How to Find Prospects Who are Active During the Holiday Season

December 16, 2020 Clinton Rozario Comments 0 Comment

Finding it tough to get prospects online?

Yes, it’s Christmas season. But how would you know who’s at work?

Try these 2 techniques to find prospects who are active during the holidays:

Tip 1. How to Find Prospects who are active on LinkedIn

In your LinkedIn Sales Navigator, search for your prospects and click on this tab:

You will get everyone who’s still active, and thinking about work. Works even better when you target Owners and CEO’s – they never take off!

Tip 2. Get Alerts when Your Prospects Post / Share anything

In your Sales Navigator home page, have you used the “Lead News” or the “Lead Shares” button?

You will get articles, shares and posts from your Leads.

If you see nothing in the list on the right, then you have to do one more step. Find all your top leads who you are trying to land a deal with and Add them to a Lead List as shown below:

LeadGrabber Pro is a B2B prospecting tool that enables you to find potential prospects from various sources such as the Internet, corporate websites, social and professional networking sites, blogs, forums, etc. The software also helps you to append verified business email addresses & phone numbers of prospects and enables you to reach prospects who are active during the holidays.

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Happy Hunting during the Holidays!

How to Build a High-Probability Prospect List

October 22, 2020 Jeya shri

Are you finding it hard to crush those sales numbers?

If the answer is yes, then this blog post is for you.

Typically, sales & marketing folks target their prospects in a mass. You might have a mix of both targeted prospects as well as people who aren’t your ideal prospects. You never really know the ratio between them. Sometimes you get more targeted prospects and sometimes you don’t. Working on such a prospect list can be frustrating for sales & marketing folks. Therefore, you will find it difficult to meet your sales quota.

On the other hand if you have a small but high probability prospect list, chances are high that you will be able to engage more prospects and win more revenue. A targeted prospect list will help you to create unique content that is tailored for group of ideal prospects. It not only makes your marketing campaigns effective but also yields great results. In short, “the more targeted your prospect list is, the better your conversion rates are”

What is High-Probability Prospecting?

Targeting that small percentage of highly-converting prospects who are 20x more likely to buy your product or service.”

But, building a high-probability prospect list can be really a challenging task. It is not about just targeting an industry, title, demographics, etc. It requires you to find other keywords and parameters that get you the audience who are highly qualified and wants to buy your products/services.

LeadGrabber Pro is a powerful B2B prospecting tool that gets you highly-converting lead lists from LinkedIn along with their verified email address and phone numbers. It helps you to find high-probability prospects 20x faster.

With LeadGrabber Pro, your marketing campaigns will be laser focused. You will be able to build a sales pipeline that helps you to close deals consistently.

Sign up for a quick demo or contact our sales at (408) 516-4566 to learn different High-probability prospecting methods and build actionable lists. We can help you shortlist your prospects based on your requirement and get Incredible Sales Conversions using eGrabber Tools & Services.

LinkedIn Lead Generation: Strategies to Drive Sales Leads

August 5, 2020 Premanand Arumugam Comments 0 Comment

Generating sales leads that convert quickly is more important than just generating more leads. LinkedIn helps you to do that. Lead generation on LinkedIn enables you to target and generate the right leads. That is why B2B companies use LinkedIn lead generation strategies to drive sales leads. Studies reveal that more than 80% of the B2B leads generated from social media are from LinkedIn. Therefore, LinkedIn lead generation is not optional but one of the best marketing strategies to generate leads for B2B companies.

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LinkedIn Lead Generation Strategies to generate the Right Leads

Let us look into some of the LinkedIn lead generation strategies that helps you to generate the right leads.

Optimize & Update your LinkedIn Company Profile
Grow your LinkedIn Network
Engage your Audience
Target Decision Makers
Join LinkedIn Groups
Create a LinkedIn Showcase Page

Optimize & Update your LinkedIn Company Profile

The old adage says, the first impression is the best impression. This holds true for your LinkedIn profile as well. Your LinkedIn company profile is out there in public for all your prospects, clients, companies & candidates to see. Therefore, ensure that you have an impressive LinkedIn profile that includes relevant company information such as the name, company logo, cover image, tag line and website URL. Also, add the industry, number of employees, locations, address and contact information. Mention what you do & offer in your company overview. Share the latest events, product releases or updates on your company page. You need to keep your LinkedIn company profile updated.

Make sure your LinkedIn company profile is SEO friendly to rank in search engines. Optimize your profile by using search terms that are relevant to your industry. When a prospect searches using those search terms, your profile should show up in the search. Why you should keep your profile updated? Because whenever you send a connection request to your targeted prospects, the first thing they do is check your LinkedIn profile. If they don’t find anything interesting or beneficial for their career or business, chances are that they might ignore your request. So it is all the more important to ensure that your profile is optimized as well as updated regularly.

Grow your LinkedIn Network

A great profile alone will not ensure your success on LinkedIn. It’s just a beginning. You need to grow your LinkedIn network. The more you grow & expand your network, chances are more that you get connected with your prospects & leads.

One of the ways to grow your network is to import your email contacts. It helps you to send connection invites to the people in your contact list. You can also send a personalized LinkedIn connection request to people. It helps you to mention who you are and why you need to connect.

You can identify LinkedIn Open Networkers (LIONs) and send connection requests to them. They are the people who will immediately accept your connection invites.

Another way to grow your network is to check your “Who viewed your profile” section on your LinkedIn profile. It displays the people who have viewed your profile. The reason why they visited your profile might be because they are interested to connect with you or your profile would have showed up in the search results or in the People you should follow tab. Whatever be the reason, you can just click on the Connect button. Chances are that they might accept your request. In the same way, if you visit other’s profiles or your prospect’s profiles, chances are high they might send you a connection request. It helps you to connect with targeted prospects. You can share your LinkedIn profile in other networks and have it in your email signature to grow your network.

Engage your Audience

Engaging your audience is equally important as growing your network. Publishing articles on LinkedIn Pulse is one of the ways to engage your audience. Content that addresses problems or issues related to a specific industry will attract prospects to follow you. Answering to your prospect’s queries and comments builds trust among your followers including your prospects. It also shows you as an expert and people will reach out to you whenever they face a problem. Your content gets shared with your connections and their network. People who are not your followers or connections might also follow and connect with you.

In addition to articles, posting updates on a daily basis can do a world of good for you. It helps you to stay on top of your connections’ mind and helps you to interact with your audience every day. You can post content that is of value to your connections. You can share your blog post links, industry news & events, tips & tricks, questions, opinions, polls, etc. Engaging with your audience on a daily basis helps you to stay active and attract your targeted prospects as well.

Target Decision Makers

If you are in B2B sales, then decision makers should be your primary focus. LinkedIn has millions of decision makers and C-level executives. These are the folks who decide whether they need to buy your product/service or not. LinkedIn helps you to target decision makers based on location, industry, title, company size and many more filters. It helps you to narrow down your search based on your criteria and find the list of targeted list of prospects.

Join LinkedIn Groups

LinkedIn groups are one of the best places to find targeted sales leads. LinkedIn groups, spread across different verticals, bring like-minded professionals together in a forum. The conversations and the ideas exchanged are very informative. However, there is a limitation that you can join only a maximum of 50 groups. Therefore you must pick and join the groups wisely. You can also start your own group in LinkedIn.

All LinkedIn groups have idea exchange discussion forums and they are a goldmine of leads. Members of the group post their questions related to lead generation, strategy, pipeline development and management. They also ask opinion about a service provider and call for suggestions about a service or a product. Stats reveal that people who participate more on LinkedIn groups get more profile visits than those who doesn’t participate.

A referral to your business on these forums is best when given by your existing customers instead of your own sales reps. It always helps to have a handful of socially savvy customers who can vouch for you on these forums to build credibility and send warm leads to your website.

LinkedIn groups also highlight the top contributors for their engaging comments and lively discussions. This enables a “Pull” strategy instead of a “Push” strategy. The highlighted section will drive traffic to your profile and engaging content will get them to connect & contact you.

The more you are active and contribute & engage meaningfully to these discussions, people from your target market would like, connect and eventually end up buying your service or product. You can get started with meaningful conversations today and let the leads start flowing.

Create a LinkedIn Showcase Page

LinkedIn showcase pages help you to promote your products, services and initiatives that are unique. It is just an extension of your company profile and gets added under Affiliated Pages. You can create up to 10 showcase pages. Showcase pages enable you to target prospects from a niche industry segment. You can engage with your prospects by sharing content that is tailored for your target audience. You can have discussions and questions on showcase pages to drive more engagement. Showcase pages not only help you to connect with your target audience but also enables you to provide value to your prospects. You can use the LinkedIn analytics tool to measure engagement.

Conclusion

I hope the above tips will help you to use LinkedIn lead generation strategy to generate the right leads.

LeadGrabber Pro is a powerful B2B prospecting tool that helps you to generate targeted B2B sales leads in a click from online directories, professional & social networking sites. It helps you to generate the right leads, build a list of targeted prospects, append verified business email addresses and phone numbers of your prospects and transfer them into an Excel or database in a single click. LeadGrabber Pro helps you to automate & speed up B2B prospecting, reach the right prospects, make more sales conversions and increase revenue.

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How to use LinkedIn Likes to Generate New Sales Leads

February 4, 2020 jeya shri Comments 0 Comment

According to Forbes, “2O2O is the year of personalized marketing.” Email personalization helps you to not just reach inboxes but also humans. Focused lists with personalized email blast have shown to generate new sales leads than generic emails sent to an entire list.

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In a customer-centric world, prospects expect to receive a more personalized content and experience. Most of the marketers agree to the fact that email personalization helps increase customer engagement, open & click-through rates and sales revenue. Therefore, it is essential for B2B Businesses to personalize all their marketing and lead generation campaigns to get leads and maximize ROI.

Email Personalization Strategy to Get Leads & Maximize ROI

Typically, email personalization is done using the common demographics such as prospect’s name, title or company. But if you want to get maximum results, you have got to know the finer details of the prospects such as his/her interests. Based on this information, you can target your audience with similar interests. When you personalize your email – subject line, content based on your prospects’ interests, chances are high for open & click-through rates. Once you find more similar audience, you will have a list of prospects with similar interests whom you can reach out to. This is called tighter targeting.

Unlike sending a generic email template to thousands of prospects, sending personalized emails to focused lists based on tighter targeting will help you boost lead generation results. You can get more sales leads & increase conversions. It will also help you avoid the spam trap and retain your sender reputation.

How to use LinkedIn to Generate New Sales Leads

“LinkedIn LIKES” marketing is one successful lead generation method that I used to generate new sales leads. It helped me to personalize emails effectively, generate targeted sales leads and get great results.

What is ‘LinkedIn LIKES’ Marketing?

LinkedIn is the only professional network that gives precise data about user interests and activities. ‘LinkedIn LIKES’ marketing helps you to find your prospect’s interests and also find prospects with similar interests. If used effectively, it can become a powerful lead generation tool especially for people who use LinkedIn for sales prospecting.

How to leverage LinkedIn likes for B2B lead generation

Engage with your Social Media Audience
If you have a bigger audience base and publish content or post articles to them on a daily basis, you might have a lot of people liking and commenting on your post. It is because they have found your product or services useful. ‘LinkedIn likes’ marketing helps you to convert your LinkedIn Likes into New Sales Leads. You can target selected audience and engage with them.
Target your Prospects where they Flock Together
Follow experts and relevant hash tags that your prospects would be interested in. This helps you to target your prospects more accurately as they are found at one place based on their interests.

LinkedIn Likes marketing helps you to find your prospect’s interest and build a list of prospects with similar interests. (Tighter targeting). You can use this email personalization strategy to get leads & maximize results.

In my case, our best customers are people who are on LinkedIn and who use LinkedIn for sales prospecting. On that account, I follow cold email experts on LinkedIn who writes a lot about email marketing, cold email messaging and LinkedIn sales prospecting. I also follow hash tags such as #sales #B2Bsales #emailtraining, etc., Hence, I get all the related posts coming up in my newsfeed.

In my recent activity, I chose a LinkedIn post which had 700+ likes. I quickly segmented my list and chose prospects that are the best fit. I reached out to them via cold email.

How to use LinkedIn Likes to Build your Email List?

If you are wondering how I built an email list of people who liked the LinkedIn post and emailed them, read on.

I use LeadGrabber Pro that copy pastes the Name, company and Title of the prospects into a grid. The software then appends missing contact information such as business email address and phone numbers. The tool also fills up the LinkedIn ID, Web URL, Company LinkedIn ID, job title level, business email domain, city, region, state, zip, industry and several other details of your prospects. Using these contact details, I was able to reach out to my prospects with a personalized email referring to the post that they liked on LinkedIn.

B2B Cold Email Templates that Got Responses

I used two different cold email templates and did an A/B test. I added a screenshot of the post to one email and sent out the other with only text in it.

To my surprise, the text won over the screenshot. But what I loved about this was, I sent out only 233 emails and got 16% response rate. I got a lot of appointments and sales conversions. That’s a pretty great success for my targeted email campaign.

As this works out really nice and got me a good number of targeted sales leads, I would encourage you to try LinkedIn likes marketing as well. You can customize selecting hash tags according to your own industry and your prospects’ interests to make it work for you. Make sure you find out LinkedIn posts that your prospects have liked recently. This will help your prospects to recognize the post that you are talking about in your email.

If you want to convert your LinkedIn likes into new sales leads, fill in the form below and we will get back to you with a live demo.

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