Are you getting frustrated with the quality of B2B leads you get from LinkedIn? Not getting any interest from the people you connect with?
You may be making one of these 5 mistakes.
1. Hard Sells
Hard sells definitely don’t work. Just ask yourself this, if someone connected with you, and then immediately messaged you to try sell you something, would you want to talk to them? You want to be making offers to your prospects, but only after you’ve developed a relationship with them first. Hard sells off the bat are a sure way to make people want to disconnect with you.
2. Me, Me, Me
Similarly, when the message is all about the person sending it, it’s a huge turn-off. If a message is all about how great your product or service is, and how many lives it has changed, then ok. But how does it help me? It’s fairly obvious when no effort has been made to consider how this would apply to me. Which makes me think it’s been sent to a lot of people. Which makes me think it’s probably not for me.
3. The Shotgun Approach
Somewhat related again, but worth mentioning – the shotgun approach is when no effort has been made to make the message and reason for sending the message relevant. I separate those two things because you can influence them separately. The message is obviously your copy – what you’re sending out to people. But your reason for sending is related to your targeting. Why are you sending it to this Prospect and not that one? Like your profile and your message, your prospect and your message also need to match.
4. LATE REPLIES
Harvard Business Review did a study that showed firms that contacted potential customers within an hour of receiving a query were nearly seven times more likely to qualify the lead. Wait 24 hours or longer and you are 60 times less likely to convert that lead!
Online leads have a short life span. Think about it. Your Prospect probably received your message on their phone. They scanned it, and thought, sure, what the heck, I’ll take a call with this random person. They then go about their day and all the distractions life presents. If they only hear from you a full day later, babies could’ve been born, markets could’ve crashed or life could’ve just happened. Who are you now? What is this about?
All that hard work in getting their attention is for nothing.
Be responsive, and you’ll have a much better chance of holding their attention when you still had it.
Finally, it is worth spending some time discussing the automation services out there like Dux-Soup, LinkedHelper, Orca, Zopto and Meet Leonard.
Yes, these can save you a great deal of time.
But every single one of them has “use at your own risk” disclaimers in their terms and conditions. This is because they specifically prohibited by LinkedIn’s terms and conditions.
The LinkedIn User Agreement states they “don’t permit the use of any third-party software, including “crawlers”, bots, browser plug-ins, or browser extensions (also called “add-ons”), that scrapes, modifies the appearance of, or automates activity on LinkedIn’s website.”
Users in violation of this and any of the other conditions of use run the very real risk of having your account banned. Trust me, I’ve seen it.
The question you have to ask is, are you willing to risk losing access to your profile forever?