Are you not getting genuine interest from prospects on LinkedIn?
LinkedIn is an amazing tool if you have a system for using it. We help clients do just this, and these are the lessons I’ve learned from doing this.
1. Be Authentic
Being yourself is probably the single biggest difference maker in helping you stand out from the crowd of spam on LinkedIn. I cannot tell you how many times I’ve seen people accept our clients’ requests with messages that say, “I get so many of these connection requests but yours was really refreshing.” or “You’ve just earned yourself a sales call with that thoughtful message” or “You don’t sound like a bot!” These are all actual responses and they come from being authentic about why you are reaching out, and what value you can provide. You’ll be surprised how well people respond to messages like this, even when they’re out the blue.
2. Provide Value
Never hard sell. Always make it about your prospect. Always go in with the mindset of trying to help. Stop for a moment and think about the last time someone contacted you out the blue. Was the experience valuable or annoying? It’s so rare for someone to genuinely want to be of value to others and to consistently aim to provide this value without expecting anything in return. If someone did this for you, and you got some value out of it, who would you turn to when you need more help with the same problem? Do this for enough people and you’ll be turning away business before you know it.
3. Keep It Short
It’s a simple fact. Most people are going to read your message on their phone. If they have to scroll too many times, chances are they’re going to ignore it. They might even scan scroll their screen to see how long it is before starting it, I know I do. Your challenge is to start a conversation, offer value and be as clear as possible about why you are reaching out, in the shortest possible amount of words.
4. Follow Up
MarketingDonut found that 80% of sales require 5 follow-up calls after the meeting, yet 44% of salespeople give up after 1 call. Even worse 92% of sales people give up after four “no’s”. When you consider that 80% of prospects say “no” four times before they say “yes”, this means that 8% of sales people are getting 80% of the sales! I’d recommend having a plan for at least 5 touch points for every connection. Your persistence will pay off.
5. Optimize Your Profile
You know how you can tell when someone is saying something, but you’re seeing something else? Well, it’s the same on LinkedIn. When you message someone out the blue, they’re able to visit your profile to get some context on who you are and why you’re reaching out to them. They’re looking for the relevance. And your profile needs to support your message and reason for contacting them. This means having a clear value proposition in both, using the same keywords and demonstrating the same value.
6. Do Good
Finally, just be a good person. Be polite. Be professional (it is LinkedIn after all). And be respectful of the time of the person you’re reaching out to. You will never be able to brute force your way into a sales appointment. The other person has to actually want to speak with you. The more you show respect, and act professionally and politely, the more chance you have of people liking you, and therefore agreeing to talk to you.