I delivered a training course for a company specialising in equipment for maintaining sewer infrastructure recently. Someone mentioned what they called the 'old' way of doing business; picking up the phone and calling prospects direct. Linkedin is a fantastic way to make those cold calls much more productive with background information on your prospects AND pre-existing rapport before you get in touch. If you use Linkedin in the right way, it means you're much more likely to have productive and rapport-filled phone conversations. Hope it's helpful! For more information on how you can get more leads from Linkedin in 3 easy steps, contact Tom Mallens on www.Linkedin.com/in/tommallens, tom@tommallens.com, +44 (0)1926 678 920 or follow me on Twitter at @TomMallens.

1. How
to
get
warm
(not
cold)
sales
calls
using
Linkedin
.
.
.
Most
people
don’t
like
getting
cold
calls
from
people
they
don’t
know
trying
to
sell
them
things.
3. It helps you learn about your
prospects AND interact with
them before you call so they
know who you are.
Which means you get more effective sales calls
and more face-to-face meetings.
5.
Look
at
your
prospects’
profiles
to
get
useful
information
so
you
can
build
rapport
and
ask
informed
questions.
6.
You
can
either
call
prospects
direct
or,
even
better,
build
up
regular
engagement
with
them
first.
7.
If
you
keep
in
touch
with
prospects,
share
useful
information,
and
offer
to
help,
you
can
build
trust
even
before
you
call.
1.
2.
4.
8.
Helping
you
get
more
leads
from
Linkedin
in
3
easy
steps
W:
tommallens.com
E:
tom@tommallens.com
T:
01926
678
920
M:
07917
005
938
@TomMallens
Which
is
why
Linkedin
is
such
a
powerful
tool
for
warming
up
awkward
cold
calls.
When people get back in
touch, you have a two-way
discussion that makes your
otherwise cold call into a
warm lead.
9.
It
also
quickly
helps
to
build
awareness
of
you
and
your
products
&
services,
which
is
a
great
way
to
enhance
word-­‐of-­‐mouth
awareness
and
referrals!