We’ve previously written about how you can improve your sales success with online lead generation tools such as Leadfeeder, which uncovers companies that show an interest in your product but don’t contact you. But what should you do once you know a company is interested?

The answer is social selling. And Jaakko Paalanen from Leadfeeder is going to tell us more from the perspective of a typical user.

“In a previous Quru Tip it was explained how LinkedIn Sales Navigator can help you get a positive response from your prospect. So, this week, we are pleased to announce that we’ve made it even easier to contact the right person with the release of an improved LinkedIn feature.

 

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This is how it would look if Leadfeeder visited your website.

In the example above, “Leadfeeder in Helsinki has visited your website and contact page on the 30th of September and now I – as a Leadfeeder and LinkedIn user – can see who I’m connected to at the company.

So what’s my strategy going to be for identifying the right person to contact?

LinkedIn is probably the quickest route for identifying and contacting the right person. I could also click through to Leadfeeder’s homepage, but let’s go the LinkedIn way seeing as it’s so user-friendly and a personal approach is one of the most effective ways to do sales. (that applies whether you’re using Leadfeeder or not, by the way.)

In this example, I can see that I have 3 first-degree connectionsand 1 second-degree connection, meaning it’s pretty easy and quick to approach this company. If I only had second-degree connections working here I would get an introductionthrough a common connection. LinkedIn shows me what contact(s) we have in common so I can request an introduction from a relevant first-degree connection.

Seriously, how often have you turned your nose up at an introduction by a trusted friend?

If you find out through Leadfeeder’s LinkedIn connection that you’re not directly connected, or don’t have common contacts, then follow the more traditional route: identify the person who will make a usage decision about your product or service and make an approach that suits your style. You can find the relevant person by clicking the “Contacts” button in Leadfeeder.

I still might contact them through LinkedIn and use something they’ve posted or commented on to break the ice in my initial message. You could also consider using an email tracking tool like Mailchimp or Yesware to make your approach. It’s possible to see who’s opened your email and which companies have arrived at your website via an email, giving you a very accurate picture of the result of your email to your target(s).

There are lots of articles about how to do a sales pitch, write a good email, or identify the best person to contact in a company. The best thing with Leadfeeder is that you can say goodbye to truly ‘cold contacting’ and see your approaches get a lot warmer.

Should you wish to give Leadfeeder a try, head over to here:Get a free 30-day trial of Leadfeeder here.”