This is Part 5 in a 5-part series describing an effective LinkedIn strategy for selling high value products and services.
PART 5: LINKEDIN ENGAGEMENT ACTIONS
In order for this high-value LinkedIn sales strategy to work, you must engage with people on a regular basis. This means inviting relevant people and liking, commenting and sharing content that’s relevant to your business.
NOTE: Using social engagement actions on LinkedIn is part of a comprehensive sales strategy that can be highly effective if followed consistently. The Daily Sales Checklist below will keep you on track and drive significantly better results for your sales efforts on LinkedIn.
YOUR DAILY LINKEDIN SALES CHECKLIST
Follow this daily LinkedIn lead generation checklist to grow your network with ideal buyers and land more qualified sales calls. Totally FREE.
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LinkedIn “People You May Know”
There’s an important section on LinkedIn called “People You May Know” at https://www.linkedin.com/mynetwork/
This feature suggests potentially relevant people with whom you may want connect. The great thing is you can send connection requests without filling out a form (as you must when you click “Connect” on someone’s profile). This saves a lot of time!
As part of a good LinkedIn strategy you want to visit this area once or twice a week. Scan it and connect with 10-20 ideal target customers, headhunters and LIONS (LinkedIn Open Networkers) you find.
NOTE: It’s very important to be selective and connect only with people that are relevant to you. Just going down the page and randomly clicking “Connect” a hundred times a day will get your account suspended. It will also fill your network with irrelevant people. It’s bad form so don’t do it.
You can connect using one of two techniques:
- Click the “Connect” button to send a generic connection invite, or
- Click the person’s photo which allows you to personalize your invite (using the same connection form as the “Connect” button on that person’s profile).
This LinkedIn strategy step will increase your targeted connections. Once people become part of your first-degree network, you can message them all you want.
How to Message Sales Prospects on LinkedIn (Hint: Don’t Spam Them)
Next, you want to regularly send out short messages to your new LinkedIn contacts. You have a choice here:
- Message them immediately
- Wait a few days or a week and message them after a “cooling off” period
We advise doing the latter. You should ONLY send personalized messages that show you’ve done some research on the prospect’s company and needs. Even better, dispense with the sales message altogether and send the prospect something that actually helps them — an article, blog post, industry research report, etc.
Question: Why not cut to the chase and message prospects immediately?
Answer: Because LinkedIn has become riddled with message spam from unscrupulous “lead generation agencies”.
When selling high-value (typically low volume) products or services, you should treat your LinkedIn relationships like gold. You want to court them slowly and give them the white glove treatment. Sales cycles tend to be long anyway, so a few days or weeks won’t matter.
We advise being very “light touch” and reaching out after some time has elapsed. If you follow this LinkedIn strategy you shouldn’t have any problem building your network with potential prospects, so don’t feel pressed to hurry things up and get to the sale. Take your time and be personalized, or you will kill the relationship on day 1.
“But I want to hit ’em right away!”
If you’re all hot under the collar about messaging sales prospects fast, you should use InMails (frankly this doesn’t work but you asked for it).
If you insist on messaging new first degree connections quickly, here is an efficient 3-step way to do so:
What Messages Work Well in a LinkedIn Strategy?
FunnelProfit offers several high-leverage LinkedIn strategies that can significantly increase your business growth. To learn more visit our LinkedIn Lead Generation Services page or LinkedIn Content Marketing Service page.