Getting in the door
Now that you’ve identified a hot prospect who has a buying trigger, and used your pre-call research to create a timely, compelling pitch, it’s time to make contact. Unfortunately, it’s extremely challenging to get the attention of a prospective buyer in today’s hyper-competitive market where a typical decision-maker gets a bazillion sales solicitations a day.
What are InsideView Connections?
One of the most powerful features of InsideView Sales is the ability to consolidate your professional network, which may be dispersed across various places, into a single location where the information is always at your fingertips.
InsideView allows you to combine professional contacts from LinkedIn, Gmail, Outlook, and other sources. You can supplement this information by entering your education, past employers, reference customers, and contacts that you flag as Connections within InsideView.
Your expanded network
The more Connection information you provide, the higher your likelihood of having connections into a target account. You have access not only to your direct connections, but also to those of your colleagues who use InsideView.
Your private network
Sometimes new InsideView users are hesitant to add their connections because they feel like they will be adding them to the InsideView database and thus subjecting their contacts to a barrage of sales calls. But that isn't how InsideView's Connections feature works.
When you add your connections to InsideView, NOTHING gets added to the InsideView database unless you explicitly request it. InsideView Sales was designed with privacy concerns in mind.
How it works:
- Users provide us their contact list from Gmail, Google, Outlook or LinkedIn.
- InsideView Sales matches their contacts against the executives in the InsideView database. If their contacts exist, InsideView creates a link to review the information in the "People You Know" tab.
- If any of their contacts do not exist in the database, InsideView does not add those people in the database because that would be a violation of user’s privacy rights.
The "People You Know" tab on the Connections Settings screen shows connections added from LinkedIn, Gmail and Outlook. Names already in the InsideView database have links that go to the information we have for the person. The names of your private connections do not have links. Instead, they have an "i" button that allows you to add them to the database if you choose to.
Your colleagues will see that you have a connection to your private connections, but they cannot see contact information. They will need to come to you if they want to reach out to someone who is your private connection.
To add or not to add
So why might you choose to add your private connections to the database? The main reason is that unless they are in the database, you can't add them to a Watchlist, check their social media, or see their work history in InsideView. So, add your private connections to the InsideView database or keep them private. The choice is yours.
The big setup
There are three steps to setting up Connections in InsideView Sales.
- Import your contacts from other systems.
If you use LinkedIn, that’s typically the biggest source of connections. So start with that one.
InsideView will show how many contacts it has imported from each system, for instance, “354 of 489.” The first number is the number of your contacts that were in the InsideView database. The second number is the total number of contacts InsideView attempted to import. The difference between the two is the number of contacts in your private network.
Note that when importing contacts from Outlook, only your personal contacts are imported, not entries from corporate address books. If you want to add additional employees from your corporate address book, use Outlook to add them as personal contacts first.
- Add your personal education and employment information
One of the most frequent and useful types of connections is when you or a colleague has worked at the same company as a prospect. To see these connections, you’ll need to enter your prior work history.
If you don’t remember your employment dates, you can leave them blank. You’ll still see work history connections. Don’t forget to add your Education too.
- Add your personal reference customers
Company Reference Customers are added by your InsideView Administrator. But you can add your personal reference customers that aren’t part of the corporate list.
How to use InsideView Connections
InsideView gives you two ways to improve the odds of successfully engaging with a customer.
Find a warm introduction
The most powerful tool to get in the door is always a personal introduction. InsideView makes it easy to ask a connection to introduce you. Click on the name of the mutual connection, then click the “Ask for Referral” button to open an editable email addressed to the connection.
Start a conversation
If you can’t find someone to make an introduction, you can use InsideView’s Connection feature to suggest conversation starter topics.