Also, there are 3 kinds of email message strategies when prospecting: Tailored, targeted and templated. You can research your prospect and come up with a personalized … This gets you in the game. (if and when it is appropriate). Here’s the rub. Nothing else. When you’re prospecting, a lot of the recipients of your messages will visit your profile. LinkedIn is a goldmine for sales prospecting and running outreach campaigns for lead generation. Nothing else. Copyright Communications Edge Inc. all rights reserved. Would you like to take part in a InMail Writing Clinic? Why InMail is Integral to Sales Prospecting. My company, Jones Technology Services, specializes in (1) Cloud Computing, (2) Infrastructure, (3) Telecom Equipment & Services and (4) Security Projects. Here is a proven way to spark prospects curiosity and get them asking for more details. Let’s talk about you being a guinea pig. The Business and Sales plans are recommended for prospecting by offering advanced search features, more InMail messages, improved insights and custom lead management tools. Inmail is one of the most valuable prospecting tools Linkedin has to offer. Most likely you were curious to hear the views of others or were trying to raise awareness around something. LinkedIn’s Sales Navigator can be worth your investment. Not all connection requests should be made with a discovery call in mind. Similarly, when someone comments on your own updates, this could also be the impetus to send a message. These are the dos and don’ts of making personalized content when you send InMail messages. I do this through existing contractual agreements with key IT vendors. Others say the way to go is value bombin… You can browse and follow hashtags to stay on top of the buzz surrounding your focal area, while tapping into active communities where InMail outreach might make sense. Additionally, including relevant hashtags when you publish on LinkedIn will help others — even those who are not yet connected —find your post and potentially start a conversation. Consider this intent when browsing your feed. Outreach Your LinkedIn Prospects via InMail Messages. As you can probably imagine, it’s a goldmine for sales prospecting. Scale-ability. Let’s assume I continue reading. He's an accomplished entrepreneur, having co-founded the Google Affiliate Network and what is today the Performics division of Publicis Groupe. It needs to stand out and impress if you want strong LinkedIn prospect reviews. Please let me know what you decide, Jeff? With over 450M members, LinkedIn is at the forefront of connecting B2B buyers and sellers. The communications method they’re learning is a breath of fresh air to their prospects. After logging in you can close it and return to this page. {"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}, __CONFIG_colors_palette__{"active_palette":0,"config":{"colors":{"f3080":{"name":"Main Accent","parent":-1},"f2bba":{"name":"Main Light 10","parent":"f3080"},"trewq":{"name":"Main Light 30","parent":"f3080"},"poiuy":{"name":"Main Light 80","parent":"f3080"},"f83d7":{"name":"Main Light 80","parent":"f3080"},"frty6":{"name":"Main Light 45","parent":"f3080"},"flktr":{"name":"Main Light 80","parent":"f3080"}},"gradients":[]},"palettes":[{"name":"Default","value":{"colors":{"f3080":{"val":"rgb(23, 23, 22)","hsl":{"h":60,"s":0.02,"l":0.09}},"f2bba":{"val":"rgba(23, 23, 22, 0.5)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.5}},"trewq":{"val":"rgba(23, 23, 22, 0.7)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.7}},"poiuy":{"val":"rgba(23, 23, 22, 0.35)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.35}},"f83d7":{"val":"rgba(23, 23, 22, 0.4)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.4}},"frty6":{"val":"rgba(23, 23, 22, 0.2)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.2}},"flktr":{"val":"rgba(23, 23, 22, 0.8)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.8}}},"gradients":[]},"original":{"colors":{"f3080":{"val":"rgb(23, 23, 22)","hsl":{"h":60,"s":0.02,"l":0.09}},"f2bba":{"val":"rgba(23, 23, 22, 0.5)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.5}},"trewq":{"val":"rgba(23, 23, 22, 0.7)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.7}},"poiuy":{"val":"rgba(23, 23, 22, 0.35)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.35}},"f83d7":{"val":"rgba(23, 23, 22, 0.4)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.4}},"frty6":{"val":"rgba(23, 23, 22, 0.2)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.2}},"flktr":{"val":"rgba(23, 23, 22, 0.8)","hsl_parent_dependency":{"h":60,"s":0.02,"l":0.09,"a":0.8}}},"gradients":[]}}]}__CONFIG_colors_palette__, Using LinkedIn for Sales Prospecting & Leads. Do you know who I can contact that is in charge of making decisions regarding IT? Getting better response is within reach—IF you prove you’re unlike most crap in clients’ inboxes. A successful LinkedIn lead gen approach begins with targeting the right prospects. If so, I propose a short email exchange — to decide if a serious conversation is warranted. You can change your cookie choices and withdraw your consent in your settings at any time. I viewed your profile and I believe I can help you save time and money on your existing IT solutions! Great Stuff Brandon! The first thing a recipient notices is the subject … This is how they will learn more about you. With good reason. Without exception. And it makes sense—with around 500 million users, it’s the best professional network you can use for B2B sales. We live, Asking a CEO for a meeting using email is challenging. Who knows if there are other prospects in their organization or their circle they could put you in touch with. If that person responds, it may be a chance to continue the dialogue directly with an InMail conversation. Once the prospect accepts your message, send a follow up message within 24 hours. For more information, see our Cookie Policy. Pros: Very detailed and straight to … Before you consider your approach to InMail please know this: My coaching students who do best with InMail use it last in their communications sequence (as a last resort). An active and helpful presence on the platform is critical to creating leads worth pursuing. As founder of, Why most cold email best practices don’t work, How to ask a CEO for a meeting with email, LinkedIn InMail Prospecting: Get more response with this template, effective, repeatable message sequence process, Off The Hook Marketing: How to Make Social Media Sell for You, The most engaging sales emails avoid marketing copywriting, Affirming (“Yes, I need to act on this challenge/issue”), Inquiring (“Wait, can you tell me more details about that?”), Provoked (“Ok… you got me. There’s a lot of potential if you were to conduct Linkedin prospecting and find your next set of customers on the platform. They reach out via phone and using standard email first — before using InMail. By using this site, you agree to this use. Remember, all Navigator gives you is access. Here’s why. Jeff Molander is the authority on starting conversations with busy people. Here’s an example of what a 4 touch point sequence might look like: Send an initial message on LinkedIn. InMail provides a channel for one-to-one communication, enabling you to follow up directly anytime an individual expresses interest. LinkedIn InMail has proved to be a cornerstone for successful prospecting. The goal of InMail is to earn the right to proceed. Inbox. Introducing yourself is like screaming, “unsolicited sales pitch ahead!” in 95% of cases. Remember, the goal of LinkedIn InMail prospecting is not to get a meeting. He wants me to: Too much, too fast. This means you will get preferred pricing AND possibly a better solution! Below is an example of a REAL LinkedIn InMail I received … a message that is not brief, blunt or basic and asks for too much too fast. Subject line: [enter your service/benefit] … You’ll learn more — step by step — about improving your LinkedIn InMail prospecting (or any email messaging) results. It’s to provoke a potential buyer to ask, “can you tell me more about that?” This gets you in the game. He says he wants to “help me save time and money” on IT systems—a service I am clearly not in the market for. Phone calls and emails are essential prospecting methods, but InMail adds an extra layer. There are 3 kinds of email messages when prospecting: Selecting the correct template style is vital to your success. It has a bit of a bad reputation, but if you choose the right targets and the right approach, you can still see good results. When someone posts an update or shares an article, they’re demonstrating that they care about a certain topic. The goal of LinkedIn InMail prospecting is not to get a meeting. It’s not. Traditionally, getting on someone’s radar meant physically putting yourself in front of them or leveraging a third-party introduction. Reserve your spot. Already, Steve has wasted my time. Select Accept cookies to consent to this use or Manage preferences to make your cookie choices. WARNING: This kind of approach is not researched — not personalized. LinkedIn InMail is becoming a preferred medium for sales communication. It’s that simple. You’ve got to be provocative within the message. “Hey there! Jeff served as adjunct digital marketing faculty at Loyola University’s school of business. InMail isn’t magical. Would you be able to provide me with their name and a phone number so I could get in touch? LinkedIn InMail for Sales It. Yet he believes this to be a strong point of relevancy. Please log in again. However, if you are not the right person who is in charge of your company’s existing IT solutions, a warm referral would be very much appreciated. Our community of sellers can teach you a lot. Prospecting emails and InMails need to feel distinct and individually relevant – but experience shows they are most effective when they follow one of five broad outlines. As founder of Communications Edge Inc. he teaches a proven, effective technique to spark buyers curiosity in sales outreach & marketing messages. However, if you are not the right person who is in charge of your company’s existing IT solutions, a warm referral would be very much appreciated. But it’s such a vast platform that deciding where to start might seem hard. 1. Attract the potential client to ask YOU for the meeting. My coaching students who do best with InMail use it last in their communications sequence. Each style has advantages and disadvantages in certain selling situations. Keeping an eye on who’s viewed your profile is another component. When a member takes the step to research you as a seller, they usually do so for a reason. His book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer businesses a clear, practical way to create leads and sales with technology platforms like Facebook, LinkedIn, YouTube and blogs. Export your LinkedIn connections. I would really like to schedule a few minutes of time with the right person to speak about it. Partially, it’s a … I would love to offer a free analysis on your company’s current solutions and provide some details on how JTS can save the company money. At Sales Odyssey, we advise to send at least two LinkedIn messages (called InMail) but to do three stages of prospecting. If not, thanks for your time in considering. LinkedIn is a gold mine of prospect information for sales and outreach, but the platform is so vast, it can be hard to know where to begin. From within my inbox I quickly conclude: I don’t know Steve … but he wants to talk. At the end, I’ll provide a template to make it easy. Don’t ask for a meeting. When a prospect who could have truly benefited from your solution vanishes, or goes with a competitor, it feels like a punch to the gut. Lately, my students are turning this ugly reality into a refreshing approach to LinkedIn InMail prospecting. LinkedIn is a Prospecting Goldmine . The above example has limitations and advantages. See our, Optimizing your LinkedIn profile for selling, Keeping an eye on who’s viewed your profile, Read Me If You Want to Improve Your InMail Response Rates on LinkedIn, Why Effort-Based Metrics Are More Important Than You Think, How Sellers Can Find Relevance by Putting the Buyer First, Learn more about LinkedIn Sales Solutions. But with today’s sales reps juggling so many responsibilities, and tending to so many lines in the water, this happens all too often. ALL discussion about you is forbidden in script #1. Instead of asking for pre-mature meetings with people who are not (yet) aware they need to meet… start provoking discussions that develop urges to meet. Then you can step up to the plate and swing. Access to the LinkedIn database — and better access. Use Linkedin InMail If you decided to The goal of email prospecting—whether it’s using LinkedIn InMail or standard email—is not to get a meeting. They reach out via phone and using standard email first — before using InMail. Instead, qualify that meeting using email. Hashtags are relatively new to LinkedIn and are helpful for discovering discussions around specific topics and niches. If you don’t receive a response, send another message in 1 … Rushing, 97% of cold email best practices you’ll find Googling around are either ineffective or about to become ineffective. The sales business can be a pretty demanding one at times, and the ideal way to approach it is to build connections and relationships with your prospects. I’m not saying Steve (or anyone writing emails like this) is stupid or wrong. LinkedIn Inmail's a great way to get into a candidates mailbox according to Workable, but InMail's are only a single tool in a recruiters toolbox. I viewed your profile and I believe I can help you save time and money on your existing IT solutions! Get invited to discuss a challenge, fear or goal your prospect has. Everyone on Earth scans their inbox the same way. The login page will open in a new tab. In any form of cold outreach, asking for a sale in your first message is a … Are you rushing the meeting? InMail is not a better way to get in front of your targets. For instance, if someone checked out your profile on the same day they shared frustrations with their current provider, that might be the ideal time to send an InMail and introduce yourself personally. Or join us to learn a better conversation-starting technique, step-by-step. In fact, when it comes to prospecting, InMail is incredibly limiting. If so, I propose a short email exchange — to decide if a serious conversation is warranted. In fact, Steve just showed me he’ll do anything to start a conversation with a stranger. But there is a better, lesser known way to get appointments booked. Hi, Allan. Start Leveraging LinkedIn InMail. Cold prospecting and “value bombing” are two alternate ways of approaching people you don’t personally know on LinkedIn. You’ll want to define and flesh out your target audience, search for them on LinkedIn with the right filters, craft a convincing template, and so much more. Think about the last anecdote, or observation, or piece of content you published on LinkedIn. We haven’t spoken before; however, we share a group. One of the most important sales techniques is to understand how buyer behaves – making prospecting easier with greater success. Hi Jeff,My name is Steve Jones (actual name/company redacted). This means that it’s essential your profile is optimized. Getting better response is within reach—IF you prove you’re unlike most crap in clients’ inboxes. When a member is intrigued by your product or service, it’s not always obvious, which is why the signs can be easy to miss. However, merely sending a sponsored LinkedIn message … Once you know who’s spent time with your profile, you can leverage that knowledge to initiate direct contact through InMail. this is excellent. Ouch. We’ll get to that in a moment. LinkedIn estimates that contact to meeting ratios increased by 8% when using InMail in conjunction with other contact approaches. InMail is often seen as one of the best ways to put LinkedIn to work on sales activities. ... 8 thoughts on “ 6 Advanced LinkedIn Prospecting Tactics for the Outbound Sales Rep ” Tom Hunt says: December 18, 2015 at 11:51 am. LinkedIn messages are a great way to connect with people in a more professional setting, but the challenge is you can only send message to 1st degree connections. Warm Up Your InMails With Warm Prospecting Techniques. Let’s innovate with it. Following this message I’ll diagnose and treat what, exactly, is killing this InMail’s chances of getting a reply. It’s new. The sole purpose of your first cold LinkedIn InMail should be to make a connection, build rapport, and provoke curiosity from a potential buyer. Do not have to worry about messy LinkedIn inbox especially when you are engaging with high volume of prospects. It’s to provoke a potential buyer to ask, “can you tell me more about that?” This gets you in the game. LinkedIn centralizes more information about prospects than ever before, so why are so many B2B sales representatives still using the “spray and pray” method of contacting as many leads as possible with same-sounding messages? My name is Steve Jones (actual name/company redacted). How could he? What are you getting at?”), Validate the idea: Having a discussion about his solution is what I would like to do, Invest time in learning about his service, Consider a “free analysis” (a proposal for his services), Completely un-researched (he is cutting-and-pasting-and-sending this to masses), Too long (it needs to read in 8-10 seconds or less), Typical (“I viewed your profile and see you’re a buyer of what I sell” is typical of spam I see all day long). To talk about a pain, goal, fear or challenge… that may or may not lead to a buying decision. It’s that cool. Linkedin is the largest professional network in the world with over 700 million active users. Here’s a look at how you can identify cues for InMail outreach across three different elements of the LinkedIn experience. Topics: A successful LinkedIn lead gen approach begins with targeting the right prospects. Context: Invitation for a startup competition. I am signing up for your newsletter! Asking for the meeting in the first touch message. Instead, ask for a conversation … a discussion that may-or-may-not lead to a meeting. Steve is going for the kill … all in 1 email. The goal of LinkedIn InMail prospecting is not to get a meeting. You get to reach out to high profile leads directly, often with high open rates and CTR. It means contacting a person you don’t know to (tastefully) tell them more about your services. I’m simply saying this is NOT effective. Optimise your profile to boost your social selling efforts. However, making InMail messages work takes an effective, repeatable message sequence process to get prospects talking with you. Save the selling for later. Begin your InMail with an attention-grabbing subject. When cold emailing first got traction, the big thing … Then you can step up to the plate and swing. You are irrelevant. Even conversations you’re not involved in can open a window for outreach. InMails is one of the premium features that helps you to leverage LinkedIn Sales Navigator for prospecting. With 690 million professionals and decision-makers on LinkedIn right now, it has become a gold mine for gaining prospective information, generating leads, and building relationships with potential buyers. Right in your inbox, This website uses cookies to improve service and provide tailored ads. If there’s a correlation between the date of the profile view and your feed activity, you might be able to determine what piqued their interest. Steve is trying to make selling me IT services (that I don’t need) look like a good idea—and getting caught having NOT actually done what he said he did (qualified me as a buyer). You can actually get started for free with a 1-month trial! Combine InMail with Other Prospecting Techniques. This is the point of LinkedIn prospecting. We haven’t spoken before; however, we share a group. Already, this email is labeled by readers as spammy. Sales prospecting With PROSPECTING ROBOT LinkedIn ENGAGE, the system will only consolidate the replied messages for your easy browsing and tracking. You’re buying a faster, easier way to search (access) specific kinds of prospects. Do you know who I can contact that is in charge of making decisions regarding IT? For that reason, you should use it for creating and starting new relationships. I’d be interested in being a guinea pig for the session if you still need volunteers. Improve your LinkedIn profile. This LinkedIn outreach strategy works … Sending a cold prospecting message straight off the bat. But the core value is access to the database. Use email and InMail to set betting meetings — not just more. I mean look at the size of this email! Is cloud computing or outsourced IT solution on the horizon for your business? But the power of email is its ability to get qualified meetings in less time. It’s to provoke a potential buyer to ask, “can you tell me more about that?” This gets you in the game. Jeff,Is cloud computing or outsourced IT solution on the horizon for your business? Most sales prospecting is defined by hustle: send 200 emails, request 100 connections, make 20... 2. The goal of InMail prospecting is to earn the right to converse, initiate discussion. Please let me know what you decide, Jeff? Point blank: Most sellers ask too much, too fast … too big an ask. Asking for appointments will hurt your response rate by 90% to 97%. Optimizing your LinkedIn profile for selling will help you capitalize on these instances. While a lot of what I’ve said so far concerns … Not to talk about buying. LinkedIn will also make suggestions for you—help you find potential buyers. 2583 Walden Estates DriveMarietta, GA 30062. When you begin by trying to get an appointment you are being rejected by … But he doesn’t say it directly. But there are plenty of sales reps out there who are still missing out. When you see a post that pertains to your vertical or niche, add a comment if you can provide useful insight. InMail is not email. Pushing benefits that play on “pain points.”. Keeping this tool handy and using it at the right times will help ensure you don’t let opportunities slip away. Optimize your profile. Join us. Sales strategy, Join the Buyer First Movement. Opportunities to spark a conversation with these prospects … Savvy and strategic InMail usage is the key to ensuring you never let an opportunity disappear before you have a chance to see it through. If you’re a seller interested in making the acquaintance of a prospective buyer through a mutual contact, LinkedIn InMail can be a direct yet non-intrusive means of brokering your request.
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