Podcast: How To Qualify Your Prospects On LinkedIn
Nobody wants to look like an idiot promoting their services to someone completely unqualified.
In today’s video, I share some ways to qualify leads on LinkedIn when you can’t tell by looking at their profiles.
All right, let’s launch straight into it. So When we’re trying to qualify prospects on LinkedIn, there’s obviously the primary method that we’re going to be using is by targeting. So we go into LinkedIn just real quickly. You head into sales navigator, build a search, and we’re going to qualify as much as possible by getting the targeting right.
We’re looking at things like industry. You can do some interesting, cool things even by looking at the types of technologies companies use. If you look at their account search, I’ve done countless videos on targeting and how to. Complete tutorials on how to use sales navigator, LinkedIn, free search. That goes into a lot of detail around how to qualify based on the professional characteristics, the companies, the industries, all that kind of stuff.
So this is going to be the primary method. If we’re going to reach out to people and promote what we do, try and get them onto sales calls as much as possible, we’re going to try and reach out to people who are qualified through our targeting, but you can’t always tell if they’re qualified. Simply by this, the targeting that’s available on LinkedIn, there’s instances where, well, of course you don’t know if people are actually having the issue that you solve, so you don’t know a, if there is an actual need, so you need to qualify based on the actual need or whether they feel they’re qualified for your service, they have the right attitude. So you can, so there’s that first way to qualify the thing we don’t know. And the other one where people really struggle is where you need to classify them further, depending on like, let’s say, for example, you sell something to a service to someone who uses a software platform, let’s say zero, but you can’t tell.
through LinkedIn, whether or not they’re using Xero. And so you need to find out whether they use Xero, whether they use a different platform, or whether they’re using nothing at all, which is going to determine which next message you send to classify them further and to tell you what thing you’re going to promote or what thing you’re going to suggest.
So there’s a couple of strategies I wanted to share, things that we use. To help us limit the number of responses, make sure that we’re, you know, not coming across as idiots on LinkedIn and going to help us qualify further. And then in a way that helps us direct that quickly to a phone call as well. So one thing we use is to qualify need is rather than saying, Hey, this is what we do book a call with us.
We try not to tell people to book a call with us until we know they’re qualified. So we say things like. Obviously the connection message tells us people, what we do, what we’re good at. We have the money back guarantee. We’re in lead gen. If it’s of interest, connect. And then when we connect, we say, rather than sending unwanted messages, is this something that’s of interest?
And that’s it. And then yes. Okay. Yes. Well, if it’s of interest, how about this? How about that? Do you want to jump on a call? So that’s one simple strategy to qualify if there’s the actual need, but when people, like I said, most people struggle with qualifying, you know, if they’re using certain software or yeah, that’s, well, that’s probably the key example.
So I want to share one way that you can ask probing or qualifying questions. And then depending on the question answer, you can then direct that through to a call. So here’s this a bit of a structure we use lots of, you know, lots of blanks. Obviously. So hi, John, thanks for connecting. Let me know if I can system way.
My name is Ryan and this is what we specialize in. So. I’ve done, like I said, I’ve done lots of, done lots of videos on how to structure these messages. This isn’t about that. This is around the actual probing question component. Then I like to lead into, Hey, if you’re happy to share, I’d be curious to know if you currently go back to our original example, are using the Xero software to manage your accounting.
And it can be as simple as that. Now, depending on now, you’re going to want to have three responses for that. You’re going to want. A yes, they’re using it and no, they’re not using it or some other response, they’re not using it. They’re not sure what it is and you want to make sure, well, a, if they’re not using it and you have a service, you want to try and promote that to them.
If they’re not using it and you still feel you can help them by like suggesting they use it and you want to direct it to a call, you can. If not, then just say, no worries. Thank you for sharing. Greatly appreciated. And same with the other one, but if all three answers could still be potential clients, but just have a, has a different way you suggest and promote that to a call, then this is how you go about that.
So first one is they using the thing, or they use that service or they use that product. Oh, great to hear John. That’s definitely what we would recommend. Huh. You don’t have to say it like that, but that just to have a bit of character helps. How do you find the platform? I’ve been working with this platform for this many years and I still am learning useful, amazing things.
Would you be open to a virtual meeting and coffee? Great to show you some of the new useful features we’ve used to help other companies like yourself. No obligation, of course. So if we just sent that message initially before we even knew if they had it. It would, yeah, it would look like an idiot. So ask that probing question, get the answer, and then we can promote it.
Let’s say they’re not using the software that we asked about. Thanks for sharing. How do you find operating without zero or accounting software or whatever it is? Would you be open to a quick virtual coffee or a chat sometime? We’re going to share some ideas that you. You know, set up this software, save time, promote the actual value.
And then they’re using, and then the other response is they’re using some other type of software, some other type of service to what you suggested, or they’re just not sure what you’re talking about. All right, thanks for sharing, John. How do you find the thing that you’re using? Would you be open to quick coffee or virtual chat?
It’d be great to share some ideas with we’ve used to help other companies like yours by using the thing that you use, no obligation. Let me know if you’re interested. So you can see, we have a response depending on each of the different ways people answer. And this is just, I mean, this is very general because it really depends, but this will help you further qualify your, your prospects.
And the messages are far more effective because they’re more tailored to the specific. Qualification that they fit. So if that’s helpful. This is obviously very general, but hopefully that gets you thinking. Okay, this is how we can go about qualifying. We, we ask them a question and depending on how they answer, we’ve got a number of different an answers to that question and all of them can lead towards a call depending on which one we need to direct towards a call.
Any questions, or if you have any other strategies or ideas that you use to help qualify prospects or external tools and platforms, love to hear it. Pop it in the comments below. Hope that was helpful. As always, Ryan Caswell from b2bleads. com. Have a great day.
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