1. Leverage Buyer Intent Data
Why It’s Effective:
Buyer intent data shows who has visited your website, what pages they read, and where they clicked, giving you insight into their interests and potential needs.
How to Use It:
- Identify Hot Leads: Use tools like Leadfeeder to track which companies are visiting your site and what they’re looking at.
- Curate Outreach: Instead of cold calling, reach out to a list of prospects who have already expressed an intent to buy based on their activity.
Example:
If three people from the same company viewed your social media tool pages, that company is likely in the market for a social media tool.
2. Utilize LinkedIn Sales Navigator
Why It’s Effective:
Sales Navigator helps you reach the right customers using advanced search and follow features, enabling better social selling.
How to Use It:
- Build Lead Lists: Use the “Lead Builder” feature to filter leads by keywords, job titles, locations, and more.
- Monitor Activities: Save leads and follow their updates to engage in relevant discussions.
Example:
Create a lead list using Sales Navigator and follow the activities of those leads to gain insights into what’s happening at their companies.
3. Find the Right Contact Person
Why It’s Effective:
Contacting the right person shortens the sales cycle and increases the chance of conversion.
How to Use It:
- Research Contacts: Use LinkedIn or Google to find the relevant contact within the company.
- Leverage Tools: Use Leadfeeder’s contact information feature to identify key stakeholders.
Example:
Use LinkedIn to search for contacts at a target company, ensuring you reach out to someone who can make decisions regarding your product or service.
4. Warm-Up Cold Leads
Why It’s Effective:
Understanding your lead’s background and interests helps tailor your pitch, making it more relevant and engaging.
How to Use It:
- Gather Information: Check their LinkedIn profile, Twitter, and website behavior.
- Personalize Outreach: Use this information to create a personalized pitch that resonates with their interests.
Example:
If a lead was reading about email marketing tips on your blog, start the conversation by discussing their email marketing challenges.
5. Use Video to Connect
Why It’s Effective:
Video communication can build relationships and convey information quickly, mimicking in-person interactions.
How to Use It:
- Outreach Videos: Break through inbox clutter with personalized video messages.
- Demo Videos: Create custom demos tailored to your prospect’s needs.
- Follow-Up Videos: Address specific concerns mentioned in previous calls or emails.
Example:
Send a personalized video during outreach to make a memorable impression and stand out from the text-based emails.
6. Know What to Say
Why It’s Effective:
A well-crafted message based on the prospect’s behavior and interests can significantly increase engagement.
How to Use It:
- Customize Messages: Base your conversation on what they’ve read or searched for on your website.
- Use Templates: Adjust templates to fit your company’s voice and the prospect’s needs.
Example:
If a lead visited your blog post on lead generation tools, start your email by addressing their interest in lead generation.
7. Build a Personal Brand
Why It’s Effective:
A strong personal brand establishes you as a trustworthy, reliable source of information, enhancing your credibility.
How to Use It:
- Optimize LinkedIn: Ensure your profile showcases your expertise and includes relevant keywords.
- Engage in Groups: Participate in groups your target audience frequents and share valuable content.
Example:
Create and share content that helps solve common problems your prospects face, positioning yourself as an industry expert.
8. Offer Help, Not Just a Pitch
Why It’s Effective:
Providing value upfront helps build relationships and trust, making the sales process smoother.
How to Use It:
- Survey Audience: Understand their pain points and offer solutions.
- Engage in Groups: Answer questions and engage in discussions in industry groups.
Example:
Ask your prospects about their challenges and provide actionable advice or resources, showing that you care about their success beyond making a sale.
Implementing these modern sales tactics can help you build stronger relationships with prospects, stay relevant in a post-COVID world, and ultimately close more deals. Start by leveraging buyer intent data and LinkedIn Sales Navigator, then warm up leads with personalized outreach, use video to connect, and build your personal brand. Finally, focus on offering help and value to establish trust and make the sales process more effective.
