The Ultimate LinkedIn Messaging Guide

CHAPTER 2THE PROSPECTING MAZE

Not that long ago, salespeople only had a few methods to contact prospects and customers. They could pick up the phone and call them, send them a letter, perhaps even send them a fax or see them face to face.

As time has gone on, technology has advanced, and we now live in a time where there have never been more platforms for communication.

Suddenly, we have text, email, social media, video and more. As salespeople we must realise that our prospects are all using these different methods, and we now have more chances than ever to reach them. What an exciting time to be working in sales, right?!

Never before has a salesperson had SO MANY selling tools available. Yes, it means we have more to learn and master, but it creates so many more opportunities to sell.

Due to the variety of available communication platforms, we all might prefer to use different ones. Some people prefer the phone, some prefer social media and some prefer email.

FIGURE 1.1 The Prospecting Maze

There's no right or wrong here, just individual choice. And this is the reality of prospecting, of modern‐day digital prospecting. It involves multiple channels, multiple platforms and tools, but what that creates is multiple opportunities to reach and engage your prospects and customers.

I think one of the best ways to illustrate it is to use a finger maze puzzle…

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