Discovery Prompter for Using LinkedIn MTSN-040

Using Linked-In to Determine Relationship Power BEFORE the meeting

LInked In is a powerful tool to determine a lot about your prospect.

The first indicator is the number of connections: A shallow LinkedIn Profile with 18 connections could telegraph information to you about activities with peer group, standing in the industry and awareness of current business tools like LinkedIn.

Conversely, several hundred connections and frequent updates indicate that your contact might be valuable as a referral and is plugged in to the industry and aware of trends and influencers.

You can also learn about company trends and outlook – from a close study of the LinkedIn profile of some of your contacts at the company.

You have do to do your homework. And if you haven’t done the preparation for an in person sales call, the questions “What keeps you awake at night ?” or ” Tell me about your business” are a sure ticket to the door.