How to Use LinkedIn Signal to Find Prospects Who Want What You Sell
LinkedIn Signal (http://www.linkedin.com/signal/) is one of the most powerful tools available on the internet.
If you know how to use it properly, you can literally find any conversation on LinkedIn. Conversations happening between people not even connected to you, including groups you don’t belong to.
It is literally one of the best customer intelligence tools out there, and it’s free.
Imagine you had a tool for discovering any time somebody talked about your products or services on LinkedIn. If you think this might be a great strategy to find new leads and build relationships with highly targeted prospects, you’re correct.
Broad Keyword Strategy
This is the kind of strategy that does not necessarily turn up specific intent to purchase, but will get you in the door on any conversation happening within your space.
Let’s consider how an IT company might put this strategy in place.
- Determine the broad keyword to use. Let’s assume this IT company wants to get involved in any conversations happening in the U.S. that include the word “help desk.” Enter the keyword “help desk” and click the search button.
- Next, select all degrees of connections in the Network field.
- Scroll down to the Location field and select cities you want to include.
- Review results, and determine if this search criteria is yielding the kind of discussions, group postings and status updates you want to discover. If not, adjust your criteria.
- “Save” the search.
Now, you can check back in whenever you want and see what kind of conversations are happening. Pick the ones that seem most fruitful, and jump into the conversation!
But this isn’t the only strategy for utilizing LinkedIn Signal.
You can also utilize Signal to reinforce existing relationships and find immediate business opportunities.
Following Up With Existing Prospects
If you really want to stand out and get your prospects to say “wow” then this might be a strategy for you to consider.
What if you could follow up with people who share your content (blog posts, etc.) online, thanking them and further engaging them in conversation?
The last thing people expect is for you to follow up with them like this on LinkedIn, especially, if you are not 1st degree connections.
With LinkedIn Signal, you can do just that.
By setting up saved queries containing keywords only found in your website or blog posts, you can see exactly who is sharing your content on LinkedIn.
That opens the door to great conversations with potential clients, influencers in your industry, and more.
Find People with an Immediate Need
LinkedIn Signal can also be used to find people who are expressing an immediate need for what you do.
The key here is understanding the words these people use.
Remember, you’re looking for people who are openly saying “I need what you are selling!”
So, what kind of keywords should you be looking for?
- “Looking for”
- “Want to hire”
- “Need a new”
Be sure to append these searches with the specific industry verbiage that applies, and narrow search results to the geographic area you serve.
Also consider pain points. Your customer might not be talking specifically about how they need to hire a chiropractor, but they just might be talking about how their back hurts. Consider adding these kinds of pain point keywords into the mix.
Of course you will have to experiment with different searches and keywords, and find the right combinations that work for you.
Once you find the right keywords, consider setting up an intern or admin staff to monitor these queries on LinkedIn Signal. Doing so allows you to keep yourself free of the daily or weekly tasks, and focused on more high level activities.
What You Should Do Now
If you’ve made it this far, you’re probably serious about putting these strategies in place for your business.
Here’s a 5 step plan for getting it off the ground:
- Establish Your Keywords for Finding:
- Broadly Related Industry Conversations
- Follow-up Opportunities With Existing Prospects
- Immediate Needs in the Market
- Spend a week or two testing different search results and refining them to a set of 10-15 queries most likely to yield results.
Set each up as a saved search within LinkedIn Signal.
Train an intern or admin staff to monitor these queries, and be sure they understand the types of results for which you want to be notified.
Follow up, either via comment or message, with the conversations that fit.
Building a system to monitor these types of conversations can give you insight into markets your competitors have missed
And it doesn’t hurt that it just might help you increase sales too.
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