramatically increase your response rates via LinkedIn.
- How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
- How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right?
At The End Of The Webinar, You’ll Have The Framework For A Powerful Lead Generation System!
To learn more, please click HERE or the banner below!
