Podcast: How to follow up on LinkedIn (without being annoying)

There is nothing more frustrating than when you start a great conversation on LinkedIn with a potential client and then all of a sudden…

Silence…

In this video, I share the exact steps and messages to send to follow up prospects, reignite conversations and book more calls using LinkedIn.

Video Transcript
When most people leave money on the table, when it comes to finding new leads, generating new sales on LinkedIn is the followup process. Look, if people can’t get a conversation starting and someone on call straight away, they generally have trouble managing and nurturing that relationship. But the problem a lot of people have is that conversations seemingly on LinkedIn go dead.

So what seems like a really hot lead, someone’s really interested, all of a sudden you get this radio silence. And that’s where most people give up ’cause obviously, you don’t wanna annoy people, you don’t wanna keep harassing people. So in this video what I’m gonna do is I’m gonna show you how to use LinkedIn to nurture those relationships, follow people up without annoying them. So let’s jump straight into it.

All right, guys, just want to do a quick video like I said, on how to follow people up, nurture the relationships on LinkedIn that seemingly have gone cold or gone dead. And this is where a lot of people just leave money on the table. It’s not super complicated to recoup that money or that cashflow, but most people are worried about, I guess, annoying people, which is fair enough. And they tend to just do nothing rather than recouping these relationships and getting people on the calls and moving those people through the sales cycle.

So, what I wanted to do was to give you a bit of a breakdown like a usable template that you could use as part of your followup process. So this is based on, you’ve reached out to someone on LinkedIn, you’ve connected, and you’ve started a conversation. They seem genuinely interested in what you do, but for whatever reason, the conversation’s just gone dead. You can’t get them to respond. So I like to do a followup sequence, and space each message out by at least a week. But generally what I do, and I’ll do it here.

Give that a second to load it up, is if someone hasn’t responded, is send a follow up one after the followup message. And then obviously what you can do is, follow up two. Follow up three. So I tend to like to send three follow-up messages at max if I’m not hearing back from someone. The truth is on LinkedIn, people don’t check it that often. It’s not like their email inbox. And you’re not at the top of these people’s priority lists.

So if they forget to check the message or reply, they’re not gonna have it on their list of things to do that, they’ll just move on with their day. So it is important to get those touch points in and follow someone up if they’ve expressed some interest. The more touch points we can get in, the more people I’ve found tend to actually respect that. It’s up to you to take onus of the relationship development, and really make sure that people will engage with you if they have the interest.

So like I said, I like to send three followup messages and space it by at least a week. Well, what I have found good as well is to get more touch points in without actually sending more messages is to add some spaces in there as well. So, rather than just simply messaging someone, we can add other forms of engagement on LinkedIn. And the reason this is powerful is it lets us get touchpoints in without annoying the person, but floating our name to the top of their inbox. So I’ll start with the follow up messages. And each one of these is spaced out by at least a week.

So you can see over time, it can take quite a while for this full touchpoint sequence to go out, which is why you need a good system. And we have our own CRM system to manage this, to tell us what touch points need to go out when, so that we can continue to nurture these relationships. So the first followup I like to use is similar to this. Hey, just a friendly follow up on my last message. It doesn’t have to be anything more crazy than that. You might say it in your own words.

It’s basically just to follow up your last messaging and bring your message back up to the top of the inbox. Next message I like is, hey, just another friendly followup if you prefer. And then what we wanna do is be respectful of their time as well. We’re trying to give a mission to get a touch point in later. If we can just get some form of communication from them, it sort of starts the sequence again. And we’re just getting some form of engagement. We really wanna try and get them to engage with us.

So just know the friendly follow up. If you prefer, we can organize a chat some other time. So we’re being respectful of their time and trying to get some form of engagement and permission to make contact later. And then I like to finish. If we’re not getting anything, we really just need to say, look, I’m not gonna message anymore. Just wanna follow up last follow up. Don’t reply to your inbox any further, and then try and just get something else out there. Like try and get, in some way, add extra value. If we can send them a resource, then they can read it in their own time and hopefully, see the value in what we do and just get more of us and our business and our brand in front of them.

So like I said, it doesn’t have to be super complicated, and we’re spacing that out by essentially one week minimum. But if we’re doing the engagement in between, then what we’re gonna do is space it out by about two weeks between these messages. So what I mean by engagement is rather than just going on LinkedIn and a spray and pray approach and commenting on, the stuff that shows up at the top of our newsfeed, what you can do is go to that prospects page, their LinkedIn page, and see what activity they have on their profile. Have you endorsed them for some of their activities that they’re involved in, or you make a comment on one of their posts.

Now, generally what we’ve found is people’s prospects, people they’re reaching out to generally aren’t super active on LinkedIn. So what happens is when you make a comment on on their post, it just stands out. And it adds a lot more value to them versus someone who gets like 20 comments, 50 comments on a post and yours just gets lost. So it floods your name to the top of that list. Plus people love it when they get comments on their posts ’cause people want to get more engagement.

So it’s win, win, and if you can endorse them, it’s all about first of all, building trust, adding likeability, but mainly didn’t touch points in, just giving your name in front of them again, getting them to think about you building up those touch points over time. So that’s it, guys, nothing too complicated. The main thing is how do you manage those touch points and understand what everyone’s up to? ‘Cause as you can imagine, as you start to scale this up, it gets difficult to understand where everyone is up to.

So if you’re interested in seeing our system, how we manage it, feel free to just reach out, head to B2Bleads.com. Book in in for a time to chat, and more than happy to share how me and my clients do everything with LinkedIn and keep track of everything and basically generate leads without having to think too hard about it. Hope that’s been helpful.

As always, Ryan Caswell from B2Bleads.com, and have a great day, cheers.

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