Let’s face it.
We all know that the goal of any LinkedIn Outreach campaign is to get the conversation with your prospects out of LinkedIn inboxes and onto a call or into a face-to-face meeting as soon as possible.
The reality is that selling is a lot easier when done in person or over the phone than trying to close a deal via email.
The challenge, of course, is getting your prospects to agree to a call in the first place.
This is where many salespeople and business owners struggle.
They either don’t know how to properly reach out to their target market on LinkedIn or they’re not using the right tools and strategies to get the job done.
If you’re having trouble getting people to agree to a call, then you need to change your approach.
That’s where B2B Leads comes in!
In one of our FREE training videos, we shared our three-pronged approach for getting conversations with your prospects out of the LinkedIn and onto a real-life call.
Need to know the basics? This blog has you covered…
Before We Start: The Basics of LinkedIn Outreach
LinkedIn Outreach is the process of connecting with potential customers on LinkedIn.
It’s a great way to build relationships, generate leads, and eventually close deals.
There are two main types of LinkedIn Outreach:
- Connection Requests
InMail is a paid feature that allows you to send direct messages to people who are not in your network.
Connection requests, on the other hand, are free.
You can send connection requests to anyone on LinkedIn, regardless of whether or not you’re connected to them.
Any good LinkedIn Outreach campaign starts with a detailed understanding of the sorts of people you want to reach out to.
You need to think about things like:
– Their job title
– Their company size
– Their location
– Their pain points
Once you have a good understanding of your target market, you can start reaching out to them.
Use LinkedIn’s incredibly powerful search filters to find the people you need.
If you need help with that, don’t worry, we have an article for that to.
LEARN MORE: How to Locate Your Target Market on Linkedin (LINK TO THE LAST BLOG I WROTE)
The 3-Pronged Approach to Getting People on a Sales Call ASAP
Now that you understand the basics of LinkedIn Outreach, it’s time to get into the nitty-gritty of how to actually get people on a call.
B2B Leads uses a three-pronged approach to getting conversations with your prospects out of the LinkedIn inbox and onto a call.
The approach is focused on maintaining organic conversation with the prospect and progressing the conversation by a series of simple, yes/no questions.
By consistently following up with prospects and keeping the conversation going, B2B Leads has been successful in setting up many calls with potential customers.
Additionally, B2B Leads has found that by focusing on yes/no questions, they are able to quickly gauge interest and move the conversation forward in a way that is comfortable for both parties.
As a result of this approach, B2B Leads has been able to establish many new relationships for our clients and help them grow their businesses.
Check out the steps below…
Step One – Connect on Value
The most important step in building any relationship is to connect on value. What can you offer someone that will help them in some way? This could be anything from helpful advice to a product or service that meets a need they have. Whatever it is, make sure that you communicate this value clearly when you reach out to them. Ask yourself how connecting with you will benefit them and make sure they know the answer. If you can establish this connection, you’ll be well on your way to building a strong, lasting relationship.
One of the most common mistakes people make on LinkedIn is sending generic messages to their connections. This not only comes across as impersonal and insincere, but it also makes it less likely that your message will be read. Instead, take the time to personalize each message you send, and focus on providing value rather than just promoting yourself. When you make an effort to connect with your prospects on a personal level, you’ll be much more likely to build lasting relationships – and that’s what LinkedIn is all about.
Step Two – Identify Interest
Congratulations! You’ve taken the first step towards connecting with your dream client.
Now it’s time to find out if they’re interested in what you have to offer. Keep your message short and sweet, and include a call to action so they can let you know if they want to learn more.
The key here is to make it easy for them to respond. If they have to search for your contact information or fill out a long-form, they’re much less likely to follow through.
Send them something short and sweet, maybe a quick link to a short page with some helpful advice or information based on the value you connected on and ask them if they would be interested in learning more?
Remember, you’re just trying to gauge interest at this point. You’re not ready to close the deal just yet.
If they’re not interested, don’t worry – you’ll find someone who is.
Don’t fear the answer ‘no’. In some ways, it’s good to know where you stand with a prospect. If they’re not interested, you can move on and focus your energy on someone who is.
On the other hand, if they are interested…
Step Three – Propose The Call
You’ve done it!
By this stage, you should have established interest with your prospect and built a rapport. Now is a good time to propose a call so that you can take the conversation out of the LinkedIn inbox and onto a more personal platform.
However, resist the urge to send them a booking link, such as Calendly. In our experience, this can make people feel like they are being put through a system or process.
Instead, try and keep the engagement organic and natural. Offer the booking link but also let them know that you are open to finding a time that suits them best the old-fashioned way!
This will help to build trust and show that you are invested in having a conversation with them.
Once the call is locked in, send the call link.
Well done, you’ve successfully taken the call offline!
Bonus Tips – Things To Think About
Ideally, the above steps can be accomplished in a matter of hours.
In the real world, however, you could potentially be having five, six, seven or even 10 of these conversations happening at once on LinkedIn.
It’s important then, to have solid processes in place to ensure that messages are responded to in a timely manner.
Set up a notification system for when you get messages on LinkedIn, and make sure to check them regularly.
You should also consider implementing a follow-up system for when people don’t respond to your messages. This could be as simple as sending a short reminder message after two or three days.
By staying on top of your messages and following up with people who don’t respond, you’ll maximise your chances of success.
Still need help? Get in touch with B2BLeads today and put LinkedIn Outreach done for you by experts who do this every day.
Ready to take your LinkedIn lead generation to the next level?
Book a call with our team, learn more about what makes us different and whether or not our strategies would be a good fit for your business.