ROI CALCULATOR FOR LEAN LEAD GENERATION

Are you wondering if the cost of Lean Lead Generation is worth the investment? What if you were to invest time and money into building your network of contacts, only to discover you have not generated the revenue to cover the investment.

ROI CALCULATOR - MARKETING EXPENSE

Calculate the # of leads needed to justify the lead generation investment

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Lean Lead Generation

What is Lean Lead Generation? It is a very efficient way to generate new leads using the power of narrowcast marketing and propinquity.

It is also the best and most effective way to generate leads in the post-COVID19 era.

Narrowcast Marketing

narrowcast marketing - two people having a business conversation

Narrowcast marketing is marketing one-on-one. It is talking directly to your prospective customers. It is the ability to have a conversation such that your potential customer sees for himself the opportunity to engage in a business relationship with you. In essence, it is what highly-trained and successful business-to-business sales professionals do on a daily basis.

Narrowcast marketing is different from broadcast marketing. Broadcast marketing aims to message loudly and broadly, hoping to get the attention of potential buyers. It is best suited for building brand propinquity and is less successful in lead generation.

Propinquity

PROPINQUITY - THREE BUSINESS PEOPLE MEETING REGULARLY

Propinquity is the goal of every brand. Through regular positive exposure, propinquity is attained when the brand becomes familiar. It is like how Coca-cola is the first brand you think of when you think of a soda. Propinquity simply means near and familiar.

Familiarity breeds trust and trust increases the likelihood that a prospect will buy from you. Therefore, a successful sales professional will have generated propinquity through regular contact standing behind a strong personal and corporate brand. The sales professional starts with outreach then communicates regularly and reliably so that the customer comes to develop a basic comfort level and trust. Narrowcast propinquity develops through the practice of engaging in one-on-one communications regularly.

What is your Propinquity Score? This is the measurement of who you know (and therefore knows you) and who you have yet to meet. You can calculate your propinquity score here.

Listening for Opportunity

Prior to COVID-19, this type of narrowcast business-to-business (B2B) communication took place most successfully on the customer’s doorstep. Nothing is more effective than exchanging business cards and then having a sales conversation belly-to-belly at the Gemba, the customer’s workplace.

The basics of a sales conversation begins with creating rapport. That means a sales professional listens for things in common with his customer and establishes a connection through shared interests. There is an interplay between offering expertise and polling for interest.

New business opportunities emerge as the sales professional creates a background of trust, offers insights, and listens for interest. Customers need and want trusting partnerships with vendors who offer valuable information and can listen to their needs. Business transactions are the predictable outcome of this narrowcast marketing interchange.

Develop Rapport to Generate Propinquity, Trust, and Respect

Some sales reps will claim that the most important aspect to a sales relationship is being likable. They are not wrong. But they are missing a few additional steps. What they are overlooking is that all sales relationships begin with building rapport, but the most successful and recession-proof sales professionals create rapport, know their product better than their competitors, AND can challenge their customers’ established beliefs as their trusted advisor. Therefore there is a process that includes first creating propinquity, then establishing a personal common interest, then demonstrating expertise, then polling for interest, and finally challenging the status quo by offering a new opportunity for new business transactions.

a pyramid showing the levels of expertise in Sales

Create Propinquity, Establish Expertise, and Poll for Interest

How do you create propinquity, demonstrate expertise, and poll for interest through broadcast marketing? You can’t. You are using the wrong tool. Like hammering a screw, you will work hard and not get the results you were hoping for. It just doesn’t work that well.

To generate leads, you need narrowcast marketing, which means you need sales reps who engage with customers. Sales reps alone can build personal trust, have a sales conversation, and ask for business. The reason is – people buy from people. It is that simple.

But wait! Customer do buy from trusted brands, so broadcast marketing is important too. Broadcast marketing builds the brand and establishes ways to communicate with the company. This is extremely important. But ultimately, the customers see the brand, she recognizes an internal need, and connects with a sales person. The sales professional engages, uncovers explicit needs, negotiates a price, determines availability timing, and asks for the order. This is assuming another sales rep from a competing brand doesn’t interrupt the cycle by redirecting the customer their way through their own outreach.

But what if your sales professionals are not engaging in regular outreach? What if they are “too busy”? What if they don’t know how or don’t know what to say? This is a perennial problem for Sales managers everywhere.

The Prospecting Problem

Every Sales manager asks her team to prospect for new business, but generally Sales reps are acknowledged for, and paid on, closing business. There is no glory or paycheck for ONLY generating new opportunities.

As a result, it is difficult for most B2B sales professionals to make the time to engage in narrowcast lead generation. The energy required to build propinquity, create rapport, demonstrate expertise, and then challenge the status quo, is substantial. So much so that some Sales leaders will feel great frustration knowing that the necessary prospecting is not happening. The bottom line is Sales reps do not prospect enough. And, so, lead generation is delegated to the Marketing Department.

Broadcast Marketing is Not Suited for Lead Generation

Marketing professionals are confronted with a very difficult task. They are asked to generate leads using broadcast marketing – a tool best suited to building the brand, not lead generation. Narrowcast marketing works best, but this tool is usually reserved for Sales. Demand generation through telemarketing works, but is very expensive.

Marketing Work is not Easy

Business leaders expect the Marketing Department to save the day. They know that sales professionals are not taking enough time to prospect. They also know that there is no way for them to hit company market share and revenue targets without growing the customer base.

A wise leader knows that, she who has the most customers wins. Therefore, it is up to Marketing to find more customers. It falls within a marketing leader’s usual responsibilities.

The key function of Marketing in many companies is to

  1. Increase brand propinquity
  2. Generate leads
  3. Measure what works in Sales and Marketing and report the data

The Marketing Leader’s Wish for Sales

From the marketing leader’s perspective, an engaged sales force pitching in would help a lot.

The most cost-effective approach to marketing is in Digital. The leading arena for getting the digital marketing message out today is social media. In the world of shrinking budgets and increased expectations, many Marketing professionals perform miracles.

Marketing will often create content for the company website, write press releases, create posts for multiple social media outlets, and then promote the content with meager advertising budgets.

In the meantime, it feels almost impossible to generate engagement on social media channels without some generous help from the Sales team. If only the Sales team would connect with the people in their APRs (Areas of Primary Responsibility, i.e. sales territory) and engage with the content that Marketing generates.

REQUEST: On behalf of Marketing leaders everywhere, we request for all Sales professionals out there to build up their B2B contacts and then: like, share, and engage in the company’s social media content. That would help a lot.

A Sales Professional’s Wish for Marketing

From the sales leader’s perspective, a Marketing department that could generate unlimited leads to a customer base who already recognized the brand, the value of the product, and who could articulate an explicit need, would help a lot.

In the world of the B2B sales professional, there seems to never be enough time. Too much time is spent running down errands and not enough time is spent closing deals, a sales person might be overheard saying. Also, closing deals is what pays the bills, gets the awards, and is the reason why a salesperson joined the Sales Department in the first place, it is often said. Many times, it is the rush of closing a deal that motivates the results-driven sales professional. “If only Marketing could find me more deals to work, I would be more successful,” muses every salesperson ever.

REQUEST: Therefore, Sales professionals everywhere have a request for Marketing professionals out there. Please focus as much time as possible on generating leads. If Marketing could establish trust with customers, demonstrate expertise, and poll potential customers for interest, and then pass on the lead once the prospect expressed a desire to buy something, that would be perfect! The Sales Department will take it from there.

The Sales-Marketing Disconnect

BROADCAST NARROWCAST MARKETING WORKING TOGETHER AS A TEAM

Therein lies the dilemma. Sales wants Marketing to generate leads. In order for Marketing to do that, Marketing needs Sales to engage in content. But just engaging in content is not enough. Sales professionals need to reach out to decision-makers in their territories, take the content generated by Marketing and share it in a meaningful way such that it generates brand propinquity, creates the recognition of expertise by the customer, and it challenges the customers’ preconceived beliefs. In this way, prospective customer will want to buy what the company is selling.

Sales professionals would engage more if they knew where to start and could make the time. But where do you find B2B customers? And how do you engage them during an international pandemic without knocking on their front door?

LinkedIn

If only there was a place where business professionals congregate digitally to learn about their profession and network with others in their industry.

Luckily, there is such a place. It is the business-to-business social network called LinkedIn.

LINKEDIN MARKETING - LEAN LEAD GENERATION

170 Million B2B Users in the United States

Did you know that over 170 million business people in the USA have a profile on LinkedIn? Roughly half of those users engage in LinkedIn each month. And every second of the day, 2 new people join the network. That’s 172,800 new members every day.

94% of B2B marketers distribute their content on LinkedIn, because they know that 6 out of 10 users actively look for industry insights. That means, B2B members of LinkedIn are hungry for content.

The best content to post on LinkedIn is how-to and lists posts. As a result, 80% of B2B leads come from LinkedIn, versus 13% coming from Twitter and 7% coming from Facebook.

The Perfect Narrowcast Solution

Therefore, the perfect solution for lead generation, using narrowcast and broadcast marketing on the web is:

  1. Sales professionals connect with business-to-business contacts in their industry on LinkedIn – Narrowcast
  2. Sales professionals invite their new connections to follow the company’s LinkedIn pageNarrowcast
  3. The Sales professional sends best wishes regularly to their connections on their birthdays, work anniversaries, and when they start a new job – Narrowcast
  4. Marketing Department produces and posts meaningful content that challenges the customer’s status quo and provides insights on how customers can become more successful – Broadcast
  5. The Sales professional engages in the content (like, share, comment) created by the Marketing department in order to demonstrate expertise and then polls for interest with her customers – Narrowcast
  6. When the customer recognizes an internal need and shows interest, the Sales professional converts the interest into an opportunity, quotes the customer, and closes the deal – Narrowcast

LinkedIn Best Practices for Sales Professionals

1 – Establish your personal professional brand

Profile Photo: Ask your Marketing Department for help in taking a professional photo of you in business attire. Your face is your personal brand‘s logo. This is where a little effort goes a long way.

Professional Profile: Make sure details in your LinkedIn profile are complete, all of your experiences are shown, and your educational background is up to date. Including detail from your resume will encourage your target prospects to see you as an expert in your field. Be sure to emphasize instances when you have provided value to your clients.

2- Connect with the right people

Targeted Connections – Use the people search to target decisionmakers in your APR . Use the All Filters to narrow your search.

3- Engage with relevant insights

Insights – Share relevant information, how-to guides, and lists when reaching out. Be precise in your messaging so that your connections see that you know your product and understand their challenges. By discuss relevant topics, you are building rapport by giving your contacts evidence that you have shared professional interests.

ABCV – Always Be Creating Value – No one wants to be spoken to through a bullhorn. So tone down the “buy from me” pitch. Instead, turn up your listening skills by asking open-ended questions. The process is simple: build rapport → provide valuable insights → poll for interest

Use the Jones-effect. Start off with, “Many people in our industry are facing more and more…” and then ask if this is also a concern. Connect, demonstrate expertise, and then ask for a one-on-one discussion.

4-Build Strong Relationships

High-Level Relationships – start at the top of the org chart and work your way down. Do not be intimidated by title. Understand that a big title means greater responsibility. It often also means that the individual spends more time away from the Gemba and would appreciate the insights you can provide.

The Daily Work of Narrowcast Marketing

Follow these LinkedIn narrowcast best practices to generate a healthy stream of leads:

  1. Search for and view up to 100 new targeted contacts in your APR every day.
  2. Make connection requests to up to 30 decision-makers every day.
  3. Send new connections a request for them to follow your company page.
  4. Send birthday wishes, work anniversary greetings, and new job greetings daily.
  5. Endorse your new contacts for the top 3 skills and talents they have.
  6. Send up to 50 messages daily, polling for interest in the various products and services your company offers.
  7. Send emails to your LinkedIn contacts’ email address and attach brochures.

Take the time needed to engage in these best practices. If you are looking for help in accomplishing this necessary work, speak to us about performing the narrowcast marketing process for you. The Sales professional only needs to respond to LinkedIn messages when a customer requests a proposal. No software to run, no configuration. Easy-peasy.

LINKEDIN MARKETING BEST PRACTICES

Want to Learn More?

If you are curious about how we would tailor a narrowcast marketing solution for you or your Sales professional and you are ready to meet, click the link below.

Lean Lead Generation

Set a time with us that works for you to review what we do, and how we do it, and see if there is a fit.

How to Export Contacts From LinkedIn

LINKEDIN - DOWNLOAD YOUR CONTACTS

If you are looking to export contacts from LinkedIn, here is a step-by-step how-to guide.

The first thing you should know is you own the data and therefore, LinkedIn allows you to download your contacts following a few easy steps.

Step 1 – log in to LinkedIn

Image of a LinkedIn profile menu

To download your contacts on LinkedIn, you will first need to log into LinkedIn, then click on your profile photo. That the circle on the top row that has your picture in it and the word “Me” right below.

Once you click it, you will see a dropdown menu. The main headers include ACCOUNT and MANAGE.

Click on the private tab – Settings & Privacy. It should be the first or second entry under the ACCOUNT section of the drop-down menu.

Step 2 – Locate the Privacy Tab

To locate the Privacy tab, look along the top row, under the blue header bar.

Now, look for the menu item on the lefthand side that says, “How LinkedIn uses your data”. Click and find “Get a copy of your data”. To the right of this row is the option to “change”. Click “change”.

How LinkedIn uses your data - Get a copy of your data - click CHANGE
How LinkedIn uses your data – Get a copy of your data – click CHANGE

Step 3 – Select the data files you are most interested in

Next, you will be able to select the information you want to download. Select the radio button and then make your selection(s). Once you click submit, you will be notified by email once your data is ready for download.

Download LinkedIn contacts - get a copy of your data
Download LinkedIn contacts – get a copy of your data

Now all you have to do is wait. LinkedIn will send you an email with instructions on how to download your contacts.

If you have any questions or need some advice on how to get the most out of LinkedIn, use the contact form to the right. We will get back you shortly.

HOW TO INCREASE VALUABLE CONTACTS EFFORTLESSLY

What this video on how to increase contacts, connections, and B2B sales results effortlessly.

LinkedIn video 1Sales Engagement Video

LinkedIn video 2Give yourself B2B Sales Superpowers with Narrowcast Marketing

Interested in exploring Narrowcast Marketing? Want to learn more?

Lean Lead Generation

Set a time with us that works for you to review what we do, and how we do it, and see if there is a fit.

What is Narrowcast Marketing?

We have all heard of broadcast marketing. “Broadcast” literally means to be widely spread. First used in 1767 in reference to seed, as in “dispersed upon the ground by hand,” broadcast was later used in 1921 as a verb with respect to radio.

So what do we mean by “narrowcast” marketing?

Narrowcast marketing is the practice of communicating belly-to-belly. It means to talk one-on-one with your customers – individually – and offer them the opportunity to do business with you.

Here is a list of what narrowcast marketing is:

  1. Engaging one-on-one
  2. Creating rapport
  3. Doing something nice for the prospect
  4. Giving the prospect a chance to speak and be heard
  5. Inviting the prospect to consider opportunities
  6. Make requests only once rapport is created

Here is a list of what narrowcast marketing is NOT:

  1. Sending out meaningless marketing pablum
  2. Email blasts
  3. Standing on the street corner with a bullhorn
  4. Automated robo-call
  5. Pushy sales pitches
  6. One size fits all approach

Interested in exploring Narrowcast Marketing? Want to learn more?

Lean Lead Generation

Set a time with us that works for you to review what we do, and how we do it, and see if there is a fit.

How to Prospect for New Business on LinkedIn

Watch this video for a step-by-step guide to building up your propinquity and contacts in your sales territory.

For help in building your connections for you and generating leads for you using LinkedIn, fill out our contact us form and will we send you further information.

Prefer to watch the tutorial on YouTube? Click here.

HOW TO PROSPECT FOR NEW BUSINESS ON LINKEDIN - VIDEO LINK
https://youtu.be/Qwj5SJNkxAY

Lean Lead Generation

Want to discuss how Lean Inc. can help you find more business effortlessly using LinkedIn?

Set a meeting to discuss what we do and how we do it.

Propinquity Calculator

If you are in business-to-business sales (B2B), then you likely have a LinkedIn account. That’s because, in the USA, there are currently 163 million LinkedIn users (as of 2/3/2020).

But how do you compare to your peers? What is your Propinquity score?

Use this calculator to calculate your score using the data directly in your LinkedIn account. Below we will provide a step-by-step explanation on how to source the data and calculate your propinquity score.

PROPINQUITY SCORE

Enter the data in the fields below. If you don’t know where to get the data, see below for a step-by-step guide.

PROPINQUITY CALCULATOR – CALCULATE HERE

Need Help Finding the Data? How-to Guide:

Total Connections on LinkedIn

The average CEO has 950 1st level connections on LinkedIn. How many 1st level connections do you have?

Find out how many connections you have by logging into LinkedIn and clicking “Home” on the top bar.

LINKEDIN TOP MENU - HOME

In the top lefthand corner, you will see your profile photo and the number of connections you have.

LINKEDIN HOME - NUMBER OF CONNECTIONS

The other place you can look is by clicking My Network on the top bar.

LINKEDIN NAVIGATION BAR - MY NETWORK
MANAGE MY NETWORK - LINKEDIN NAVIGATION - 8,593 CONNECTIONS CIRCLED

Enter the Total Connections on LinkedIn here

TOTAL NUMBER OF CONTACTS ON LINKEDIN

1st Level Connections to Key Decision-Makers in APR

What are 1st level connections? These are people who you have invited to connect, or they have invited you to connect, and are now able to see your posts, updates, contact details, and interests on LinkedIn.

To identify the first level connection to whom you are already connected, perform a search within LinkedIn. Define your sales territory by selecting a geographical location. Define your target industry by selecting the industry.

LINKEDIN PEOPLE SEARCH FILTERS

For a shortcut, click on the logo below:

linkedin 1st level connnections

Enter the data here

1ST LEVEL CONNECTIONS DATA - PROPINQUITY CALCULATOR

2nd Level Connections on LinkedIn

What are 2nd level connections? These are LinkedIn users who are connected to you 1st level connections, but are not yet connect to you.

Using the same filtering criteria, change your connections type from 1st to second (de-select 1st, and click 2nd). Or you can click here. Be sure to open the “All Filters” option and select location and industries.

LINKEDIN 2ND LEVEL CONNECTIONS

Enter the data here

2nd level connections on LinkedIn - add data

PROPINQUITY SCORE

The calculator will now show you your propinquity score on LinkedinIn. Bookmark this calculator and revisit your score on a monthly basis. Compare yourself to your colleagues and the scores you have achieved in the past.

YOUR PROPINQUITY SCORE ON LINKEDIN

Compared to the Average LinkedIn User

The Propinquity Calculator also calculates whether you number of connections is greater than the average user, or less than the average user.

By the way, 100% = average the average user’s number of connections. If you are above 100%, you are above average. If you are below 100%, then you have some room to grow.

Average number of LinkedIn connections score

Learn How to Prospect for New Business on LinkedIn Like a Pro

To learn how to prospect for new business, watch this video.

HOW TO PROSPECT FOR NEW BUSINESS ON LINKEDIN - VIDEO LINK

Interested in exploring Narrowcast Marketing? Want to learn more?

Lean Lead Generation

Set a time with us that works for you to review what we do, and how we do it, and see if there is a fit.

What is Propinquity?

PROPINQUITY - CLOSENESS OF TWO BUSINESS PROFESSIONALS SHAKING HANDS

The goal of digital marketing is to create propinquity. That means you are creating positive brand exposure. This could be for both your corporate brand as well as your personal brand.

Propinquity is a term that comes from the Latin propinquitas which means “nearness”. In social psychology, it is one of the main factors that lead to interpersonal attraction.

For Marketing purposes, we use the term to refer to the familiarity generated through the ever-presence of a brand. There is a comfort created by exposing customers to a brand regularly. Think about large brands that sponsor sports teams. Their goal is to create comfort with a brand versus trying to sell anything specific.

In Sales, propinquity is the key to generating trust. Some industries require their sales team to make regular visits bearing donuts. In business-to-business sales, at a minimum, a Sales professional needs to keep a list of his/her top 20 customers and top 5 prospects near his/her desk. Making regular calls, sending personalized emails and visiting once a month is key.

Propinquity in Sales is where narrowcast and broadcast marketing intersects. If broadcast communication is advertising and narrowcast communication is one on one, belly-to-belly meetings, then propinquity in Sales is achieving familiarity and branding through one-on-one communication regularly and reliably.

Propinquity Best Practices – Top 10

Here are some best practices to achieve Propinquity in Sales.

  1. Create a “Defend” list of your top 20 customers
  2. Consciously send them a personalized communication every month at a minimum
  3. Make it your business to know when their birthdays are, and send them a simple note to wish well once a year.
  4. Send a note for all job promotions and work anniversaries.
  5. Endorse them personally for their top 3 skills on LinkedIn.
  6. Write a sincere recommendation.
  7. Engage in value-added content on LinkedIn by liking, sharing, and commenting.
    • Stay away from politics.
  8. Send a handwritten thank you card after key meetings.
  9. Put brochures in the mail quarterly
  10. Send “Did you know” emails monthly building awareness around all the products and services your company offers.

How to Create Propinquity with Defend Customers

Each Sales professional should have a list of his/her top 20 customers at his/her desk. These are customers from which 80% of their annual business comes. It is important to stay in front of your most valued customers. If you are not creating propinquity on a regular schedule with those who are responsible for your paycheck, you are risking losing the customer to your competition.

See below for a general guideline on creating propinquity with B2B Defend customers.

Propinquity – Defend Schedule

ACTIVITYWEEKLYMONTHLYQUARTERLYANNUALLY
LinkedIn Post Engagement 3 times
Phone calls X
Emails X
LinkedIn Messaging X
Product Postcards X
Brochures X
Greetings Card X
Birthday Greeting X
Line Card X
LinkedIn Skills Endorsement X

Creating Propinquity with Attack Customers

Every Sales professional, in addition to having list of (20) Defend customers at his/her desk, will also have a list of (5) Attack customers. These are the customers one’s competitors value most dearly. If you are a market share driven industry, it crucial to growing your customer list by targeting your competition’s Defend list.

Here is a guide on how to achieve propinquity with your competitor’s most valued customers.

Propinquity – Attack Schedule

ACTIVITYWEEKLYMONTHLYQUARTERLYANNUALLY
LinkedIn Post Engagement 3 times
Phone calls X
Emails X
LinkedIn Messaging X
Product Postcards X
Brochures X
Greetings Card X
Birthday Greeting X
Line Card X
LinkedIn Skills Endorsement X

The Challenge of Being a Sales Manager

In addition to hiring talent, training them, measuring performance, and celebrating the high-performers, one of the key responsibilities of every Sales manager is to ensure each Sales professional engages in propinquity inducing narrowcast communication with his/her customers. This can seem exhausting and sometimes overwhelming.

Many times, Sales professionals do not recognize their own lack of propinquity. A lack of awareness will usually lead to a lack of commitment to changing their communication approach.

Increase Communication for Increased Sales Results

Show me a breakdown in performance and I will show you a breakdown in Communication.

Sales managers, when coaching Sales professionals under her care will often hear, “I am too busy. There are not enough hours in the day.” Trying to change communication habits in the face of such resistance can be challenging to say the least.

In these situations, the Sales manager can feel stuck. S/he knows that the key to increased performance is increased communication, but s/he is met with an unwilling or incapable Sales team in changing the communication status quo. Frustration or apathy ensues.

Sales manager frustrated with her head down on her desk
It can be frustrating. We are here to help.

Need Help?

Lean Inc. specializes in helping business-to-business Sales professionals create propinquity, using our narrowcast communication tools. We have the experience of knowing how difficult coaching Sales professionals to embrace communication best practices can be.

That is why we advocate for Sales Managers to remove the burden of propinquity from their Sales team’s shoulders and perform the customer engagement for them.

Lean Inc. provides highly customized, and narrowcast B2B customer engagement for the Sales Professional. We stay engaged with the customer so that the Sales professional can concentrate on closing deals.

WATCH OUR VIDEO: Sales Engagement

To find out more, schedule a meeting with us by clicking below.

Lean Lead Generation

Set a time with us that works for you to review what we do, and how we do it, and see if there is a fit.

LinkedIn Narrowcast Marketing Best Practices

two people meeting one-on-one

Broadcast marketing is advertising, newsletters, and billboards. It works for building the brand. Salespeople need and want a strong brand, but what they really care about is LEADS.

In Sales, narrowcast marketing is what counts.

What is narrowcast marketing?

Narrowcast marketing is one-to-one communications. It is picking up the phone and having a conversation in which you listen for opportunities. It is sending a carefully crafted email or a message through LinkedIn.

Follow these LinkedIn narrowcast best practices to generate leads:

  1. Search for and view up to 100 new targeted contacts in your APR every day
  2. Make connection requests to up to 30 decision-makers every day
  3. Send new connections a request for them to follow your company page
  4. Send birthday wishes, work anniversary greetings, and new job greetings daily
  5. Endorse your new contacts for the top 3 skills and talents they have
  6. Send up to 50 messages polling for interest in the various products and services your company offers
  7. Send emails to your LinkedIn contacts’ email address and attach brochures

Engage in these best practices every day. If you need help doing this daily, speak to us about performing the narrowcast marketing process for you. The Sales professional only needs to respond to LinkedIn messages when a customer requests a proposal. No software to run, no configuration.

Want to Learn More?

If you are curious about how we would tailor a narrowcast marketing solution for you or your Sales professional and you are ready to meet, click the link below.

Lean Lead Generation

Set a time with us that works for you to review what we do, and how we do it, and see if there is a fit.

LinkedIn Best Practices How-To Video

Here are some best practices when looking to building a prospect-rich network of contacts. If you are in Sales and want to grow your pipeline and increase market penetration, LinkedIn is the perfect place to start building B2B relationships.

Watch this short video for a step-by-step guide to using LinkedIn to its fullest.

For help automating the process of narrowcast marketing using LinkedIn, fill out the form to the right and Lean Inc. will assist in building your network and quote log, or you can schedule time with us directly below.

Learn More About LinkedIn Narrowcast Marketing Solution

If you are curious about how we would tailor a narrowcast marketing solution for you or your Sales professional and you are ready to meet, click the link below.

Lean Lead Generation

Set a time with us that works for you to review what we do, and how we do it, and see if there is a fit. https://letsmeet.io/simonwalker2/discussion

LinkedIn is a great place to find new business

Looking for new business on LinkedIn

If you are looking to increase business in the post-COVID19 world, LinkedIn is a great place to start. LinkedIn is the meeting place for business leaders and a great place to network in order to find new business.

LinkedIn may not be the most popular social network based on the number of users, that spot is reserved for Facebook. But as of July 2020, LinkedIn had 170 million users in the United States, of which over 40% visit the site daily. Indeed, 90 million are senior-level influencers and 63 million are key decision-makers. LinkedIn is most popular with older users aged 46-55. That means a great deal when you consider the average age of a Fortune 500 CEO is 58 years old.

PROSPECTING FOR NEW BUSINESS USING LINKEDIN

92% of Fortune 500 companies use LinkedIn

If you represent a major brand or you are looking to sell to a major brand, then LinkedIn is a great reference book of companies and business leaders to network with. Generally, you will be able to find out a lot about the businesses you are hoping to do business with.

57% of companies had a LinkedIn company page in 2013

More and more companies see LinkedIn as an important vehicle for communicating with prospective customers and prospective employees alike.

A quick search will reveal the basic information you might be interested in when preparing for a presentation. The company website, phone number, industry, number of employees, the year they were founded, and the location of the head office is displayed.

46% percent of the social media traffic to B2B company sites is from LinkedIn

Companies know that posting and engaging with prospective customers through LinkedIn works. With almost half of interest traffic referrals coming from LinkedIn alone, companies are investing in their LinkedIn presence in order to boost traffic on their company website.

97% of B2B marketers use LinkedIn as a content distribution channel

PROSPECT FOR NEW BUSINESS ON LINKEDIN

If you are looking to find new business on LinkedIn, you will find you are not alone. 97% of business to business marketers use LinkedIn to distribute their content and find new business. If you are not already using LinkedIn to develop new business relationships, you are bucking a very popular trend.

Only 3 million LinkedIn users share content every week

Despite 97% of B2B marketers using LinkedIn, they are not facing very much competition. Only 3 million users actually shared content each week. That means, there is plenty of room for you to get your message out and be heard. In fact, with only 0.05% of users posting and 40% of the users visiting the LinkedIn daily, that means you have a large passive audience looking for and ready to accept your broadcast and narrowcast messaging.

LinkedIn is responsible for 80% of B2B leads from social media

LinkedIn is a great place to find new business. If you are spending time and energy using Facebook or other platforms to get your message out, you will be surprised to learn that 80% of B2B social media leads come from LinkedIn. Therefore, LinkedIn is a very efficient platform for generating B2B leads.

Sign up for Lean Pipeline Solutions LinkedIn communication tools.

LinkedIn is a great place to find new business

Where else can you ensure your sales reps connect with up to 30 new contacts per day, send 50 messages to potential customers every day, and email up to 400 prospects every day?

Lean Pipeline Solutions fills sales reps’ pipelines by engaging daily in LinkedIn communication tasks and employing best practices for accelerated business development results.

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Lean Lead Generation

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