So being able to generate leads is great.
And being able to do it on Linked-In is even better because he didn't able to find a better qualified
lead.
In most cases so what goes into making a good lead.
Well as you can see here we've got a nice little minor kind of thing going on and it's a kind of extension
of a model that you may already be familiar with if you're trying to target a decision maker.
You have to make sure that decision maker has the money the authority and the need to buy your product
so for money.
Obviously they've got to have a budget.
You know they've got to have some sort of budget for your products and services.
Otherwise there is very little point in targeting them in the first place.
They may love your products and really want to need your product but if they can't afford it there's
absolutely no point.
So we need to target people who have budgets.
The second part of Mannas process is all 30.
So again this may sound very straightforward very basic but it's worth pointing out that we do need
to target the right prospects and Linked-In that have the authority to sign off on a new project or
a new product or service that you are trying to ultimately to sell or reach out to them for.
I don't know.
All 30 can be determined quite simply by possibly job title or having a little bit of understanding
about the particular industry or company that you're trying to target.
Need is again very very straightforward and it forms part of the well-known I can imagine so many Authority
need and they seem to have a need for your product or service you know they actually need in some way
or want to in some way.
Otherwise the chances of you being able to convert them are infinitely harder.
Now bearing in mind you can always target people who could introduce you to somebody who's got the authority
or somebody that could introduce you to somebody who has the money to spend in your sector.
But we're all about the minimum effective dose here and there is so much opportunity and opportunity
and Linked-In we really do need to go after the low hanging fruit here.
And so that's the money or authority need part of this taking care of the recency are in manner is very
much a thing that made a massive difference when I started targeting prospects on Linked-In being able
to target people who have proven recency in your sector or in a complementary sector.
So what do I mean by recent say well let's say for example I'm trying to sell search engine optimization
services I could reach out to business owners or marketing directors or marketing manager.
Yes of course it could and that would probably make absolute perfect sense you know they're the people
who have the authority to buy my product or service they have a need potentially for Search Engine Optimization
and assuming that they've got a budget for it they would also have the money as well.
However my chances of success in selling search engine optimization would be greatly increased if that
particular client had a certain amount of Recency signals and what we mean by that needs.
Let's say for example they've just ordered or just completed a brand new website.
Very often even in this day and age people who are responsible for the Web sites don't often consider
a search engine optimization until and it's like a bit of an afterthought.
So if somebody just had a new Web site for example they would have recency in the sector.
They're actively trying to improve their online profile.
It might be a perfect opportunity for me to approach them with some sort of search engine optimization
services.
Let's say for example we are trying to target public relations services if we can identify a prospect
this has the money or authority and need and has recently gone through say rebranding exercise.
They've just launched a new product or service are about to launch a new product or service then it
now would be a great time to reach out to them and offer public relation based services.
If you're trying to target builders and they've just won a new contract for a new housing development
for example and you're a supplier to the building trade if you notice on Linked-In that they are just
announcing a new contract.
We know what a great time to get involved and start opening the channels of conversation to that building
company.
So just to recap the money the authority the need and the recency.
These are the things that we look for when trying to target prospects and leads on Linked-In in the
remaining lectures in this module.
I'm going to show you ways in which you can understand if they have the money or authority need and
recency to identify them as the best possible prospect and lead for you and your business.