In a particularly insightful episode of The Social Selling Podcast, host Daniel Disney tackles a common concern among salespeople: what to do when your customers aren't active or present on LinkedIn. Daniel outlines practical strategies for engaging potential customers through alternative routes and enhancing one's presence on LinkedIn.

Key Discussion Points:

(01:25) Understanding the two types of prospects not on LinkedIn: those who are physically absent and those who are inactive.

(02:46) The importance of considering future possibilities, such as prospects eventually joining LinkedIn.

(03:46) Hypothetical scenario where the target is a VP of Sales who isn’t on LinkedIn.

(04:15) Strategy 1: Targeting other team members of the prospect who might be active on LinkedIn.

(05:41) Strategy 2: Broadening the search to other departments within the company to find connectable points.

(06:31) Strategy 3: Exploring other social networks where the prospect may be more active.

(08:19) Strategy 4: Utilizing introductions and referrals through mutual connections to reach the prospect.

(09:03) Strategy 5: Continually building and refining your personal brand on LinkedIn to attract prospects indirectly.