It is rightly said that “speed matters”. Specially in B2B business even if you blink then you’ve lost a customer! Having said that we all know that it is easier said than done. The solution to this is to follow signs or triggers which will enable you to know when to enter and approach the prospect. If you reach out too early the prospect might scare off and go (as critical decisions take time). If you approach too late then the prospect might lose interest and not convert at all.
Thankfully LinkedIn has few inbuilt features we can safely label as “prospecting signals” which will help us in knowing triggers for a sales opening. The key is to be active and never lose an opportunity no matter how small it is. Even if it is replying to any annoying questions, still do it! Do it tactfully and make it a point to put across the board for all to view. This will help in brand creation and will go a long way in creating the goodwill you’ve always wanted for your business!
Below are few LinkedIn triggers which you will never want to miss, and we’re sure that you’ll not miss once you read this:
Activity on LinkedIn
What does it mean?
What should you do?
Invitation to LinkedIn
When you receive an invitation to LinkedIn then look out for common business prospects or industry matches or source from where the invitation came from
Your Invitation is accepted
Contact’s Job Change
Contact gets a promotion
Contact’s Work Anniversary
Contact gets a mention in news or is awarded
Contact updates their profile
LinkedIn Blog Post is liked
LinkedIn Blog Post is shared
Comments on your Blog Post
LinkedIn Update is liked
LinkedIn Update is commented on
Group Post is Liked
Group Post is shared
Whenever a group post is shared you need to make sure that there are healthy discussions in the group and that they will generally result in brand and goodwill creation
Group Post is commented on
Group member makes a comment in a group
You’re endorsed a skill
You receive a recommendation
You get an opportunity to get a recommendation
Well, you have an opportunity to get a recommendation, the best thing would be developing a plan to approach your recommender. Make a list of people who have witnessed your work. Look out for impressive titles like CEO, VP, founder etc. When you’re ready to reach out don’t do it directly through LinkedIn. Send out an email tactfully which you would like to see on your LinkedIn page. Include words like growth, team, lead, manage, experience. You can send a note like this” Hello Sam, Hope all is great with you! Through LinkedIn I would request you to recommend me for the work I did when I was working on your project. I am so grateful for the freedom you allowed me while doing the project and it developed the creative side I had! Inevitably it was a valuable experience for me. Thanking you for your support” just mention example like this in your draft and send this to the contact recommending this draft. You have a great chance that the contact might be using the same words which are included in the draft.
You are invited to join a LinkedIn group
The major issue with joining a group is that you do not have the power to choose the members, but yes, you have the power to see who the group members are! So before taking the leap just do a casual browsing of the group members and see their profile. LinkedIn has this feature. Look out for connections which might be useful for you in future. Another take is that once you join the group you can always show off your expertise and knowledge in the group and stand highlighted! From a business perspective this is beneficial. Find common likes and share great content on their page and be popular in just a few clicks!
A shared group member reaches out to you
You receive an InMail
A contact’s contact comments on an LinkedIn update post
Your contact’s contact shares a LinkedIn update post
Your contact’s contact likes a LinkedIn update post
“People you may know” feature of LinkedIn presents a contact which is connected to someone in your network