If you don’t receive a response, send another message in 1 … Following this message I’ll diagnose and treat what, exactly, is killing this InMail’s chances of getting a reply. Jeff,Is cloud computing or outsourced IT solution on the horizon for your business? Optimize your profile. Then you can step up to the plate and swing. LinkedIn InMail has proved to be a cornerstone for successful prospecting. Even conversations you’re not involved in can open a window for outreach. LinkedIn’s Sales Navigator can be worth your investment. Outreach Your LinkedIn Prospects via InMail Messages. When you begin by trying to get an appointment you are being rejected by … But it would still be more effective than Steve’s original message. Then Steve tells me what he really wants: To sell me something. Warm Up Your InMails With Warm Prospecting Techniques. Download and read our latest guide, Read Me If You Want to Improve Your InMail Response Rates on LinkedIn. InMail is often seen as one of the best ways to put LinkedIn to work on sales activities. One of the most important sales techniques is to understand how buyer behaves – making prospecting easier with greater success. Cold prospecting and “value bombing” are two alternate ways of approaching people you don’t personally know on LinkedIn. It. LinkedIn is a goldmine for sales prospecting and running outreach campaigns for lead generation. In cases where a member doesn’t necessarily look like a good fit as a lead, it still doesn’t hurt to engage when you can offer value. 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. 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. I mean look at the size of this email! You can reach out to your targeted leads via well-crafted LinkedIn InMail messages. If not, thanks for your time in considering. But there are plenty of sales reps out there who are still missing out. Subject line: [enter your service/benefit] … Already, this email is labeled by readers as spammy. It’s that simple. While a lot of what I’ve said so far concerns … Steve claims relevancy through a LinkedIn Group I belong to. The goal of email prospecting—whether it’s using LinkedIn InMail or standard email—is not to get a meeting. It’s to provoke a potential buyer to ask, “can you tell me more about that?” This gets you in the game. He's an accomplished entrepreneur, having co-founded the Google Affiliate Network and what is today the Performics division of Publicis Groupe. But there is a better, lesser known way to get appointments booked. A successful LinkedIn lead gen approach begins with targeting the right prospects. To talk about a pain, goal, fear or challenge… that may or may not lead to a buying decision. Once the prospect accepts your message, send a follow up message within 24 hours. Then you can step up to the plate and swing. If not, thanks for your time in considering. 9 Creative Ways to Use LinkedIn for Sales Prospecting 1. Let’s innovate with it. InMail provides a channel for one-to-one communication, enabling you to follow up directly anytime an individual expresses interest. Context: Invitation for a startup competition. But the core value is access to the database. 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. The communications method they’re learning is a breath of fresh air to their prospects. There are 3 kinds of email messages when prospecting: Selecting the correct template style is vital to your success. Plus, Steve’s email is: Instead, my best students are working to provoke a, “can you tell me more about that?” from a potential buyer. this is excellent. We’ll get to that in a moment. Use Linkedin InMail If you decided to Instead, provoke a potential buyer to ask, “Can you tell me more about that?” Get them curious. Scale-ability. Here’s the rub. In fact, Steve just showed me he’ll do anything to start a conversation with a stranger. Steve is going for the kill … all in 1 email. Please log in again. 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. He says he wants to “help me save time and money” on IT systems—a service I am clearly not in the market for. This option allows you to send a message to any LinkedIn user, regardless of whether or not you’re connected. I’d be interested in being a guinea pig for the session if you still need volunteers. Jeff served as adjunct digital marketing faculty at Loyola University’s school of business. But only if you have an effective, repeatable way to get buyers: Meetings are great. Great Stuff Brandon! Here is a proven way to spark prospects curiosity and get them asking for more details. Or join us to learn a better conversation-starting technique, step-by-step. (if and when it is appropriate). It’s new. Point blank: Most sellers ask too much, too fast … too big an ask. Inbox. Building a sustainable InMail process keeps missed opportunities to a minimum. WARNING: This kind of approach is not researched — not personalized. But it’s such a vast platform that deciding where to start might seem hard. 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). Partially, it’s a … By using both InMail and regular messages, you can reach hundreds of prospects quickly-- and see results faster.. LiProspect lets you send up to 800 InMails per month to Linkedin Open Profiles and let you send credit-based InMails depending on your Sales Navigator InMail credit. But the power of email is its ability to get qualified meetings in less time. Don’t ask for a meeting. An active and helpful presence on the platform is critical to creating leads worth pursuing. It’s that cool. Sometimes we might not even notice it. Start Leveraging LinkedIn InMail. Not all connection requests should be made with a discovery call in mind. This LinkedIn outreach strategy works … Yes, Navigator gives you other bells-and-whistles. Get invited to discuss a challenge, fear or goal your prospect has. You can research your prospect and come up with a personalized … Each style has advantages and disadvantages in certain selling situations. It’s to provoke a potential buyer to ask, “can you tell me more about that?” This gets you in the game. InMail improves traditional outbound strategies. In any form of cold outreach, asking for a sale in your first message is a … Similarly, when someone comments on your own updates, this could also be the impetus to send a message. LinkedIn InMail is becoming a preferred medium for sales communication. Keeping an eye on who’s viewed your profile is another component. Pushing benefits that play on “pain points.”. You’ve got to be provocative within the message. Attract the potential client to ask YOU for the meeting. With PROSPECTING ROBOT LinkedIn ENGAGE, the system will only consolidate the replied messages for your easy browsing and tracking. You’ll learn more — step by step — about improving your LinkedIn InMail prospecting (or any email messaging) results. As you can probably imagine, it’s a goldmine for sales prospecting. Right in your inbox, This website uses cookies to improve service and provide tailored ads. The above example has limitations and advantages. Pros: Very detailed and straight to … We and third parties such as our customers, partners, and service providers use cookies and similar technologies ("cookies") to provide and secure our Services, to understand and improve their performance, and to serve relevant ads (including job ads) on and off LinkedIn. Let me explain: Step 1: sending the connection request. There’s nothing worse than a missed opportunity in sales. This means that it’s essential your profile is optimized. Combine InMail with Other Prospecting Techniques. Here’s why. Opportunities to spark a conversation with these prospects … The login page will open in a new tab. Who knows if there are other prospects in their organization or their circle they could put you in touch with. 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? Asking for the meeting in the first touch message. Save the selling for later. The sole purpose of your first cold LinkedIn InMail should be to make a connection, build rapport, and provoke curiosity from a potential buyer. Also, if you’re a financial advisor see here for tips on effective LinkedIn messages for financial advisors. Join us. Ouch. Would you be able to provide me with their name and a phone number so I could get in touch? They reach out via phone and using standard email first — before using InMail. When someone posts an update or shares an article, they’re demonstrating that they care about a certain topic. 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). 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). Couldn’t help but think you might benefit from seeing this study.”. Exclusive invitation. Let’s assume I continue reading. How could he? Hacking InMail. 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. (ability to use filters). However, making InMail messages work takes an effective, repeatable message sequence process to get prospects talking with you. 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. LinkedIn is a Prospecting Goldmine . For more information, see our Cookie Policy. Team Training | Coaching | Academy | Copywriting | Blog | About | Contact. 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. I really want to thank you in advance for your helping me out here. My coaching students who do best with InMail use it last in their communications sequence. If you would like to take a deeper dive into mastering stress-free lead development, join me for an upcoming webinar on the topic. It needs to stand out and impress if you want strong LinkedIn prospect reviews. If your organization does have a recruiting need, check out HireSmarter's guide on the other tools in a recruiters toolbox. “Hey there! 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. 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. Select Accept cookies to consent to this use or Manage preferences to make your cookie choices. Copyright Communications Edge Inc. all rights reserved. The goal of InMail is to earn the right to proceed. Getting better response is within reach—IF you prove you’re unlike most crap in clients’ inboxes. LinkedIn will also make suggestions for you—help you find potential buyers. We live, Asking a CEO for a meeting using email is challenging. InMail isn’t magical. Consider this intent when browsing your feed. 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. 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. Access to the LinkedIn database — and better access. Hashtags are relatively new to LinkedIn and are helpful for discovering discussions around specific topics and niches. Keeping this tool handy and using it at the right times will help ensure you don’t let opportunities slip away. Here’s a look at how you can identify cues for InMail outreach across three different elements of the LinkedIn experience. 1. Hi Jeff,My name is Steve Jones (actual name/company redacted). Nothing else. InMail is not email. Jeff Molander is the authority on starting conversations with busy people. {"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. Jeff Molander is the authority on starting conversations with busy people. LinkedIn for Sales Prospecting . By using this site, you agree to this use. Nothing else. Sales Prospecting: How to Make a Cold Connection. 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. InMail is not a better way to get in front of your targets. Our community of sellers can teach you a lot. The number #1 rule of LinkedIn InMail? Nothing else. And it makes sense—with around 500 million users, it’s the best professional network you can use for B2B sales. Let’s talk about you being a guinea pig. You’re buying a faster, easier way to search (access) specific kinds of prospects. Others say the way to go is value bombin… ALL discussion about you is forbidden in script #1. These are the dos and don’ts of making personalized content when you send InMail messages. Linkedin is the largest professional network in the world with over 700 million active users. In 2021, salespeople who are using LinkedIn for sales prospecting are acquiring tons of new opportunities. Lately, my students are turning this ugly reality into a refreshing approach to LinkedIn InMail prospecting. 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. Remember, the goal of LinkedIn InMail prospecting is not to get a meeting. Think about it. BUT this can be used to your advantage. It means contacting a person you don’t know to (tastefully) tell them more about your services. I’m connected with Bill and noticed your comment on his post about CRM costs. We haven’t spoken before; however, we share a group. LinkedIn forces you to pay-up if you want access to its database. InMail is LinkedIn’s internal email system. This gets you in the game. Most sellers are short on time and need ways to start sales conversations with potential customers.But avoid taking the lazy way out. I viewed your profile and I believe I can help you save time and money on your existing IT solutions! Would you be able to provide me with their name and a phone number so I could get in touch? A successful LinkedIn lead gen approach begins with targeting the right prospects. 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. Why InMail is Integral to Sales Prospecting. There is a technique that plays on this negative attitude prospects have. At the end, I’ll provide a template to make it easy. Also, there are 3 kinds of email message strategies when prospecting: Tailored, targeted and templated. A really long time. Yet he believes this to be a strong point of relevancy. I’m simply saying this is NOT effective. Use email and InMail to set betting meetings — not just more. Tags: linkedIn prospecting linkedIn inmails prospecting. Hi, Allan. Cold prospectingis the modern equivalent of cold calling. Reserve your spot. Opportunities to spark a conversation with these prospects might come in the form of an engagement on your feed or someone simply checking out your profile to learn more about you. Whether it’s feed activity, profiles, or LinkedIn hashtags, InMail is your best bet to advance a relationship and see things through with every viable prospect. 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. Improve your LinkedIn profile. We haven’t spoken before; however, we share a group. Sending a cold prospecting message straight off the bat. If that person responds, it may be a chance to continue the dialogue directly with an InMail conversation. Steve has no idea why I belong to that Group. My company, Jones Technology Services, specializes in (1) Cloud Computing, (2) Infrastructure, (3) Telecom Equipment & Services and (4) Security Projects. With over 450M members, LinkedIn is at the forefront of connecting B2B buyers and sellers. Sales prospecting InMails is one of the premium features that helps you to leverage LinkedIn Sales Navigator for prospecting. But with today’s sales reps juggling so many responsibilities, and tending to so many lines in the water, this happens all too often. If so, I propose a short email exchange — to decide if a serious conversation is warranted. The goal of InMail prospecting is to earn the right to converse, initiate discussion. Remember, all Navigator gives you is access. I really want to thank you in advance for your helping me out here. 2583 Walden Estates DriveMarietta, GA 30062. Once I view his message, Steve reminds me of what I already know: He doesn’t know me. LinkedIn InMail for Sales Are you rushing the meeting? Introducing yourself is like screaming, “unsolicited sales pitch ahead!” in 95% of cases. 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. Most sales prospecting is defined by hustle: send 200 emails, request 100 connections, make 20... 2. Time to read: 3 minutes. Optimise your profile to boost your social selling efforts. Once you know who’s spent time with your profile, you can leverage that knowledge to initiate direct contact through InMail. You get to reach out to high profile leads directly, often with high open rates and CTR. Using LinkedIn InMail templates will help you send messages to more people, but try to make more personalized messages for each prospect. For that reason, you should use it for creating and starting new relationships. He wants me to: Too much, too fast. For social sellers, LinkedIn can be a lead generation machine, with more than 550 million professionals publicly engaging and networking. You are irrelevant. 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. 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. 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.
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