LinkedIn is a powerful tool for the modern sales representative.
You can use the platform to research your prospects, as well as connect and engage with targeted individuals and decision-makers to build trust. You can also build a network of relevant people from your industry niche and establish yourself as a subject expert—something that can translate to more deals.
But using LinkedIn for sales prospecting is also equally daunting. You‘ll find yourself spending hours trying to find how to get emails from LinkedIn connections as not everyone who accepts your connection request will reply to your requests.
This begs the question: is there any way you can enhance your sales prospecting efforts on the platform? Only one way to find out… keep reading.
Why Sales Representatives Need a Multi-Pronged Approach for Successful Prospecting
The quality of prospects is always more important than quantity, but you already know that. What you want to know is how to get this small group of highly-qualified leads.
For starters, you need to understand the importance of personalization in the world of sales.
Getting caught up in the number of prospects you have in your sales pipeline is easy, but that won’t always translate to the number of deals you close every month. So don’t put too much pressure on yourself and make “prospecting like crazy“ your only approach. It won’t pay off.
Instead, make your outreach as personalized as you can (without being creepy) to stand out from your competition’s aggressive sales teams and selling tactics. You also want the prospect to feel they’re talking to a human being, and not a sales robot.
Send personalized LinkedIn connection requests, personalized emails, and make a personalized introduction when you’re on the phone. Do things that help you win your prospect’s trust.
An excellent way to do this is by adopting a multi-pronged approach to outbound sales. Implementing this approach will connect you with more prospects and help you close more deals.
Below, I’ve explained the three main ‘prongs’ of the multi-pronged approach in more detail.
1. Social Selling
You won’t see immediate results after connecting with a prospect on LinkedIn. However, you can still get them to pay attention by posting regular updates, ranging from making company-specific announcements to sharing relevant articles that provide your prospect or lead value.
Regularly posting on LinkedIn can trigger your prospect to check out your profile or send a connection request, which will give you an opening to reach out to them. Also, don’t be too formal or salesy when starting a conversation. LinkedIn is a social environment and you’ll be more likely to take the conversation forward if you have a casual, human-like approach.
2. Emailing Prospects
As a sales rep, your ultimate goal isn’t only to capture interest but to start a sales conversation. However, email can be a black hole that opens itself to many unknowns.
Is your email even being opened? What type of traction is it getting? Is the proposal being forwarded around the organization?
There are way too many questions.
Luckily, you can use email tracking tools to see when, where, on what device, and how many times your email was opened. This makes the follow-up process more efficient and targeted when you touch base for the second time.
Top Tip: Always include a CTA that’s tied to your desired outcome. For example, if you want to schedule a phone call, suggest a few times and ask when they are available. You can also include a link to your online calendar.
3. Calling Prospects
Emails help you generate interest and send proposals, but talking on the phone is still the best communication channel for closing a deal with the prospect or lead. What’s more, thanks to social media and email automation, you’ll already know a lot of background information about your prospect and their organization, making it easy to close the deal.
Make sure you have one or two touch points before you get on the phone. For example, you can send them an introductory email or a message on LinkedIn. It’s your choice as both methods work.
As you can see, applying the multi-pronged approach can improve your prospecting outreach and ensure you always have a steady stream of prospects in your sales pipeline. But before you implement it, you’ll need to collect the right contact details, such as the email addresses and phone numbers of your prospects.
Luckily, that’s easy too.
How to Get People’s Emails From LinkedIn Using Lusha
Lusha is a reliable lead management software that helps sales representatives “establish a fast and true connection with the leads, contacts, and candidates.“ It offers tons of amazing features and solutions, including CRM integration, lead management, team management, and database management.
With Lusha, you can eliminate the need for making any manual entry or working with inaccurate contact details. Use it to enrich your prospect database, as well as search and tap potential leads on LinkedIn and Gmail.
Lusha is also a powerful email finder tool. It helps you pull business email addresses from LinkedIn search results but also your prospects company domain too.
Below, I’ll show you a short step-by-step tutorial of how you can use Lusha to get emails from LinkedIn connections, without having to send them a LinkedIn connection request first. Let’s take a quick look.
1. When you want a single email
Once you find someone who fits your ideal customer profile, use the Lusha extension to extract that person‘s contact details and get in touch directly.
Here’s how to go about it:
- Install the Lusha extension, a free Google Chrome extension tool that extracts emails and personal phone numbers from LinkedIn profiles when you’re on the platform.
- Open the LinkedIn profile of your prospect.
- On the top right-hand corner, you’ll see the Lusha icon.
- Click on the logo to see the available contact information. Remember, you’ll have to use your Lusha credit to view the details.
If you want to reach out to PayPal CEO Dan Schulman, Lusha is all you need. As soon as you click the icon, you can view Schulman‘s work and private email addresses and phone numbers. Notice how Lusha also provides a lot of information about his job role at PayPal, plus other company information.
2. When you want emails in bulk
Here, I’m going to assume you’re a Salesforce, Lusha, and Sales Navigator user.
If this fits the bill, you’re probably wondering how to find your prospect’s emails on LinkedIn in bulk and improve your CRM. Answer: by integrating all three tools.
- Use the LinkedIn sales navigator to create a lead list. The tools advanced search features will help you get more precise results, making your prospecting more efficient.
- Sync all your connections between Sales Navigator and Salesforce. This will transfer all your leads to your Salesforce CRM.
- Use Lusha for Salesforce to enrich your prospect database or contacts. You can either update each list one at a time or update them all at once in your database.
Note: Lusha for Salesforce automatically updates the contact and company data in your CRM as soon as it changes. This ensures you have the most comprehensive view of your prospects always, plus Lusha also provides customer characteristics and traits that can help to sell better.
Lush can also help you extraact email addresses in csv or excel format too. This way, using their chrome extension, you can add your contact info into almost all sales and CRM tools.
Investing in a reliable email extraction tool like Lusha can help you find someone’s email on LinkedIn within minutes—a task that would have otherwise taken you hours. They also offer verified email addresses too so you’re not wasting time prospecting bad data. So always invest in the right tools and make prospecting, and in turn, selling streamlined and more effective.
LinkedIn is an excellent platform for sales prospecting. But whether looking for prospects on the site is challenging or easy will depend on you and your decision to use available tools that simplify and speed up prospecting without compromising on data accuracy.
I hope this article helps you understand how implementing the multi-pronged approach can bring you selling success—something that using the right sales tools will only amplify by boosting productivity and improving results.
If you are having trouble finding your prospect’s email, download the Lusha Extension right away. Also, don’t forget to sign up for Salesman’s Selling Made Simple Academy™ to learn the best ways to find and close more outbound sales in just 30 days.