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Category: Sales Prospecting

LinkedIn asking for Email Address to Connect? – Best Trick to Find Anyone’s Email Address

LinkedIn asking for Email Address to Connect? – Best Trick to Find Anyone’s Email Address

LinkedIn is the largest professional networking site in the world. Its membership has breached the 600+ million mark. It is one of the best platforms that connect industry professionals.

LinkedIn asking for Email Address to Connect? find email address of the person you want to connect on LinkedIn by Name & Company. Try our free Email Finder Tool – Get your Free Trial Today!

Around 89% of the B2B marketers use LinkedIn for marketing purposes out of which 62% say that they use LinkedIn to generate leads.

So, it is not a surprise when sales & marketing professionals throng this social networking site to connect with potential prospects.

Typically, they send connection invites to the prospects. But the challenge arises when LinkedIn asks for email address to send connection invites.

LinkedIn Asking Email Address to Connect
This is How LinkedIn Asks for an Email Address When you Invite Someone

Why do you see this? That’s because you’ve violated LinkedIn’s user agreement. You have sent invitations previously to people who you don’t know. And those people have marked your invitation as SPAM or IDK (I-Dont-Know).

At this point, won’t see the other connection options you “used to” see.

“But I met him at the conference last year, I just don’t have his email address”, you say… All right, I hear you. Let’s solve this. We have to find his email address. Let’s use the Internet. 3 Steps.

Lets use these 3 samples for our learning:

NameCompanyEmail
Hassaan SophieeGrabber?
Taylor CusterOrgSync?
Laurie RobisonWinshuttle?

The 3 Steps to finding anyone’s email address

  1. Search google for his Name + Company + the “email” keyword ( this Google search solves Hassaan’s email )
  2. If that does not work,
    Search google for her Name + WebDomain ( this Google search solves Taylor’s email )
  3. and if that does not work,
    Search google for her colleagues’ email addresses, and guess her email address.
    ( search shows dominant email format in the Winshuttle company is FirstName.LastName )

Here are the results of our exercise:

NameCompanyEmail
Hassaan SophieeGrabber[email protected]
Taylor CusterOrgSync[email protected]
Laurie RobisonWinshuttle[email protected]

By most chances, they would have linked their corporate email address with their LinkedIn accounts. Be-warned, this works most-of-the time, especially for those who are active on LinkedIn. But there is no other better way.

Happy Prospecting!

Solution:

Cut Short 3-Steps into 1-Step!

Searching for email addresses like this typically takes upto 10 minutes per contact.

That’s why we built Email Prospector Tool. so you can have a software searching for email addresses in less than 1 minute.

Download a fully functional copy of Email-Prospector today. Works for 7 days, you keep all the prospect email addresses you get.

You can download eMail-Prospector for free and find email addresses for 50 people. No credit card required. Fill this form and we will send you the license key and you will get the eMail-Prospector app immediately.

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How to do Prospecting at Business Events – A Three Phase Approach

How to do Prospecting at Business Events – A Three Phase Approach

Business Events are great platforms to foster new relations and nurture the existing ones. Leverage them effectively.

One of the key components of the Annual Marketing Budget of any organization is participation in business events.

Tradeshows, exhibitions, conferences, seminars; all these fall into this category. Business events are great platforms for companies to tell the market about themselves.

They present to you an opportunity to interact with your prospects (decision makers), study your competitors, establish new partnerships, meet your existing customers, compile your sales and marketing intelligence and most importantly understand the changing landscape of your target markets.

Sales and Marketing professionals will, however, agree that sales prospecting at business events is the top most objective for them because that alone will result in quick revenue.

The other activities are important mainly from a branding and relationship management perspective.

Business events can be revenue aggregators, if planned and executed properly. However, the flip side is the costs associated; Exhibiting / Sponsor costs, collateral costs, travel and accommodation costs and much more. 

This actually means that your participation in any event is fruitful only, if you are able to create a healthy prospect funnel out of every event that you plan to attend, which will result in improved ROI.

Here is a three-phase approach that is recommended for every professional who wants to make the best out of any business event

Prospecting Before the Event

“The Key is to build B2B Contact Lists”

One of the key things for any business development professional is, to have a calendar filled with appointments with your prospects. Every event will have a dedicated portal, active for a few months, before the event where in the list of participating companies will be made available.

You must build the entire B2B contact list and identify the “MUST MEET” companies at the event. If you are lucky, you may also find the names of the representatives of those companies.

If you notice that the representative is the decision maker you wish to meet, you will need to make an appointment via email or phone. That way you have fortified a sales prospecting opportunity.

In case you only have the company’s name, you can use LinkedIn to identify the decision maker within that company.

You can check with the decision maker if you can have a meeting at the event or ask for reference for the meeting with the representative.

Another important step is to run a campaign to all your prospects informing them about your presence. You need to tell them your location and invite them to meet you. Email marketing, tele-calling, banner advertisements and so on could be some techniques. Another method is to direct message your decision makers on LinkedIn.

Prospecting During the Event – Prospecting for Business

“The Key is Prospect Research”

The major challenge during the event is that the time to speak to your decision maker / prospect is extremely limited. More often than not, you will find people waiting outside the booth for you to finish the meeting.

After all, no one would want to let go off such an opportunity. One of the key things that will make your meetings more meaningful is when you so a thorough prospect research well in advance.

You need to equip yourself with as much information as possible about your decision maker before the meeting. To put it simply, you must have a 360 degree view of your prospect.

It would be a very good idea to start the meeting saying “Hey, I read your blog post on managing sales pipeline. I think it was pretty impressive; I second the point where you spoke about targeted lead generation. I am here to talk to you about this. My software actually eases the process of lead gen and helps you in targeted prospecting”.

For tips on knowing more about your prospects, Read my blog on Effective Prospect Research

Post Event – Prospecting for Business

“The Key is Planned Follow Up”

Lot of sales professionals do an extremely good job in generating warm leads during the events. However, the percentage of conversion is usually not as expected. One of the primary reasons is insufficient follow up.

You need to understand that even for your prospect; the excitement pertaining to the event fades away once he is back to work. It is your job to remind your prospect of what was discussed and move things forward.

It is very unlikely that your prospect will come back to you saying “Hey, nice to meet you during the XYZ event, I wish to purchase your software. Here is the purchase order”.

This will not happen. You need to follow up with your prospects. Another aspect of sales prospecting is touching base with those prospects that you never got to meet during the event.

Most of the trade shows make directories available to you (some of them charge you, worth the spend). Buy one such directory and contact the other prospects whom you have never got to meet.

Email or call them and refer the event as a talking point, “Hey I was there at the XYZ event, but could not catch up with you, I think you would be interested in learning about our unique social prospecting tool, can we talk?”.

The Smart Way – Prospecting for Business

We have a sales prospecting software called eMail-Prospector which eases the whole process of prospecting for events that you attend.

Our tool helps you in getting the list of business email addresses and phone numbers of your prospects. By generating such lists, you can easily set up prior appointments over email or phone campaigns.

Moreover, it gets you the 360 degree view of our prospect, their website, social presence, LinkedIn information etc which you can use to strike our conversations with your prospects.

Post the event, you can use the same tool to build the B2B contact lists of other prospects whom you may have missed meeting during the event.

Download FREE Trial Today, Get 50 Contacts FREE!

How to research on your C-level prospects in no time

How to research on your C-level prospects in no time

A sales person who is uninformed about the prospects’ business/industry cannot address their problems effectively. This makes ‘Research Prospects’ an integral element of sales prospecting.

research on your C-level prospects

How would you react if you were a C-level executive and a sales person, with inadequate knowledge about your business, approaches you with his product or service? Would you politely encourage him to go ahead or try to get rid of him as quickly as possible? Will you have the confidence that the sales person will help you address your problems?

If you’re looking to research your C-Level prospect in less than 30 sec. You could try our free Prospect Research Tool – Get your Free Trial Today!.

The chances are very less. Right?

This is what your prospects, especially C-level executives,  will go through when you go unprepared to meet them. They are very time conscious. They seldom have time to educate you about their business and teach you about its intricacies for about 30 minutes and then allow you to offer a solution. You got to be spot-on with these people.

All your prospect would like to hear from you is a solution to address her problems and more ideas & suggestions to improve her business. Studies also indicate that unprepared sellers are the number one factor that dissuades buyers. So, it is very important for sales folks to research thoroughly on a prospect before they make the first contact.

Prospect research online might sound easy, but it is a laborious process; for C-level prospects, it gets even worse. You got to manually perform intensive searches and researches on the Internet to find the details about your prospect – contact details such as email, phone, social media profiles, etc.; company details such as industry, revenue, employee count, etc. You need to manually visit various websites and social networking sites to get these details and you have to repeat this process for every prospect.

Suppose, you have a list of 1000 prospects, imagine how much time it would require you to get these details and then work on them. This is where a prospecting tool such as eMail-Prospector Pro can be handy.

With just the name and company name, eMail-Prospector Pro helps you find business email addresses & phone# of your prospects, find decision makers contact information, get talking points from various sources such as blogs, news, press releases, etc. It also provides various research prospects links that will help you get more information about your prospects. You can be well informed about your prospects and their businesses in no time.

eMail-Prospector Pro helps you to find C-level contact information and enables you to reach them instantly.

Download your FREE Trial Today, Get 50 Contacts FREE!

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7 Easy Steps for Engaging B2B Prospects on LinkedIn

7 Easy Steps for Engaging B2B Prospects on LinkedIn

LinkedIn is a great tool for finding B2B prospects for your business. But then what?  You found someone, you might have even used eMailProspector to get their phone number and corporate email address and reached out to them. But what if they don’t respond?  Or even if they respond, what do you do with them?

The best way I know to keep a prospect active and engaged is by keeping in touch with them on a regular basis (and by regular I mean 2x a month – not 2x a day!)   I don’t mean hounding their answering machine – but rather, stay in touch and top of mind with them by sending – sparingly – information they might find useful.  And the best way to do that is to use LinkedIn Contacts.

Staying top of mind

How to stay Top Of Mind with Top Prospects on LinkedIn

  1. Find your prospect (through LinkedIn’s Advanced Search or through eMailProspector.)
  2. Do your research!  Read their profile, look them up on Google or use eMail Prospector to find PR about them and their company.  If you have the paid account, make copious notes in the “Notes” section of their profile (under “Relationship”.  If you have the free account you have to wait until they accept your invitation to use the Notes section – so keep your notes in a word doc of CRM if you use one.
  3. Invite a prospect to connect with you (through a group is usually the best way).
  4. Try and set up a meeting with them  – informational interviews work best.  Remember – you want to find out about them – not pitch your product or service. Make notes about that conversation right in their profile as well.
  5. Set a reminder to once a month to send an article of interest to that top prospect.
  6. Find a blog post or article using LinkedIn’s new Influencer Article search (see below) and share it.
  7. Rinse and repeat (a few times a month)

Its not rocket science – but it sure is effective!

Download your FREE Trial Today, Get 50 Contacts FREE!

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LinkedIn alone is “NOT” enough for Sales Prospecting

LinkedIn alone is “NOT” enough for Sales Prospecting

I am sure a lot of sales professionals try using LinkedIn for sales prospecting and selling.

We have numerous articles, white papers, posts and literature that emphasize on how you can use LinkedIn as an effective selling platform.

However, there are some golden rules you must follow to be able to identify, engage and follow up with your prospects for quality lead pipelines and improved sales conversions.

If you’re looking to find verified business Email Address & Phone Numbers of your prospect found on LinkedIn. You could try our free Email Finder Tool – Get your Free Trial Today!.

LinkedIn Prospecting

Here is a quick 5-point guide that will help business development professionals to achieve this

  1. Build a prospect list that your competitors do not have. For all that you know, you may be the first and or only one to contact them
  2. Always try and contact the decision maker directly rather than having to go through silos
  3. Use a mix of traditional and contemporary sales prospecting techniques such as cold calls, emails, and other social networks
  4. Tailor make the message for each prospect after a thorough research
  5. Plan and implement a prospect follow up calendar

Well, on the surface, these may appear to be very plain and simple. As you dig deep, you will realize that each one is important in its own way. Let me touch upon each of these points in a little more detail.

Building Exclusive Lists– With platforms such as LinkedIn offering you multiple search criteria, you can always play around to identify prospects that do not fall into the “OFTEN CONTACTED” category.

You can refine your search based on a multitude of criteria such as titles (special titles), location (suburbs), and industry verticals and so on.

Reaching Decision Makers – With the ever growing popularity of social networks, especially, LinkedIn, you now have almost full information about the decision maker.

Their LinkedIn profiles should give you some insights on how you can position yourself.

You can try and engage them on LinkedIn through the direct messaging feature or contact them over business email.

Use Social platforms – You should try investing more time in researching your prospects.

Apart from LinkedIn, you should leverage social media to know more about your prospect. It helps to study their blogs, website, twitter, face book and other social profiles and engage with them.

Well, calling or cold emailing is still not a dead method. However, social networks are certainly better starting points.

Messaging – You will be able to tailor make your message better when you have a 360 degree view of your prospect.

My famous method is always to compliment the decision maker on a recent achievement. It shows you really want to engage with them.

I believe and advocate the fact that effective prospect research is the first starting point for a sales dialog.

Follow Up – Most prospects go cold because sales professionals fail to follow up enough.

A recent study showed that around 30% conversions happened on the 15th contact.

You need to have a calendar in place and follow up till you get an answer. It is either a YES or a NO. It cannot be anything else.

eMail-Prospector Pro is a LinkedIn prospecting tool used by 100s of sales, marketing and business development professionals to find and reach C-level executives / decision makers from social networks, company websites and from any online directory/listing.

The sales prospecting tool helps you find business email addresses and phone numbers of any prospect in no time.

Download your FREE Trial Today, Get 50 Contacts FREE!

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4 Proven Tips for Outbound Email Marketing Success

4 Proven Tips for Outbound Email Marketing Success

Outbound email marketing is one of the most cost-effective lead generation strategies to generate potential sales leads and make more sales. However, businesses find it difficult to succeed despite using multiple strategies.

In this blog post, I would like to share 4 proven tips for your outbound email marketing success. It isn’t something that I read somewhere, but these are the 4 things that I did meticulously to target potential prospects and turn them into happy customers. I thought this would help you guys out in your outbound email campaigns.

Build Targeted B2B Prospect Lists for Successful Outbound Email Marketing Campaigns [Try for FREE]

Here we go!

4 Outbound Email Marketing tips to Generate B2B Sales Leads

1: Define your buyer persona

It is one of the most fundamental as well as most important steps in outbound email marketing. Before spending your marketing dollars on prospect lists, I would suggest you define a buyer persona and carefully select who you want to sell to.

In my case, the target audience is top-level CXO’s, VP Sales & Marketing in marketing and tech companies who can be easily found on LinkedIn and other B2B networks. I use a tool called LeadGrabber Pro to Build Targeted Prospect Lists.

You can know the significance of defining your buyer persona here.

2: Engage before sending email campaigns

Once you have a targeted list of potential prospects, try starting a conversation with them. Look for them on LinkedIn, Twitter and other social media platforms and start engaging them by commenting on their posts, liking their discussions in LinkedIn Groups and sometimes sharing their content on social media sites

Try to engage at least in 3 places before reaching out via outbound email campaigns. This is the best way to get on their radar.

3: Personalize your emails

We send our first email sequence every Tuesday or Wednesday and it is always personalized. We follow a problem-focused approach in writing our cold email and below is the basic structure of our cold email.

  1. Hi [First Name],
  2. <Question> Start the email with a question. State about problems/pain points of the company that you intend to solve.
  3. <Solution>Then briefly tell them how you can solve.
  4. Call-to-action.
  5. Sign-off!

The best email marketing campaign formula for any cold email is, keep it short, easy to read, and actionable. Remember that a lot of emails are read on phones. So making it easy to reply is critical.

4: Keep engaging (Follow-up)

This is something most sales and marketing professionals don’t do. But the truth is, timely follow-ups with your prospects can turn your prospects into customers.

Even if the prospects don’t respond to your 1st email, keep engaging with them through social media channels while sending the 2nd, 3rd, and 4th follow-up emails.

To sum-up

Building strong & trusting relationships with your prospects are important to add new customers. To do that, you have to genuinely care for your prospects and make sure that you provide them the right solution that addresses their problems. It takes time but it is worth it.    

If you think the above-said process is lengthy, there are ways to automate it. Try this B2B Prospecting Tool to build verified email lists and email automation tools to schedule drip campaigns.

Happy Prospecting!

Download FREE Trial, Get 50 Contacts Free!