LinkedIn’s precise filtering first filters out invalid contact information and then improves the efficiency of overseas customer development.

LinkedIn has always been a very important platform in B2B customer development, especially suitable for finding business leaders, purchasing, sales leaders, marketing leaders and industry decision-makers. The problem is, "finding a person" on LinkedIn is not the same as "having a customer you can connect with." Many teams add a large number of contacts every day, and also sort out a lot of company lists and position information. After actually entering into sales communication, they find that: the contact information has expired, the number format is wrong, the customer is not in the target market, or although the position seems suitable, it is not a potential buyer of the current product at all. The role of LinkedIn's precise screening is to first remove invalid contact information, duplicate data and channel mismatches in the contact list, and then judge the customer value based on position, company, industry and region, so that sales can make fewer ineffective attempts.

This article is more suitable to look at the results backwards.In the end, LinkedIn customer development is ineffective. It is not necessarily because the platform has no customers, nor is it necessarily because sales cannot chat. The problem may have appeared earlier in the selection of contacts and the organization of contact information. Let’s first look at why “a lot of people have been added but there is no demand”, then check the quality of numbers and contacts, and finally know what exactly LinkedIn should filter for.

There are so many LinkedIn contacts, why are there so few people who can actually talk about business?

The biggest advantage of LinkedIn is that users have relatively rich professional information. Companies can find target groups based on positions, industries, companies and regions, which is why many B2B overseas customer acquisition teams like to use LinkedIn.

But just because career information is abundant, doesn’t mean every contact is worth developing.

For example, if a company sells industrial equipment, search"Manager" may appear in a large number of positions such as operations manager, human resources manager, marketing manager, store manager, etc., of which only a small part are actually involved in equipment procurement. If the target position is selected too broadly at the beginning, even if all the numbers are valid later, the sales conversion will still not be high.

LinkedIn’s precise customer screening should first solve the problem of “who to find”.

Companies need to identify people who are truly involved in decision-making based on their products. For example, if you are doing enterprise software, you can pay attention toIT person in charge, operations person in charge or corporate management; if you work in industrial equipment, you can focus on positions related to procurement, production, engineering and factory management; if you work in marketing services, you are more suitable for market, growth and business leaders.

If you haven’t screened the position and business relationship clearly, you can do it later.LinkedIn number detection only turns inaccurate people into "inaccurate users who can be contacted."

I have chosen the right contact, but why can’t I be contacted so often?

This isSecond-level questions in LinkedIn customer development.

Enterprises fromAfter LinkedIn obtains contact information, it may supplement the contact information through the official website, event registration, corporate directory, public business information or normal business dealings. But these numbers may not always be valid.

Some numbers have been stored for a long time and users have changed their contact information; some numbers lack international area codes; and some numbers are duplicated in multiple tables. The same enterprise contact may also be saved several times due to different sources.

If sales are not doneVerification of LinkedIn contact information will involve a lot of manual trial and error.

Try it todayWhatsApp, I don’t have an account; I’ll check Telegram tomorrow; I’ll find out in a few days that the number format itself is wrong. It is not obvious when the amount of data is small. Once LinkedIn sales leads reach thousands or tens of thousands, manual verification will become very inefficient.

so,The second step in LinkedIn's accurate screening is to first deal with the quality of the contact information itself.

What exactly should LinkedIn accurately screen for?

Many people will"Precise screening number" is understood to mean directly screening out the customers who are easiest to complete transactions.

In fact, it is difficult for number detection tools to determine whether a person has a purchase plan alone.

more practicalLinkedIn’s accurate screening number should be divided into two parts.

The first half is contact screening. This includes whether the number format is normal, whether it is repeated, whether it belongs to the target country, and whether it has the basis for subsequent communication on social platforms.

The second half is business screening. This includes whether the person's position is a target position, whether the company is a target industry, whether the country is a current key market, and whether the user has had any consultation, registration, activities or other real business activities with the company.

The former solves"Can we contact you?", the latter solves "whether it's worth contacting".

Only after the two are combined can we get closer to the realLinkedIn’s precise customers.

Digital Planet is suitable for placing in the contact information verification layer

LinkedIn itself is better suited to helping businesses find professional connections and company information, while Digital Planet is better suited to processing the number data that businesses have already obtained.

If the team has accumulated a batch of data through normal business channels, official website consultation, event registration or existing customer base,For LinkedIn related contact numbers, these data can be sorted, and international number detection and duplicate numbers can be checked through Digital Planet, and the activation status of platforms such as WhatsApp and Telegram can be screened based on subsequent business needs.

For example, a batch ofLinkedIn contacts are from the United States, the United Kingdom, France and Germany, and sales are ready to continue communication via WhatsApp. You can first use Digital Planet to screen numbers with basic WhatsApp communication capabilities, and then create different lists based on positions and industries.

When doing software business, you can organize it separatelyThe person in charge of IT and the person in charge of operations; when working on industrial products, you can separate purchasing, factory management and engineering contacts; when working on market services, focus on retaining marketing, growth, business development and other related positions.

so,LinkedIn is responsible for helping companies determine "who this person is, what company he is in, and what position he holds", and Digital Planet assists in solving "whether this contact information is suitable for continued use." Don't mix the two links together, but it will make it easier to form a clear LinkedIn customer development process.

If your LinkedIn number is valid, it does not necessarily mean that you are a precise customer.

This is a point that must be emphasized again in the future.

A number of the person in charge of purchasing can be used normally after testing, which is indeed more valuable than an incorrect number. However, if the products sold by the company have nothing to do with the other industry, this data still cannot be considered accurate.

For example, if a company makes logistics software, the contact person is the purchasing manager of a manufacturing company. The position sounds great, but the purchasing manager may be primarily responsible for raw materials, while the real decision-maker for logistics software may be the head of operations orHead of IT.

therefore,LinkedIn customer screening should not just look at job titles, but should also be combined with the company's business and actual product usage scenarios.

A simpler way to judge is: whether this person will use the product, influence product selection, or participate in purchasing decisions.

Satisfying one of these is worth investing more time in sales.

differentLinkedIn clients, first message should be different too

FinishAfter LinkedIn contact screening and number verification, the next step is sales communication.

One of the most taboo methods of LinkedIn customer development is to directly send a unified introduction when you see a position that matches the position, such as "Hello, we are a professional company and hope to cooperate with you."

This kind of content does not reflect why the company chooses the other party, nor does it explain the relationship between the product and the other party's business.

A more natural way is to combine the other party's disclosed professional information and existing business background.

If the other party is the person in charge of logistics, it can focus on warehousing, transportation or order management; if it is the person in charge of marketing, discuss customer acquisition, user growth or advertising efficiency; if it is the person in charge of marketing,IT leaders can enter from system efficiency, data management or tool integration.

The first sentence does not necessarily need to introduce the entire product, it only needs to let the other person know why this matter is relevant to him.

The place where LinkedIn’s precise customer development really improves the response rate is not how beautifully written the words are, but when the salesperson finds the right person and says something relevant to the other person’s position.

When you can't get in touch, check the data first and don't immediately blame your words.

Some teams foundThe response rate of LinkedIn development is low, and the first reaction is to change words.

In fact, if the message does not reach the right person, no matter how good your words are, it is meaningless.

You can check three questions first: whether the contact position is correct, whether the number is still valid, and whether the communication channel is suitable. If there are no problems with these three basic conditions, then look at the opening content and sales rhythm.

For example, a batchFor LinkedIn sales leads, after testing through Digital Planet, it was found that many numbers did not activate the WhatsApp that the team planned to use. So the problem was not WhatsApp vocabulary in the first place, but channel matching. If the number can communicate normally but no one replies, then you need to further check the contact background and customer needs.

By checking backwards in this way, it is easier to find the real problem than constantly revising the sales copy.

LinkedIn customer development is not about adding more contacts

many people doWhen LinkedIn acquires overseas customers, it will regard “how many new contacts are added every day” as its core indicator. Of course quantity is important, but if the target position is inaccurate, the contact information is invalid, and the customer needs do not match, adding more people will only increase the sales workload.

More valuable data should continue to be looked at: the proportion of target contacts, the proportion of effective contact methods, the proportion of successful contacts, the customer response rate, the number of clear needs and the number of people who finally entered the quotation.

These indicators can tell companies where the problems lie.

If there are many target positions but few valid numbers, it needs to be strengthenedLinkedIn contact information verification; if the number quality is very good but there are few replies, you need to check the contact selection and the first message; if there are many replies but no demand, it means that the industry, company or product direction needs to be re-screened.

What LinkedIn's precise filtering actually filters out is not just invalid numbers, but a large amount of data that is unnecessary for sales to continue trying. First, clearly select the position, industry and company direction, then organize the existing contact information and communication channels through Digital Planet, and finally conduct one-on-one follow-up based on the customer background. Only then will the number of LinkedIn contacts be truly converted into B2B sales leads that can be promoted.

When LinkedIn customer development is ineffective, you don’t necessarily need to continue adding more people. First, take a look at the contacts you have now. How many of them have found the right person, left the right number, and chosen the right communication method?

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