Imagine you’ve just finished one of our recent free training courses, all about harnessing the power of LinkedIn’s tools to get more meetings with potential clients. Feels good!
You’ve got those meetings lined up, and booked in your calendar!
But hold on a moment… Are you stressing about the ones who said ‘no’ to your meeting request? Yep, I hear you. It’s tough when you pour your heart into something, and some people just don’t seem to get it.
Being a salesperson or a customer success manager is no easy task. We’ve all been there – the silent treatment from prospects or customers can be disheartening, and outright rejection. Ouch. But here’s a little secret: not everyone is going to be right for your product or service. And that’s okay.
You see, rather than beating yourself up about the people who didn’t jump on board, why not channel that energy into those who did show interest? These are the folks who need what you’re offering!
By nurturing these relationships, you’ll not only secure long-term customers but also create brand advocates who’ll sing your praises far and wide!
In this blog post, I’m going to share why it’s crucial to focus on those who are genuinely interested and how you can identify them effectively.
The Key Is Solving a Problem
You know how we’re always trying to solve problems for our ideal customer profile (ICP)? Yeah, those folks who genuinely need you and what you have to offer. Well, you know what? It’s completely okay if some people don’t get back to you or even outright say ‘no’. Why? Because they simply don’t need you right now.
Hard to swallow, I know, but it’s the truth.
Think about it this way: The last thing you want is to be that annoying pushy person. Trying to sell solutions to problems that don’t exist? No way! You respect your potential clients too much for that. They’re busy people, just like you. And by not pestering them with unnecessary meetings, you’re actually doing them a favour.
But, that doesn’t mean you should forget about them. Far from it! Keep sharing valuable insights on social media. Keep being your passionate, knowledgeable self. Because who knows? Maybe one day, they’ll face the problem you solve. And guess who they’ll think of first? That’s right – you!
So here’s a little bit of advice: Stop worrying about the people who don’t respond. Instead, let’s turn that energy around. Obsess over those who show even a tiny bit of interest in what you do. A simple like on your post, a message in your inbox – no matter how small, these are golden signs! These are the people we should build relationships with because they stand to benefit from a meeting with us.
Remember, every little sign of interest counts. So let’s focus on those who matter and make a real difference in their world and yours!
Free Bite-Sized Training Course
Mastering LinkedIn: Asking for Meetings With the Right People
Our latest 20-minute online course will equip you with some pretty powerful tools. You’ll learn:
- The secret to spotting the key people in your existing network who you should ask for a meeting.
- How to harness the power of LinkedIn to compile and save a list of these individuals.
- The golden hours in the week to send out those all-important meeting requests.
And a few other tips…
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A Recent Example of Who Not To Obsess Over
I’ve been thinking about a recent experience I had. Remember that free bite-sized training course I mentioned above? Well, it’s not just talk. I actually use those techniques in my day-to-day work life. And I’m telling you, they work!
Here’s what my typical week looks like: I have anywhere from 8 to 12 meetings. But hold up! They’re not all sales meetings. Nope, they’re networking meetings. That’s right – a good chat over a cup of coffee, getting to know each other, and seeing where we might help one another out.
Now, when I meet someone, I try to figure out which of these four categories they fall into:
- Are they a potential customer? Do they have a problem that I can help solve?
- Could they be a potential supplier? Do I have a problem that they could help me solve?
- Maybe they’re a potential partner? Could we help each other out through collaboration?
- Or are they none of the above? But, expanding our networks is a great thing. You never know when your network can be of help!
So, not too long ago, I came across a business that caught my eye. I had this gut feeling that they might make a good partner, and I was keen to explore possible collaboration. But who knows, they could have also been a potential customer – you never really know until you sit down and have that chat.
So I did what I always do – worked my process to connect with the folks at this business and, when the time felt right, asked for a quick online chat.
But I got a couple of less-than-enthusiastic responses. Now, let me tell you, this is rare. I’ve been networking in the Education space for over 17 years, and I can count on one hand the times I’ve received a negative response. But this time, I did.
Now, I could have obsessed over those messages, but I didn’t. I replied politely, explaining why I network, and then I let it go. No need to chase or convince them.
Because on that very same day, I had three other meetings booked in – with people who were eager to chat. So instead of dwelling on the negative, I dove into learning more about their companies and experiences.
See, when I ask for a meeting, it’s always for one of those four reasons I mentioned earlier. And if I think they might be a potential customer, I’m upfront about it. I tell them I believe I can help them overcome a problem they’re facing. No sneaky tactics, just honest conversation.
Triggers To Prioritise the Right People
I’ve got some insider tips that I think you’ll find handy. These are three triggers – signals, if you will – that can help you identify the people you need to focus on. You know, the ones you want to understand better, learn more about, and set up a meeting with. Now, there are more than three, but let’s start here, especially if you’re new to using social media to get those meetings in the diary.
- Social Media Interactions: So, you’ve got a post out there in the wild world of social media, and someone gives it a like or share. What do you do? You seize the moment! Drop them a personalised message saying thanks. Show them you appreciate their engagement. It’s these little things that make a big difference!
- Sharing Free Resources and Advice: Here’s another tip – keep feeding your potential customers with info that helps them understand what you do. How? Make LinkedIn your best friend. Keep sharing posts that show you’re clued in about the problem you’re solving. Blog posts, case studies, infographics, webinars – you name it! The goal is to empower them to make informed decisions and trust you and your brand.
- Responding To Questions: And lastly, be all ears! If someone asks a question on someone else’s post and you have the answer, don’t hesitate to jump in and help out. The same goes for any direct questions or concerns they might have. Maybe they’ve been liking your posts but are a bit confused about what exactly you do. Take the time to clear up any confusion. Showing that you genuinely care about their needs and are willing to help can forge stronger relationships and create long-term loyalty.
So, there you go! Three simple yet effective ways to identify and connect with the people who are genuinely interested in what you have to offer. Check out our Social Selling and Influence programme for more tips to help you understand this more.
Remember, Be Genuine
It’s all too easy to feel a bit down when you message people and they don’t respond, or maybe they even say no. But here’s the thing – if your heart’s in the right place when you ask for that meeting, then you’ve got absolutely nothing to worry about.
Remember how we talked about being dedicated to helping people who are grappling with the problem you can help solve? Well, it’s as simple as this – if someone ignores you or says no, it’s probably because they just don’t have that problem. And that’s completely okay.
But now let’s talk about those who do interact with you. Those who say “yes” to a meeting. These are the folks you want to get to know. Dive deep into understanding them, their organisation, and specifically what problem they’re wrestling with. This ensures you can stand tall knowing you’re acting with dignity, on a moral high ground.
And why is this so important? It’s because you’re not just chasing anyone and everyone. No, you’re focusing your energy on those you can genuinely help.
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