Articles — LinkedIn Prospecting
16 article(s)
03 · Personalise
The first LinkedIn message: six examples, annotated line by line
A first prospecting message has three parts: an observation, a bridging sentence and a short question. Three messages that fail, three that open a conversation, and what makes the difference in each.
4 min read
05 · Manage
A lightweight CRM for an SME that prospects: six columns and one rule
In an SME where two or three people sell, a heavyweight CRM ends up abandoned within two months. Tracking that lasts fits into six columns, and only one does all the work: the next dated action.
4 min read
02 · Understand
Structuring a 30-minute first sales meeting that ends in a decision
A first meeting is not a demo: it is a shared diagnosis that ends in a decision. The five-block structure, the questions that get people talking, and why a "no" at minute twelve is a good result.
4 min read
05 · Manage
LinkedIn reply rate: measure it before you compare it
Published reply rates cannot be compared: nobody counts the same thing. How to define the metric once and for all, calculate it on a closed cohort, and know what to change when it stalls.
4 min read
04 · Reach out
A prospecting sequence on LinkedIn, by email and on WhatsApp: what to say, where and when
Four touchpoints over two weeks, then a stop at day 21. One simple rule: you change channel to change context, never to repeat yourself. The full model, with an example message for each step.
5 min read
01 · Target
Write your ideal customer in one sentence, and use it to sort your prospects
An ideal customer profile that fits in one sentence can be tested, shared with the team and turned into a score. A three-page document is no use at all. The formula, five observable criteria, and the threshold below which you do not write.
4 min read
04 · Reach out
GDPR and B2B prospecting: what is allowed in France, Belgium, Switzerland and Luxembourg
Writing to a decision-maker without their prior consent is possible in France and Luxembourg, under specific conditions. Belgium is stricter for named addresses. Switzerland is stricter on bulk email. The actual framework, market by market, for an SME that does its own prospecting.
5 min read
01 · Target
Prospecting on LinkedIn in France, Belgium, Switzerland and Luxembourg: what changes from one country to the next
France, Belgium, Switzerland and Luxembourg are not one single French-speaking market. Working language, register, currency, company registers, sending rules: what an SME needs to adapt before writing.
5 min read
05 · Manage
Keeping up a sales cadence when you run an SME: a baseline and a few peaks
When delivery is overflowing, the managing director stops prospecting; when it slows down, they prospect in a rush. Breaking the cycle comes down to two rules: a weekly baseline that is not up for negotiation, and a few planned peaks during the year.
4 min read
02 · Understand
LinkedIn prospecting tools: what a B2B SME should check before choosing
Most LinkedIn prospecting tools are designed to send a lot. An SME that prospects with two or three people needs something else. Six questions to ask before you sign.
4 min read