LinkedIn training tip for sales – look at prospect’s interests

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40 second video with “interests” tip


Summary:

Before you call a prospect, check their interests.  Or you can look for interests in a “reverse direction”.

Details:

If you are

  • cold calling
  • calling a new prospect
  • meeting someone for the first time

you should have some way to start the conversation.  If you care cold calling, you need some way to get their attention in the first 5-10 seconds, since most prospects don’t have time for idle chatter.

LinkedIn tip

Look at the prospect’s LinkedIn profile and look at their “Interests”, which are at the bottom.  This is a clever technique that very few people use.

Real example of scrutinizing a LinkedIn profile:

When I went to do the keynote in the video above, I knew I would more info

meet the CEO of AMS, Jim Bourdon.  I looked at his profile and noticed that he listed “golf” among his interests.  Therefore, the first thing I started talking to him about was golf, and the conversation went effortlessly.

Using interests in “reverse” fashion:

Let’s say that your target prospect is typically a CFO, and you are trying to get some new prospects to join you for a golf outing near Boston.  Try the following – do an advanced search in LinkedIn with the following search

  • Title: “chief financial officer” OR cfo
  • Keywords: golf OR golfing
  • Location: near Boston

Now take a look at the results, and the CFOs that you contact will probably be much more interested in your golf offer.

There are even better, smarter, and more efficient ways to do this, and we teach them in our training sessions, which are full of awesomeness.  Call (617)-PATRICK for more.

Go forth and prospect.

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