Get the Jump On New Sales Opportunities
I 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 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.