Conversations that Generate Business!

LinkedIn is the world’s largest database of businesses, their owners and their employees with over 1 billion registered users and over 58 million corporations, companies or businesses also registered.

For people in business, that means plenty of opportunities provided they know the right approach.

Ask anybody who successfully uses LinkedIn to build, grow and even scale their business and they will tell you that there are a few ‘unwritten LinkedIn for Business’ rules that one should apply, including

1. Use LinkedIn as a database to find and reach your target audience/market etc

2. Never sell on LinkedIn, because it’s too early in the conversation.

3. Use LinkedIn as a tool to get the conversation started, to establish, build and nurture professional conversations and relationships with your prospects.

4. When the time is right, take the conversation to the next level, which is away from LinkedIn, such as

• A face to face meeting.

• A Skype or a Zoom call.

• A phone call,

• An invitation to a networking event.

So what do you say to a prospect who is happy to chat with you away from LinkediIn, and to sell your products, services or solutions?

Firstly, it’s a good idea to understand that starting a conversation to generate more business begins with a genuine interest in understanding the other person's needs and challenges.

By asking good questions and carefully listening, you will uncover opportunities where your products or services can provide value to your prospect. This is part of building rapport and establishing trust which are essential steps that pave the way for a productive business relationship.

Conversations that Generate Business Preparation.

1. Who is your most desired target market? Who would you most like to work with?  Who would you most like to sell to?

2. What are you selling or providing?

3. What are the pain points or your target audience?

4. What are the solutions to those pain points that you provide?

5. How does what you offer solve the ‘challenges’ of your prospects?

6. Why should they buy from you?

7. Your close. (REMEMBER – When you ask your closing question, ask the question and WAIT for your prospect to reply)

8. What your prospects should do next to get started.

During your conversation away from LinkedIn  with your prospects, remember they are not talking to you because they want to hear your life story, they don’t!

Instead, they want to hear about how you can solve their problem, or how you can provide them with the solution or outcome they’re looking for.

Therefore, your conversation with your prospects should be all about establishing their needs and how you can help them achieve their desired outcome.

Conversation Starters!

I highly recommend that you start many of your sentences with any of the following

• Who

• What

• When

• Where

• Why

• How

Steps to Generate the Sale! 

Here's a breakdown of the steps involved in your conversation as a business owner or salesperson your would have with a prospect on a Zoom call to sell them your products, service or solutions that you offer.

 1.) Introduction and Rapport Building

Greet the prospect warmly and express appreciation for their time.

Share a brief introduction about yourself and your role.

Engage in light, friendly conversation to build rapport and ease into the meeting.

 2.) Setting the Agenda

Outline the purpose of the call and what you hope to accomplish.

Ask if the prospect has any specific goals or topics they want to cover.

Ensure mutual agreement on the agenda to keep the conversation focused and relevant.

 3.) Understanding the Prospect's Needs

Ask open-ended questions to learn about the prospect's business, challenges, and goals.

Listen actively, taking notes and showing empathy towards their situation.

Probe deeper to identify specific pain points and areas where your services could provide value.

 4.) Presenting Your Services

Highlight how your services align with the prospect's needs and address their pain points.

Share relevant case studies, testimonials, or success stories to build credibility.

Tailor your presentation to emphasize the benefits and outcomes that are most important to the prospect.

 5.) Handling Objections and Questions

Encourage the prospect to ask questions and express any concerns.

Address objections confidently and provide clear, concise answers.

Reinforce the unique value proposition of your services and how they differentiate from competitors.

 6.) Discussing Next Steps

Summarize the key points discussed and reaffirm how your services can meet the prospect's needs.

Outline the next steps in the process, such as sending a proposal, scheduling a follow-up meeting, or starting a trial period.

Close the sale and confirm a mutual understanding and agreement on the next steps to maintain momentum.

 7.) Closing the Conversation

Thank the prospect for their time and express enthusiasm about the potential to work together.

Provide your contact information and encourage them to reach out with any additional questions.

End the call on a positive note, reinforcing your commitment to helping them achieve their goals.

Finally, the golden rule. The best salespeople in the world don’t actually sell to people, they just have a casual conversation. So don’t come across as a pushy salesman, just relax and enjoy a casual conversation, and you will find you ‘close’ more business as a result.

In summary, I and many people I know and have coached have used these very steps to use LinkedIn for business to enjoy better conversations that lead to increased sales. 

Here's to your continued LinkedIn for business success.

If you enjoyed this article, Click here to watch my LinkedIn for Business video.

Regards from

Derick

P.S. Follow me, Derick Mildred for More LinkedIn for Business Tips & a Daily Dose of Inspiration. 😎😎