The LinkedIn Edge

15Develop a Slow Prospecting Plan and Metrics

Slow prospecting on LinkedIn can yield impressive results if you have a solid plan. If not, you’ll waste time on dark roads and dead ends. Therefore, before diving in, it's vital to establish a clear roadmap that works for YOU.

You have limited time and a quota to hit, which makes it crucial that you balance slow prospecting with high‐priority sales activities that put immediate opportunities into your pipeline. With a good plan, however, slow prospecting on LinkedIn will become your force multiplier.

Set Clear Objectives and Activity Goals

Slow prospecting requires activity metrics no different than fast prospecting. You cannot manage what you fail to measure. These activities include:

• Establishing first‐degree connections with stakeholders at prospective customers
• Building familiarity and relationships with stakeholders at prospective customers
• Identifying, anticipating, and cultivating buying windows
• Gathering qualifying information
• Generating inbound leads
• Opening and initiating sales conversations
• Building relationships with future prospects
• Building your personal brand and credibility
• Establishing thought leadership through content creation, curation, commenting, and sharing
• Expanding and nurturing your professional network
• Generating warm introductions and referrals

Begin with aligning slow prospecting and fast prospecting activities so that the strategies and tactics for achieving your number are all rowing in the same ...