You walk into the room full of potential customers at a networking mixer event … And it dawns on you that you know no-one.
It took an hour to drive there… Being amid total strangers always makes you feels awkward. What should you do next?
ANSWER: Strike up a conversation with an attendee … about their favorite topic – Themselves !! And how you can help.
When you connect on LinkedIn, it’s no different. Be genuinely interested in solving a problem for someone new – And you can develop a deep, long-lasting relationship.
…… There is more good news. Much of what you do to acquire new LinkedIn contacts … and transform them into customers thereafter … can be automated.
Whether it’s a new customer that you seek … or an answer back from a hard to reach decision-maker at a company that you already do business with….
… You can grow your sales on LinkedIn. But you must used it correctly.
And you must keep the interactions personalized.
I’ll show you the 4 steps that I recommend and use.
And the best thing about my approach? I reach laser-targeted customers without paying for ads.
The secret? Everything that I do on LinkedIn, from my LinkedIn profile (HINT: It should never read like a resume) … to how I follow up with LinkedIn contacts … is about the customer and not about me …
Follow the 4 steps below.
” HOW I CAN HELP YOU “
1. Update Your LinkedIn Profile
Think of your LinkedIn Public Profile as the first impression that you make on a potential new customer.
Customers’ ears will prick up if the moment that you help them!
First, grab a pen and write down the answers to the following questions:
- WHO is my target customer ?
- What PROBLEM DO I SOLVE ?
- WHAT’S THE RESULT / BENEFIT ?
- HOW do I get the customer there ?
- What is my “CALL TO ACTION” a.k.a. What do I want them to do right now?
Now include this information in your Public Profile Summary, Headline and Current Job Description. Refer to example in the picture.
BONUS Points: Create an eye-catching banner picture listing call to action and top benefit… It should be professional (action-oriented, yet not look like a billboard)
REACH OUT TO TARGET CUSTOMERS
2. Search, Invite, Connect
I recommend that you restrict message invitations to 50 or less people per day to avoid being flagged by LinkedIn.
Invite the people that you find on LinkedIn to Connect with you. For best results, personalize each invitation to include their name, what you have in common and a complement. Make your message be about them …. No pitching!
TIP: Keep casting the net by interacting on LinkedIn
Search on GROUPS and with EXPRESSIONS relevant to what you sell or have expertise in.
Join groups from your industry, and your college or university.
And that includes groups where your competition hangs out.
You need to hang out on LinkedIn more !!
With this daily Ritual…
Your Daily Non-spammy Net-Casting Checklist
Mark 15 minutes in your calendar daily to get on LinkedIn … and do the following:
- Comment in groups or on posts by your prospects. ONLY GIVE HELP AND VALUE.
- Post helpful articles or links to great articles to your MAIN NEWS FEED.
- Pose engaging questions in your groups.
- Respond quickly to comments and replies on posts.
- If it makes sense, connect with folks that comment back or like your comments!
CONGRATS! After you connect with a potential prospect, you can access to their email address … and you can LinkedIn message them, a much more effective method to get their attention than email.
… Which leads to the next thing on your to-do list… Solve a Big Problem for them ….
RELATIONSHIP FIRST …. GIVE GIVE GIVE
3. Solve A Problem
Focus on DEVELOPING THE RELATIONSHIP FIRST. We’ve all received DMs where within 2 minutes of connecting over LinkedIn our new connection pitches us. Why would I buy from anyone I don’t know? That hasn’t asked about my needs? That clearly hasn’t read my LinkedIn profile?
Do this instead: Your first interactions, messages and emails to any potential prospect MUST GIVE… GIVE … GIVE incredible value. It must be personal that is show that you read their profile.
The interaction must be ABOUT THEM AND NOT YOU.
The simplest thing is to ask them a question to show them that you are generally interested in them.
Give ! For example….
After you have established interest, offer a short “How to” video, a short article, or some free training…
Videos where you present … are fantastic because people really start to feel like they know you but articles, even ones that you did not author, are great for creating conversation starters and goodwill
HINT: TO GIVE PROSPECTS THE BEST VALUE, GET THEM OFF OF LINKEDIN ASAP
As your conversation with them deepens, you can OFFER A SHORT FREE CONSULT PHONE CALL FOCUSED ON SOLVING ONE PROBLEM FOR THEM
Direct your prospects to a landing page or URL where they can experience your helpful content for free. Do it in your LinkedIn profile, in posts and post comments, in email footers, in LinkedIn message.
This landing page is where you can offer them the opportunity to sign up for regular updates (your main email list) or interact more deeply.
Think of a landing page as the top of your sales funnel, a place where you nurture the prospect.
If you are using LinkedIn messages to court potential prospects, here are some guidelines for messages that your prospect will welcome.
Your Free Consult Offer Checklist
- Ask about the problems they have. Solve a specific problem and state that in the offer. It needs to be relevant and instantly beneficial with no strings attached e.g. a quick audit of their website
- A free consult after you have conversed a bit. Keep the consult appointment duration short – 15 minute time commitment for example…. Since everyone can spare that much time
- Make it easy to book an appointment — Include a link to your an online calendar e.g. Calendly.com where they select a time and include the best number to contact them.
Your LinkedIn message checklist:
- KEEP THE MESSAGE SHORT
- Use their last name (Mr. ___ ) until you know them
- Mention something personal that interested you about their profile
- Ask questions about their needs
- Identify commonalities e.g. interested in same thing
- Include a CALL TO ACTION …. The “What’s in it for them?” Examples: access my blog article, Check out my FREE webinar, Watch my FREE “how to video series”, Contact me if you would like to brainstorm
What not to do at this stage
- Pitch
- Send long messages
- Send un-personalized messages – In general, if it’s not a custom message it will stand out like a sore thumb and show that you are lazy. Not a good way to start a relationship. Your message should show that you read the prospect’s profile
CONGRATS! You have gained interest … and new prospects at the top of your sales funnel. Someone new is starting to trust you.
Rinse and repeat – Offer free value 4 – 7 times via, for example an automated sales funnel and emails, asking for nothing in return
… and you will gain notoriety and trust.
monetize
4. Make An Offer
Now that you have gained trust with your prospect, consider making an offer.
If you directed them off LinkedIn to a landing page and follow up sequence, this can be done there.
Or you can do it via email. Make it a 2-way conversation. Ask a question.
Test the waters by offering pay-for service or product of interest or a “blueprint” problem-solving call. Start to weave into your messages and emails the results that people are getting with your product and the impact.
The main thrust of your messages should always be “How can I help you?” — Send no more than one offer for every 3 “help” messages … and you will be golden.
What are your thoughts about getting business on LinkedIn?
Questions? COMMENT BELOW !
ACTION PLAN
Get Business on LinkedIn
UPDATE YOUR PROFILE
SEARCH, INVITE, CONNECT
Reach target market by commenting and posting. Make personalized invitation to connect
SOLVE A PROBLEM
Build a relationship – FREE phone consult or help. Follow up with FREE valuable information 4 to 7 times
MAKE OFFER
BE THE SECRET TO YOUR CUSTOMER'S
SUCCESS
TRAINING
BUSINESS CONSULTING
SPEAKER ENGAGEMENTS