Another way of thinking about LinkedIn industry screening: first split the customers by industry, and then see who is more worthy of contacting

DoWhen developing LinkedIn customers, the most common problem is that there are many accounts but the industry is too complex. Users from manufacturing, software, e-commerce, logistics, finance, education, etc. are mixed together. If sales follow up only according to "LinkedIn has been opened", people who are truly matched with the product will easily be blocked by a large number of ordinary accounts.

A more practical approach to LinkedIn's industry screening is not to first pursue more contacts, but to first break down customers by industry, and then combine the company, position, customer source and recent business actions to find people who are more worthy of priority contact.

First determine which industries you are really looking for

Industry screening cannot be based onStart with the number of LinkedIn users, but work backwards from the product. When selling industrial equipment, it is more worthwhile to focus on enterprises related to manufacturing, engineering, factories, procurement and supply chains; when doing SaaS software, you can focus on e-commerce, Internet, marketing, service industry and other scenarios; when doing logistics and warehousing, it is more suitable to organize customers around cross-border e-commerce, trade, supply chain and retail industries.

If the target industry has not been determined, the followingLinkedIn screening can easily become "contact whoever has an account." It seems that there is a lot of data, but sales people don’t know what to talk about when it comes to actual use.

Therefore, the first step is to list the core industries first, and then divide the secondary industries and temporarily irrelevant industries. The customer pool will be much clearer immediately.

Industry matching is more important than simply opening an account

a customerThe LinkedIn account is normal, but it does not mean it is related to the product. For example, in the field of industrial equipment, even if software developers, educators, and ordinary consumers have LinkedIn, they may not be worthy of entering the current sales pool.

On the other hand, the person in charge of purchasing of a manufacturing company, even if he usuallyThere are not many interactions on LinkedIn. As long as the company and product direction are highly matched, it may be more worthy of attention than ordinary highly active users.

thereforeLinkedIn account opening is just a channel label, and the industry determines whether the business direction matches.

When really doing precise customer sorting, it is best to first ask: Will this industry need the current product, rather than first asking if this person has it?LinkedIn.

Don’t make industry classifications too fragmentary

There are many industries on LinkedIn. If you break down dozens of sub-categories from the beginning, it will not be useful for sales. It is more practical to first divide it into several general directions, such as manufacturing, software and the Internet, e-commerce and retail, logistics supply chain, financial services, education, professional services, etc.

Later, if the number of customers in a certain industry is relatively large, continue to subdivide.

For example, the manufacturing industry can continue to separate machinery, electronics, auto parts, packaging, materials, etc.; the software industry can continue to separateSaaS, development services, marketing technology, and more.

This keeps your customer pool clear without making industry labels overly complex.

It’s best to look at companies and industries together

In the same industry, the company size and business direction may be completely different.

For example, they all belong to the e-commerce industry, and there are platform companies, independent sellers, brands, and service providers; they all belong to the manufacturing industry, and there are also factories, dealers, trading companies, and parts suppliers.

Therefore, after the industry screening is completed, the company name and company type can be retained. In this way, when sales see customers, they not only know"Manufacturing", you can also know what kind of company the other party is.

For example:

Germany + Manufacturing + Machinery Equipment Company

United States＋Software Industry＋SaaS enterprise

UK + logistics + cross-border warehousing service provider

India + e-commerce + brand sellers

This classification is easier to use directly than writing an industry label alone.

The position determines whether the person is a suitable contact person

If the industry is right, continue to look at the position.

Companies in a target industry may have manyLinkedIn users, but the people who are actually involved in purchasing, cooperation or product decisions are usually only part of it.

For exampleB2B equipment business can give priority to procurement, engineering, person in charge, supply chain and other related positions; marketing tools can focus on marketing, operations, growth, sales management and other roles; enterprise software may focus more on management, IT, operations and business leaders.

If the industry is suitable but the position has nothing to do with the product, the priority can be lowered.

soLinkedIn's precise screening is more like a three-level continuous judgment of industry + company + position, rather than just looking at one account.

Digital Planet is more suitable for supplementing the account and contact information layer.

When an enterprise has already saved mobile phone numbers, companies, industries, positions and other information in its own customer data, it can first sort out the international number format, remove duplicates, and then supplement it through Digital Planet.LinkedIn related account status or other target social platform status.

For example, it can be organized into:

India + Software Industry + Operations Leader +LinkedIn related account + official website inquiry

Germany＋Manufacturing＋Purchasing Jobs＋LinkedIn related accounts + historical customers

United States+E-commerce Industry+Market Leader+LinkedIn related accounts + recent product inquiries

France＋Logistics industry＋Position to be confirmed＋LinkedIn related account + event registration

Digital Planet solves the problem of sorting existing numbers and platform status. Industry labels should come from the company's existing customer information, professional information publicly provided by users, or normal business records. You cannot guess the industry based on your mobile phone number alone.

If there are any recent business actions, we should put them behind the industry and continue to screen.

Even if the industry and position match, it doesn't mean that the customer must have demand now.

For example, among two manufacturing purchasing contacts, one just submitted an equipment inquiry yesterday, and the other had not interacted with each other since attending the exhibition two years ago. The two people have very good industries and positions, but their priorities are obviously different.

soAfter LinkedIn industry screening, you still need to add the most recent business action.

These customers should be prioritized for recent inquiries, re-quotes, product consultations, and continued communication after events.

Target industry customers who have not had any interaction for a long time can be retained but entered into the general maintenance pool.

In this way, customer classification will not stop at"Looks accurate" but actually guides the sales sequence.

Target industries can also be divided into three levels

To make sales easier to use, industries can be divided directly into three levels.

Core industries: The product demand is the clearest and there are many historical transactions.

Related industries: There is potential demand, but it is not the current main customer.

General industry: The relationship with business is weak and is not a focus for the time being.

For example, for cross-border logistics, cross-border e-commerce and international trade can be placed in core industries; brand retail and manufacturing exports can be placed in related industries; industries that have no obvious relationship with cross-border business can be placed in the general group.

Sales will first look at the core industries every day, and then look at related industries after processing. There is no need toSearch back and forth among LinkedIn clients.

LinkedIn industry screening cannot directly equate industry to purchase intention

If a customer belongs to the target industry, it only means that the product may be related to his business, but it does not mean that he is definitely ready to purchase.

Industry is a filtering condition, not a transaction signal.

Real purchase intention still comes from actions such as active inquiry, application for trial, asking about price, asking about delivery, submitting purchase requirements, etc.

So don’t just mark it as high intention just because the customer belongs to a popular industry. A more reasonable way is:

Target industry + recent consultation = high priority;

Target industry + no recent actions = continuous cultivation;

Non-target industries + clear needs = re-evaluate whether there are special business opportunities.

This method is more flexible than mechanical labeling by industry.

differentLinkedIn industry, communication content should also be different

After the industry screening is completed, one of the greatest practical values ​​is that sales no longer need to send the same set of content to everyone.

Manufacturing customers can focus more on costs, delivery, production efficiency and technical solutions.

Customers in the software industry may pay more attention to functionality, integration, efficiency and usage scenarios.

E-commerce customers may care more about growth, conversion, operations and customer acquisition.

The logistics industry may focus on timeliness, cost, coverage and stability.

If the industry has been filtered out but still uses the exact same rhetoric, industry labels don’t really work.

Industry data is best reviewed together with historical transactions

LinkedIn industry screening is not done once and for all.

After doing it for a while, you can look back and see which industries really brought in inquiries and orders. An industry that was originally thought to be important may have a very low recovery; a certain industry that was originally only a secondary industry may have continuous transactions.

At this time, industry priorities can be adjusted.

For example, the software industry was originally given the first priority, but actually manufacturing customers have more transactions. Then the next round of customer development can increase the weight of the manufacturing industry.

Industry screening should change with real sales results, rather than always using the first set classification.

It is enough to retain a few core fields in the final customer table

After the LinkedIn industry filtering is completed, the customer profile can retain the country, LinkedIn status, company, industry, position, customer source, products of interest, latest interaction and current priority.

For example, a piece of data is the person in charge of purchasing in the German manufacturing industry.The LinkedIn related account is normal. I consulted the equipment through the official website 5 days ago. This kind of information can be directly followed up.

The other one is for ordinary jobs in the American software industry.The LinkedIn account exists but has not had any business activity for a year, so it can remain in the general maintenance pool.

The real value of LinkedIn's industry screening is to first separate customers from different tracks, and then determine the sales order based on the company, position and recent needs. The clearer the industry is, the easier it will be to get the subsequent communication content and customer priorities right.

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