LinkedIn definitely cuts down the time it takes to create a great prospecting list. A few tips about how to leverage LinkedIn to create a strong prospect list are outlined below.
You can create a prospecting list from using any of your outside resources and other associations within the Insurance Industry. After that, you can sort the information and get your prospect list down to a reasonable amount of companies (maybe start with 25-50).
Next, use your LinkedIn connections to identify the correct people to contact in these companies. Through LinkedIn you can learn information about these companies, looking for things that could create potential opportunities for your services.
The Process is simple, based on the research above; narrow your list down to only high probable prospects that meet your minimum ideal customer profile. Then, dig into LinkedIn again.
1. Visit the Profiles of Many People in Each Company. This will help you to identify decision makers and large influences within your industry. Generally you can find around 10 people per account.
2. Monitor Who Visits your Profile and Verify this Traffic on your Website. Make sure to connect with as many of these people as possible so that you have access to their second level connections. Plus, make sure that they can see your groups and the link to your website.
3. Use LinkedIn and Other Services to get the Contact Information for the CFOs of these Highly Probable Prospects. You could take an extra step and write an email focused on your value and thought leadership. After finalizing your message, contact the personal assistants of each of these CFOs, letting them know that you will be sending them an email with insight into recent issues within the Insurance Industry.
Leveraging your LinkedIn contacts to build a prospect list will certainly yield results. Many high-level executives will either initiate a conversation with you or refer you to the right people within their organization whom you will be able to connect with on LinkedIn.