Sales and marketing doesn’t have to be complicated.
Sure – SEO, Facebook ads and content marketing are cool… But they take time, money and expertise to master.
Instead, I find the best opportunities are right under your nose – referrals from your existing contacts.
Here’s an example.
A few years ago, I was doing a project for a health brand.
The founder of the company is well connected in that space.
So, I went to his LinkedIn profile and viewed his connections.
I did this by clicking the ‘500+ connections’ link under his name.
On the next page, I clicked ‘All Filters’ at the top to narrow down his list of connections.
Under ‘Industry’ I selected ‘Health, Wellbeing and Fitness.’
Finally, I narrowed it down further to my geographic location.
I now had a list of his connections in the health industry from my area.
I started scrolling and one connection stood out.
He was the founder of a nutrition brand based nearby.
Their website was using stock photos and had no video content.
So, I emailed my client asking if he knew the founder personally, because I felt I could help them improve their web presence.
He sent an introductory email and I booked a meeting.
A few weeks later, they accepted my proposal and I had a simple £4k project in the bank.
The easiest and cheapest way to get new business is through your existing network.
Referrals are always the best quality leads and have the highest conversion rate for me.
- Identify your best client
- Visit their profile and look at their connections
- Use LinkedIn’s filters to narrow down your search
- Email your client asking for a specific introduction
- Explain how you can bring value to their connection
- Bonus tip: Write the intro email for them to reduce friction
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