ONE SEARCH IS NOT ENOUGH

Referrals are not always just about asking your clients for prospects. There are ways to get referrals on your own using LinkedIn and Mike is back to break it down. In this episode, Mike shares how you can get referrals by doing a search within a person’s list of connections and identifying potential buyers by analyzing trigger events from these connections. Find out more in detail in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MIKE: A SEARCH WITHIN A SEARCH

“If I know I'm meeting with Collin here at one o'clock, I go on Collin's profile, and you can click on their number of connections, and see their connections listed. There's actually a search bar there. So, you can search within Collin’s connections for like a VP of sales or, you know, HR, whoever you're selling to, and find connections that Collin already knows.”

MIKE: UNRAVELING TRIGGER EVENTS

“When you're doing these searches, there are a couple of other tricks I'd add here to, number one is thinking about trigger events that are leading indicators to when somebody needs to buy your services.”

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Mike Montague | Sandler | LinkedIn the Sandler Way

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