LinkedIn Marketing Strategy Blog
Your LinkedIn strategy is not cutting it. Here is what you should be doing.
When was the last time you accepted a connection request on LinkedIn and immediately were hit with a sales pitch from your wonderful, new connection?
Happens to me all the time.
I’m curious, if you are one of those wonderful people who use the above tactic; how well has that been working out for you?
I’m going to bet it’s not going very well.
If your current LinkedIn strategy is rooted in cold messages and spammy pitches, then you’re really hurting your image and scaring away your prospects.
LinkedIn is much more than an inbox to receive unwelcome messages from your first degree connections…the inbox is only ONE function.
LinkedIn is an excellent platform where professionals can network, share content & resources, and develop the skills needed for professional growth. It’s great for nurturing connections/prospects and promoting your personal and company brand.
But, you gotta make sure you’re doing it the right way before you go in for the kill.
How do you do that?
One strategy that works well for our clients involves developing a series of non-salesy messages that get your top prospects to open up to you and the services that you offer.
We don’t even think about asking for a phone call until we have made several touch-points that focus on building trust and value.
There are a few different types of messages that you can send, such as:
- Thank them for connecting with you
- Send a link to a helpful article (this can even be a recent blog post from your company blog)
- Link to a interesting and relevant industry article in a group you share (bonus points if it’s a group you manage)
- Congratulate them when they hit a work milestone
- Introduce them to a mentor or colleague in your network
It’s important to keep these scripts short and sweet and NEVER be pushy or self-serving.
Keeping the focus on THEM will make your prospects feel appreciated and, in turn, position yourself as a likeable industry leader.
Once they are warmed up to you, ask them if they’d like to have a quick call so you can get to know each other better. Or position it as a referral call.
It’s important to note, this is still NOT the time to go into the sales pitch. Keep it casual and light. You’ll have much better luck than if you would try to drag them through the sale with your message.
Once the prospect agrees to a call, don’t ruin it by trying to rush to the pitch. Let them do the talking about their business goals and needs.
Once the prospect has had sufficient time to speak, you can segue into your pitch and discuss how they would benefit from working with you. It will happen with such ease they might not even know that you are trying to sell them!
Moral of the story: Getting your prospects to know, like, and trust you is the best way for you to get your prospects on the phone and for you to start seeing actual results from LinkedIn.
Enough with the spamming…ain’t nobody got time for that!
What successes have you seen when it comes to nurturing your connections on LinkedIn?
Good luck and happy selling!