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Life Health > Life Insurance

LinkedIn is your way in

By Jill Konrath

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How should you be using LinkedIn to connect with others? Here are three strategies:

1.    Check your prospect’s profile. Often, you can see what he’s responsible for and even some of his objectives. You can then use this info to craft a compelling message aligned with what’s important to him. Plus, you can find areas of common interest and potential connections.

2.    Look at the “viewers of this profile also viewed” section. That’s where you’ll find the names of other potential decision-makers within the account—including bosses, co-workers and direct reports. Having these additional names gives you more ways to get your foot in the door.

3.    Finally, check out “recommendations.” Who has your prospect recommended? And who has recommended him? The people you uncover here might be good contacts for you as well.

When you’re trying to set up meetings to land a new account, having multiple potential contacts is a great way to hedge your bets. That’s the power of LinkedIn—make sure you’re using it!

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Jill Konrath is the author of SNAP Selling and Selling to Big Companies. If you’re struggling to set up meetings, click here to get a free Prospecting Tool Kit.

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