Generating Leads Through Social Media (part 2 of 3): Social Prospecting

Did you know that 75% of business to business purchasers are influenced by social media? That 67% of the buyers’ journey is now done digitally? And that 97% of the time cold calls do not work? If you are in sales or if you manage a sales team, social media prospecting is the way to go nowadays!

To be successful in social prospecting you need to learn how to:

• Effectively use social media to generate new leads and secure appointments with prospects

• Create focussed profiles on LinkedIn and Twitter

• Connect and engage with prospects

• Research prospects more effectively

• Define online prospecting goals (so you don’t spend hours and hours spinning your wheels!)

• Craft and send prospecting emails

These learning objectives are covered in the Signature Social Prospecting training program. During training, we connect and engage with prospects as well as send out prospecting emails live. Most of the time, we get immediate responses!

It has been proven that sellers that use social media generate 45% more opportunities per quarter than those who do not. Furthermore, sellers that adopt social media prospecting are 51% more likely to hit quota than social media laggards. To help you achieve your goals, we spend time during training building or optimizing LinkedIn profiles and sharing best practices of successful sellers. We help you identify your brand, who you are trying to target, rewrite your headlines and summary, and even create a call to action. In addition to the profile section, we focus on searching for leads, individuals and groups, as well as the right way to engage prospects on LinkedIn. We cover the same areas in Twitter, although the focus on Twitter is a little more targeted in searching for leads and identifying competitive trends. As this is the biggest benefit Twitter can provide to your company. We also share some free apps that make searching for leads automatic and relatively pain free! Then, we cover proper Twitter etiquette of approaching and engaging with those leads.

We have learned that email prospecting can be a very efficient. But more importantly, the response rates can be outstanding! Therefore, we teach a method of crafting emails that will get through spam filters, engage the reader and correctly ask for referral. Which is the best way to open a dialogue with a new potential customer.

Finally, time management is addressed in the final section by mapping out a realistic commitment of time for social prospecting. Tracking and measuring which methods work best for your audience because this is critical to a seller’s long-term success.
To resume, we explore by asking where are your buyers and how they want to be contacted. We define and map out a strategy. We show you how to engage by email, phone and social media. Finally, we show you how to measure the outcomes for adjustment if need be.

Social media prospecting is fun and opens a new world of possibilities. Add the power of Social Prospecting to your sales efforts today!

Julie Charbonneau, Signature Canada
Business Development and Training Director
j.charbonneau@signaturecanada.ca
Phone: 438-870- 3087
www.signaturecanada.ca

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