Jill Konrath

 

Jill's Jottings: Fresh Sales Strategies 


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Get the Jump On New Sales Opportunities

  
  
  

Finding Sales OpportunitiesI recently got an email from LinkedIn. The subject line read: "See Mike O'Neil's new job, plus 652 other changes in your network." Curious, I opened it.

At the top I read, "Jill, 653 people you know changed jobs in 2012. Click to view their new titles."  And there, smiling out at me, where a whole slew of familiar faces. When I clicked on a photo, it took me right to that person's profile. 

Here's the deal. People in new positions create sales opportunities. It's a major trigger event*. Think about it.

  • Happy clients who go to new organizations can replace their existing vendor with your products/services.
  • New decision makers within your customer base suddenly make you vulnerable to competition. 
  • Prospects who loved you but couldn't get their companies to budge from the status quo now have a fresh chance to bring you in.

When you see changes like this, take immediate action. But don't wait for the year-end LinkedIn summary. Keep your eye on their status updates so you can be a first mover. You can also create a "Saved Search" for key positions you regularly contact. And, you can use LinkedIn Signal to ensure you don't miss an important change when it happens. 

You now have a bonafide excuse to re-connect with people you haven't talked to in a while. Congratulate them. Open the door to new conversations. 

This is a trigger event that can speed up your sales cycle significantly -- or prevent the loss of a good customer.

*Click here to get my free ebook on Trigger Events.





Jill KonrathJill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.


Comments

A great post. Never thought of that by using LinkedIn.
Posted @ Monday, January 28, 2013 11:56 PM by Kent
Great point, Jill. And here I was just being annoyed by those messages. Now I'll take notice. Thanks!
Posted @ Tuesday, January 29, 2013 11:28 AM by Susan Tatum
Great points, Jill. When someone is in a new position, two things can happen. They are feeling a little disoriented and talking to someone they know (you) may help them feel connected. And,they are so happy about their new surroundings they are more than happy to take your call to tell you all about it. 
 
Cheers, 
Marc
Posted @ Tuesday, January 29, 2013 11:39 AM by Marc Zazeela
Great Post Jill, I'll second your advice. I practice it for some years now and it works terrific. 
 
make it a great day, 
Koos
Posted @ Tuesday, January 29, 2013 12:20 PM by Koos Overbeeke
Hi Jill, 
Very useful information. I have been practicing this for several years now, and can attest to it's value - it has led to some great business for us. I'm amazed more people aren't using his stratgey.
Posted @ Tuesday, January 29, 2013 1:32 PM by Derrick Pick
Good information, Jill. I also didn't pay that attention to this...so will focus more.
Posted @ Wednesday, January 30, 2013 4:12 AM by Gints
We see recruiters using this strategy to stir up some recruiting leads. In most cases, its too late to backfill THIS position, but it's an indicator of more changes to come and a place start with a new prospect. 
 
Mike
Posted @ Wednesday, January 30, 2013 9:56 AM by Mike O'Neil
Jill, 
 
Check out http://connectedhq.com/. Setting up an account is free and they send you an email once a day listing your contacts who have had recent trigger events (birthday and job change). 
 
LinkedIn actually bought the company a couple years back, but it integrates with other social media, calendar, and contact apps as well.
Posted @ Wednesday, January 30, 2013 7:47 PM by Jason Moreau
Jill, one thing I absolutely love about your articles is that they concisely state the obvious things many people don't think about.  
 
To your point, this kind of tactic is a common scenario for people who practice relationship selling. Taking notice of major life events of the people in your network and raising your hand to acknowledge those will keep you top of mind and top of heart when they need you.  
 
All else being equal, people typically choose to do business with people (not companies) whom they know like and trust. Spending 5 minutes a day acknowledging your clients and prospect on their personal achievements will help build that kind of relationship with each one.
Posted @ Thursday, January 31, 2013 11:47 AM by Lori Ruff, The LinkedIn Diva
Jill - great observation. I have been "stalking" my LinkedIn connections for the past 18 months, and have made 3 sales to people that have changed jobs. It really is a gold mine,
Posted @ Tuesday, February 05, 2013 12:42 AM by Richbo
Thanks for that tip, JIll! Clearly, it helps if you're fast on your feet and create action right away.
Posted @ Tuesday, March 26, 2013 3:39 AM by Antoine Martiano
Hello Jill, 
I never thought of linkedin as a marketing tool! Thank you for this valuable piece of info, I can't wait to try some ideas out.
Posted @ Tuesday, April 02, 2013 5:58 PM by Jill McKeever
Secret: if you have an iPhone, there is a "LinkedIn contacts" app. It will let you know each day of birthdays and job changes for everyone in your LinkedIn contacts. It even pre-populates a message for you so it can take you 15 seconds to wish someone happy birthday. People really appreciate it. And jumping on the job change announcement is smart business.
Posted @ Monday, September 02, 2013 9:17 PM by Kasie
Great post however linkedin signal was decommissioned a couple months ago. Would love to hear what is being used in its place
Posted @ Tuesday, September 10, 2013 7:42 PM by Scott
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