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You got the connection. Sweet.
Now what?
Keep the conversation going!
It takes a minimum of 8 - 12 touchpoints before securing a meeting.
Complex product? Try 18 touchpoints.
You can’t afford to go silent after connecting with a LinkedIn prospect.
The money is in the follow-up.
If you pay attention to your prospects, you’ll find lots of triggers that make following up seem natural.
Here are 21 follow-up triggers you can use today:
Company
1. Hiring Salespeople: Indicates growth and potential needs for new solutions.
2. New Executive Hires: Signals possible changes in strategy and openness to new ideas.
3. Funding Rounds: Fresh capital often means expansion plans and increased budgets.
4. New Product Launches: Shows a company is actively developing and promoting new offerings.
5. Mergers or Acquisitions: Indicates major changes and potential new company needs.
6. Anniversary Milestones: Celebrating a milestone can be a conversation starter.
Industry
7. Regulatory Changes: New regulations may create the need for compliance solutions.
8. Market Trends: Market shifts affecting their industry can create new opportunities or challenges.
9. Competitor Moves: Actions that might pressure them to adapt or innovate.
Individual
10. Job Promotions: A recent promotion can open doors to higher-level discussions.
11. Role Changes: A role change may have fresh perspectives or needs.
12. Thought Leadership Content: Engage with their content and start conversations around it.
13. Thought Leadership Comments: If they leave a valuable comment on someone’s post, engage with that comment, then start a conversation.
Events
14. Industry Conferences: Participation or sponsorship in events indicates active engagement and openness to networking.
15. Webinar Attendance: Joining webinars or online events can start a good follow-up convo.
Technology
16. New Software Implementation: Indicates openness to new technologies and complementary solutions.
17. Tech Stack Changes: Changes in their technology stack may create opportunities.
18. Existing Tech Stack: Start conversations around existing technologies that they use.
Intent-Based
19. Frequent Website Visits: Multiple visits to key pages on your website.
20. LinkedIn Engagement: Visits to your company's LinkedIn page, colleagues’ profiles, and engagement with your/company’s content.
21. Email Click-Throughs: Clicking links in your emails, especially those leading to product pages or resources.
➸ Now you have 21 follow-up ideas and 0 excuses.
The more personalized you can make it, the better, and the more channels you use, the more likely you’ll get a reply.