Weekly Insider Tip: Prospecting Senior Executives Is Easier Than Ever
INSIDER TIP OF THE WEEK
Every time I ask the question if prospecting senior decision-makers is easier or harder than it used to be, there is a split in the room of answers, almost always on the lines of age. Over 40, the answer is “harder,” under 40, the answer is “easier.” This is a generalization, but the line is driven by technology savvy. Specifically, it revolves around the use of LinkedIn.
Almost everyone who is anyone has a LinkedIn account. They publish their employment history, education, interests and affiliations. They even have an email account to contact them.
HOW TO TAKE ACTION
Simple guidelines for this popular tool:
- If you are looking at them, they will look at you before they respond. Look good. Not your picture- your bio and what it appears you might have to offer.
- Put your value proposition in the first line of your bio. Your picture, title, company and that line will determine if they agree to a contact, enter your network or disregard you completely.
- Brag. This is the equivalent of a job interview. You need your accomplishments to headline your biography. This is not the time for false modesty.
- Engage in industry groups. One of the keys to connecting with decision-makers is through the LinkedIn groups. Find out which groups your decision-maker is a part of and become a part of those.
Voicemail, email, administrative assistants and other gatekeepers have made connecting harder. LinkedIn makes it easier and better. For further reading on using LinkedIn, check out my blog, 7 Things You May Be Getting Wrong On LinkedIn.