LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression. If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts. ​In this webinar, we will discuss: How to find target prospects How to connect with prospects What to say when you reach out How to follow-up and stay in touch

1. How to Effectively Use LinkeIn as a Sales
Prospecting Tool
Michael Halper
Founder and CEO
SalesScripter

2. Finding Target Prospects
How to Reach Out
What to Say
Staying Fresh in Their Mind

3. Things to Identify
Region / Location / Area:
Title:
Department:
Target Companies:
Industry or Industries:

5. Finding Target Prospects
How to Reach Out
What to Say
Staying Fresh in Their Mind

6. Options for Reaching Out
Invitation to
Connect
Send Email
Call the
Prospect

7. The Instant Pitch
Salesperson Sends Invite to
Connect
Prospect Accepts Invite
Salesperson Sends Email Selling
Product
What to NOT Do

8. What to NOT Do
The Instant Pitch

9. What to NOT Do
The Instant Pitch

10. Some Things to Consider
• Inviting to connect makes directly approach a little more delicate
• If you do connect and then email, delay the email and try to not be too
pitchy
• Becoming connections does create passive prospecting opportunity
• You don’t need to establish connection in order to email
• It will usually take more than one message and type communication method

11. How to Get Email Addresses
[First Name]_[Last Name]@websiteaddress.com
[First Name].[Last Name]@websiteaddress.com
[First Name]@websiteaddress.com
[Last Name]@websiteaddress.com
[First letter on first name][Last Name]@websiteaddress.com
[First Name][First letter of Last Name]@websiteaddress.com
[First Name][Last Name]@websiteaddress.com
[Last Name][First Name]@websiteaddress.com
[Last Name].[First Name]@websiteaddress.com
[Last Name]_[First Name]@websiteaddress.com
First Name]-[Last Name]@websiteaddress.com
[First letter on first name]-[Last Name]@websiteaddress.com
First Name]-[First letter of Last Name]@websiteaddress.com
[First letter on first name].[Last Name]@websiteaddress.com
First Name].[First letter of Last Name]@websiteaddress.com
[First letter on first name]_[Last Name]@websiteaddress.com
First Name]_[First letter of Last Name]@websiteaddress.com

12. Options for Reaching Out
Invitation to
Connect
Send Email
Invitation to
Connect
Send Email
Send Email Send Email Send Email
Call the
Prospect
Send Email Send Email
Call the
Prospect
Call the
Prospect

13. How

14. Finding Target Prospects
How to Reach Out
What to Say
Staying Fresh in Their Mind

15. What to NOT Do
The ”All About Me” Approach
My Company
Salesperson’s
Interests
My Products
What My Products
Do
How My Products
are Priced
Getting Prospects
to Buy
Hitting Sales
Targets
Making Money /
Commissions

16. Hey,
I would like to introduce myself as a part of XXXX - A leader in data
driven marketing solutions. If you're looking to acquire new customers
or launch a new product or expanding your target market, you can gain
access to all relevant databases from our repository of more than 32
million datasets worldwide.
Do, let me know a good time to connect over the Phone and Email to
discuss further strategies for your business.
We also provide Integrated Marketing Solutions like:
SEO (Search Engine Optimization)
Digital Marketing
Email Marketing
Web Development
Email Appending
Data Provisioning
360 Degree Profiling
Email Verification & validation
Multichannel Prospect Lists
HTML Design/Creative Services

17. I hope everything is going great and thank you for connecting with me! I
wanted to reach out and ask how you are handling your payroll and HR
for your company? I am sure you have everything taken care of, but if
there is any opportunity for myself and XXXXXX to earn your business,
I would love to talk with you about what myself and XXXXXXX has to
offer a business your size.
I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best
way to reach you? I look forward to hearing from you!

18. Hey Michael,
I hope you’re doing well today. I’ll keep this short and to the point: we recently
launched [product name] after three years of development. It's a total game
changer.
Basically, [product name] uses [product explanation]. It's a self-service
platform unlike anything you may have seen. The kicker is that our service is
inexpensive and fast.
Do you have time this week for a quick call or demo to discuss how we could
help you?
or can you tell me who I should speak with?
Best,
[contact name]

19. Benefits
Product Selling - Why do we do this?
Product
Company
Features
Functionality
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge
• Focus of training
• Wealth of experience
• Where we have interest
• What leads to us getting
paid
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations
It is what we are trained to do

20. Interest
Consultative SellingValue
Pain
Qualify
Credibility
Objections
Prospect Focused
What we say when talking with prospects
• Get outside your
comfort zone
• Identify how you help
• Focus on the problems
that you solve
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations

21. Building Your Email Messages

22. Early Sales Process Stages
Stage Goals
Initial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule an appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule a presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)

23. How

24. How

26. Email Threads
Value Message
Email #1
Pain Message
Email #2
Delay
(1 or 2 weeks)
Name Drop
Message
Email #3
Delay
(1 or 2 weeks)
Qualify Message
Email #4
Delay
(1 or 2 weeks)
Product Message
Email #5
Delay
(1 or 2 weeks)
Last Attempt
Message
Email #6
Delay
(1 or 2 weeks)

28. Finding Target Prospects
How to Reach Out
What to Say
Stay Fresh in Their Mind

29. “No” often means “No, not right now.”

30. Broadcast to Stay Fresh in Mind
• Blog post on company website
• Blog post on LinkedIn
• Blog post on external website
• Articles
• Whitepapers
• Videos
• Email drip campaigns

31. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

32. SMART Sales System
Sales Methodology Software Platform Professional Services

33. SMART Sales System
Sales Methodology Software Platform Professional Services

34. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

35. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

36. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

37. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter