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Social selling and outreach are two complementary strategies that can be used together to first develop relationships with potential prospects, then generate leads. All with one objective in mind: to boost your sales.
The biggest challenge with outreach is finding the right prospects. You know your target audience, okay, but how do you know if they really need your offer?
Sure, you can scrape 1,000 prospects on Sales Navigator and send them a blind campaign. But outreach is evolving, and this strategy is producing fewer and fewer results.
The other option is to detect signals of interest from your target audience. And LinkedIn can be a goldmine for identifying them.
Here’s how and why.
What is a signal of interest?
In marketing, a signal of interest is an action or behavior by a prospect that indicates they are likely to be interested in a product or service. These signals can be explicit or implicit.
- Explicit signals: actions or behaviors that directly indicate an interest in a product or service.
For example, someone commenting on a cold emailing publication sends an explicit signal of interest.
- Implicit signals : actions or behaviors that indirectly indicate an interest in a product or service.
For example, someone who is part of a LinkedIn group on cold email sends an implicit signal of interest.
Why identify signals of interest?
If we pay attention to a person’s interest signals, we can show them that we’re interested in what’s important to them.
This can help us build a relationship of trust with them. But it can also help us send the right message.
By capturing the right signals of interest, we capture the right targets.
You want to sell a multi-channel prospecting Saas (like LGM 😏)
In that case, it’s a safe bet that the people who commented on a cold emailing post are potentially interested in your product. These are the people you need to target.
Once you’ve identified your prospects’ interests, you’ll be much less likely to fail.