The Ultimate LinkedIn Sales Guide

CHAPTER 21MULTI‐TOUCH SELLING

There are a few terms for it, multi‐touch, combo, Omni‐channel, modern, digital, it all means the same thing: using ALL of the tools available to communicate with your prospects and customers.

In this book I've shown you how to leverage LinkedIn in all of the ways that you can. But I can't stress enough that to get the most out of LinkedIn, you will need to use other platforms as well.

This includes:

1. – Phone calls
2. – Texts
3. – Video messages
4. – Video calls
5. – Emails
6. – Voicemails
7. – Letters
8. – Gifts
9. – Referrals
10. – Door knocking

Every sales strategy, whether you're working for yourself, working as part of a small sales team or a large enterprise company, should include a multi‐touch sales approach.

I have had many deals won that have been 100% created and closed on LinkedIn, without the use of any other platform. However, the majority of my business will involve at least one other, if not several other, platforms as well.

The most common sequence/cadence for me is to create the opportunity via LinkedIn, getting to the point in a LinkedIn message conversation that the prospect wants to receive more information or a quote via email, or to arrange a phone call or video call to discuss in more detail.

The formal proposal is then usually sent via email or DocuSign, followed by a preparation call or video chat before delivery.

To this day, I still use all of the items on that list. I send gifts to prospects, I send letters, I generate business through referrals, ...