Can’t Get Past The Gate Keepers!? 😬 Here’s How Suzanne Did It . . . Using LinkedIn!

Struggling To Get Past The Gatekeepers?

Let Me Tell You Suzanne’s Story!

Suzanne is someone I would call a typical salesperson . . .

She knows that if she can just get in front of the right person, who has a need for her services, she can close a sale.

The problem Suzanne has, like a lot of business owners, is getting in front of the right person who has a need for their services in the first place!

And one of the reasons for this . . . is getting past the gatekeepers!

I first did a blog about this back in 2015 on this very subject.

I’d done my first speaking gig introducing the attendees of the networking event I was at to the power of LinkedIn. During the general introduction one of the attendees was telling the group about a particular problem she had getting in front of her target audience.

“I can’t get past the gate keepers” she explained which had me jumping up and down in my seat. “Have you tried LinkedIn?” I said. No was her answer.

A few years later, I am working with Suzanne, and Suzanne had this very same problem.

In Suzanne’s case she knew the name of the person she wanted to speak to – let’s call her Emma Head of HR at a company based in Sheffield, but she had no other details.

But Suzanne being your typical salesperson likes picking up the phone, so was happy to give the Sheffield based company a call.

Of course, she got through to reception and asked to speak to name of person she wanted to speak to.

Reception: Does she know you are calling? OR Her line is busy right now?

Suzanne: Can I leave a message?

Reception: We can take a message and pass it on

Suzanne: Can I email ‘name of person’

Reception: Yes please email info@companyname.com

Suzanne: DOH! 😬😒

Have you tried LinkedIn?

Unfortunately, Suzanne wasn’t making any progress going via the company reception, so I said let’s try LinkedIn!

By using LinkedIn Suzanne was able to get directly to the person she wanted to speak to. She did this by first finding her on LinkedIn.

She then sent a personalised connection request. As a result, her connection request was accepted. Once they were connected, not only did Suzanne get her prospect’s work email but also her mobile – happy days she could just pick up the phone and do what she does best.

One of the reasons I find LinkedIn so exciting is that it’s one big database – there are 35 million profiles on LinkedIn in the UK alone (note back in Jan 2015 it was 15 million profiles!)

When I worked as a marketing manager, buying in data for marketing campaigns took a big chunk of my marketing budget. Yet with LinkedIn, you have all of this data at your fingertips. LinkedIn gives you the tools to search this big database . . . for free!

It never ceases to amaze me at the opportunities and potential LinkedIn gives us . . . if done in the right way of course.

So how can you use LinkedIn to help you get past your gatekeepers and in front of our ideal client?

First of all, always keep top of mind that LinkedIn is the equivalent of face to face networking online and therefore if you wouldn’t do it face to face don’t do it on LinkedIn.

1️⃣ Start by creating a client focused LinkedIn profile – when you start being active on LinkedIn you will drive people back to your profile so make sure you are giving your potential prospects the right impression.

2️⃣ Build your network by connecting with your clients, prospects, suppliers, partners, people you network with etc.

3️⃣ Use the LinkedIn Advanced Search function to find people around a particular keyword, name or company. Filter your searches to get a lovely, targeted list.

Back in 2015 you could save your people searches and LinkedIn would tell you when you new people who met your search criteria entered your list! Not any more sadly, but you can bookmark your search to your browser window so you don’t have to keep re-running the search

4️⃣ Leverage your connections . . . who do you already know that could introduce you to the person you want to meet? This is far and away the best way to connect and build relationships on LinkedIn

5️⃣ Be active on LinkedIn and drive people back to your profile – helps those self selecting clients looking for solutions to problems that you can solve, find you!

LinkedIn is not about replacing good old fashioned networking, face to face meetings or sales calls. It’s about how you can use LinkedIn as a tool to makes these activities even more effective.

Marketing whether you use LinkedIn or not is about raising your visibility and being known as the expert.

People can only come to you if they know about you and what you do. And for me LinkedIn gives you a fabulous platform to achieve this.

Give it a go and let me know how you get on.

Join the LinkedIn LoveIn Group and keep up to date with the latest LinkedIn tips and tricks!

💙 If LinkedIn isn’t working hard for you or you’re not sure where to start with using LinkedIn, email judy@judithparsons.com or connect with me on LinkedIn to chat about how I can help.

Or book a virtual brew here and let’s make LinkedIn work for you . . . ⭐