So we have already looked at setting up your LinkedIn profile to generate leads – the next step is taking the action to get the leads in – the exciting part!.
Plan ahead
Have your introductory message ready. This should consist of:
o Thanking your contact for accepting your invite
o A short intro as to why you’ve contacted them and why they should be interested in talking to you further
o An invite for a follow on call or email
o Details of your website/contact details
Set targets
Who is your target customer? What sort of organisation do you want to work with, is there a particular size of organisation? Consider location. Make a list of your top ten – use this as your focus
Job Title
The beauty of LinkedIn is you can go straight to the decision makers and bypass the gatekeepers. This is what makes it such a powerful tool for getting in front of the people you need to be talking to without the interruptions. So who are the people in the organisations that you need to be talking to? Marketing Directors, Purchasing, Managing Directors? Who ever they may be you should have a clear understanding.
Start The Outreach
Now let the fun begin… well I find it fun, for some this part can be the most frustrating and time consuming. Search for one of the organisations on your list and click on see all employees. Click on all filters, scroll down and add in your target job title or part of the title – click apply.
Scroll through the filtered list and pick out the people who you feel best suit your target customer. Request to connect with them and send the invitation. LinkedIn says it is best to write an invite, but I must admit I have never done that and my success hasn’t been hindered by it – so it’s your choice.
Do this for each of your top 10 on your list and sit and wait for them to accept your invite.
Reel Them In – But be Considerate
Once your targets start to accept your invite to connect send the introductory message within 24 hours – the quicker the better.
Appreciate that your customers are busy people so give them a few days to digest your message and then if you haven’t heard send a follow on message. You could send them some examples of your work, ask them when the best time is to follow up again, be considerate of their time.
Be Persistent – But Not Annoying
Use common sense, if someone doesn’t reply to your follow ups after 3 attempts – move on…your time is also precious.
Bag That Appointment
Keep positive, this doesn’t happen overnight, but if you keep going and keep opening up those opportunities you will get the connections and the appointments will follow.
Roundup
This is an ongoing process, but done correctly can generate you lots of new contacts, leads and potential new customers.
Tips
• Try and choose more than one person at each company if you can.
• If someone you have sent a request to looks at your profile, but doesn’t accept, go back and look at their profile, even without physically having that connection, just by looking at them you can show that you are interested – a bit like the dating game…they will either connect or choose to swipe left and ignore, but its worth a try.
• I did a lot of my LinkedIn outreach using my normal account, but you can upgrade to premium which will allow you to see more of who’s viewed you and use of inmail plus some other extra features. I must admit that its interesting to see who has viewed you, but for the cost of Premium I would stick with your normal account to begin with and see how things go.
• LinkedIn has a cap on a normal account as to how many people you can outreach to. I would recommend to keep to under 50 as a start. If you exceed the limit you will be asked to upgrade.
Good Luck!!
Need help with your LinkedIn lead gen?
Contact Claire England, Social Beans
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