Highly Effective Ways to Prospect in Facebook & LinkedIn in 2021

Did you know Prospecting wasn’t used for sales in the beginning of time? That’s right. It’s a term for those searching for mineral deposits like gold. Gold miners then were called prospectors and they search for places where gold can be found. 

Similar to miners, as someone into sales, prospecting is your way to identify the “golden” customers. In the era of Social Media, prospects are flocking in these platforms looking around, finding products that best fit their needs. Platforms like Facebook and LinkedIn are on top of our list.

Here we give you the highly effective ways to find your “gold” and market your business:

1.Define your Customer Profile 

2.Deep Dive

3.Connect & Engage

4.Utilize the Essential Tools

5.Turn it into a Habit

1.Define your Customer Profile

    LinkedIn is known for its B2B as the majority of the audience making it the top business networking and sales prospecting with over 660 million users. Facebook on the other hand has general users which has 2.54 billion users. In order to use these platforms to your advantage, you should have a defined profile. First off, know who your targets are and build up your own business profile aligned to your target prospects. Be consistent with your online presence to get noticed, prioritize giving value to your audience and maintain that persistence in introducing your products or services. Next step is to join groups and be proactive as a member. LinkedIn and Facebook groups are a perfect place where you can exclusively promote your brand and gain personal connections. It can be tricky to join in as most are closed groups but with an established profile presence, it’s not impossible. Keep in mind, that the purpose of the platforms is to connect with people, so spamming a group may get you kicked out of the group. Spam the group with your offer if you are digging for glass, but you my friend are digging instead for gold. Here is my detailed guide on how to prospect on Facebook and LinkedIn. You will find the different language and posture for each platform and a bonus of “how to overcome objections”.

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2.Deep Dive

    Prospecting and making sales is a tricky thing, it can waste a lot of your time if not managed properly. Avoid falling in that scenario and be conscious on how you spend your time. Deep dive or do your due diligence, research research research. Evaluate your LinkedIn and Facebook connections, re-assess the pages you follow or the groups you have joined. Determine if you have the qualifying prospects and if it’s workable enough. Let’s say you have gathered 2000 prospects, pin it down into 1000 or 500 and see who is benefiting from the value you have been providing. From the filtered number, prioritize, build that relationship and trust. In my training, I will discuss the process of finding key targets and how to have them interested in your page and profile.

3.Connect & Engage

    Do away with the post and ghost or you will be doomed. You might want to take Gary Vee’s principle of 80/20, you jab jab jab and right hook. Give out 80% before then expect 20% in return with utmost consistency. In the LinkedIn and Facebook groups you belong to, leave comments, participate in surveys, share your story, post something valuable and do not just sell. While prospecting, focus on connecting and engaging rather than selling. Entice your prospects first into your personal side making them feel like they are listened to, and that you are with them whatever it is they are presenting. It sounds the opposite of your end-target but it’s a proven effective method. 

4.Utilize the Essential Tools

    For starter, the tools you may need are:

  1. LinkedIn and Facebook messenger – if you are focusing on LinkedIn and Facebook for prospecting then might as well utilize their messengers. The moment you hook your prospect into a 1 on 1 conversation, send them a message.
  2. Excel Sheet (Google or Microsoft) – build a database of your prospects: name, contact details. This can soon be upgraded to Customer Relation management tools like Copper where you can monitor your sales, generate reports, link phone calls, etc.
  3. Evernote – stay organized by taking notes in this app which you can sync with your laptop, mobile and or ipad. You can attach photos, share links with other users. 
  4. Mailchimp – as soon as you are ready to send warm emails to your prospects, mailchimp is your best friend. It automates your marketing, it has landing pages and it can be linked to your e-commerce site.

As you upgrade your business these starter pack tools have to be upgraded too. For example, if you are on a level of making discovery calls then download Zoom. If you are ready for outbound calls you can choose CrazyCall, CallHub, or Five9.

5.Turn it into a Habit

    Prospecting is not a one time shot. You are not the only one doing it, so might as well step it up. If you have built a database for your prospects and have closed a deal, well and good. But the question is on its continuity and how you have built loyalty among your customers. Therefore, you build it and repeat, make it a habit. With million users in LinkedIn and billions in Facebook (that number doesn’t go down), stick with a routine and track your progress. 

CONCLUSION:

    Now you say “It’s prospecting time!”. When prospecting in LinkedIn and Facebook remember to provide 80% value to the audience before asking for a 20% pay back. If you work for or with an organization that has a script, then follow the script. Building connection and engagement has to be consistent to gain their trust and to qualify whether you are a good fit. Adding value on Facebook and LinkedIn is about garnering a conversation that can lead to a positive win/win relationship. Making a pitch is not recommended on the platform, it can be done after the relationship has been established. Prospecting is like gold-digging, you don’t want it to go away once you get a hold of them so take a good grip.