How to Get 67% More Revenue Opportunities Using LinkedIn and Not Just Leads That Go Nowhere

By Kristina Jaramillo

In the “Ultimate Sales Machine”, Chet Holmes mentions that only 3% of your target market is ready to buy! 7% of your target market is open to buying but not looking, 30% of your market is comfortable with the status quo and 30% of your market believes they aren’t interested.

When it comes to LinkedIn marketing and social selling, where do you think everyone’s focus is? It’s on the top 3% of the market meaning they’re missing out on 67% more opportunities that my clients (like Schneider) are getting with a 40% to 70% improved chance of closing.

How sales & marketing professionals and social media lead generation companies are focused on only 3% of the target market…

In a recent article, SAP’s Nicholas Kontopoulos mentioned that social selling has become another form of spam! He wrote: “Social media is now just amplifying the bad selling behaviors of salespeople. Where a bad salesperson could deter dozens of potential customers, social platforms allow the same person to reach thousands of people…with the same one-night stand, transactional mentality and message.”

You see LinkedIn marketing and social selling has become a volume play. The focus is on how many connections are being made, how many prospects are joining the LinkedIn community, how many views the content is generating, how much website traffic are they getting, how many people are being reached with messages. They’re focused on how many people are being added to the pipeline even if they aren’t validated and qualified. They’re focused on lead generation even though most leads go nowhere – when the focus should be on prospect development.

Even social media experts are talking about social media being a volume play.

The majority of social media and social selling experts are coaching clients and followers to take a templated approach that lacks relevance to try to book as many calls and sales conversations as you possibly can. For example a digital sales prospecting trainer and coach, teaches clients to use templates like:

Hi, Sam.

How are you adding new capability to your ______________ [insert area of business your product addresses] at any time soon or in future? I work with organizations like _______ [prospect’s business] to make sure ________ [goal]. Would you like to quickly explore, via email, if a larger conversation makes sense? Please let me know what you decide.

So, instead of taking an account based marketing approach and focusing on issues that are relevant to targeted organizations. key decision makers and influencers, sales, marketing and social media lead generation firms using this approach are hoping that if they send it out to enough people, it will be relevant to someone and stick. They are focused on “trying” to hit that 3% of the market – the people that are most likely ready to buy now. If those leads that may or may not be part of the 3% of the market do not move forward, then you have a high cost for business growth. And, your efforts on LinkedIn are nothing more than a cost Go to the full article.

Source:: Business 2 Community

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