These Next Steps in the LinkedIn Sales Navigation Process Are Crucial
While searching is cool, and can even be fun, a trained monkey can click checkboxes and launch searches with LinkedIn Sales Navigator. I mean, it’s literally that easy.
In addition to using your professionally optimized LinkedIn profile and beautifully crafted company page(s) to attract new prospects, the real sales work begins after you identify your lead list. This is where you face consistently having to …
- Compel Prospects To Answer Your InMail
- Set Appointments
- Close Deals or Execute Pre-Sale Warm Handoffs
Compelling Prospects To Answer Your InMail Takes Real Skill
Compelling people you don’t know to answer your InMail is no small feat. And, if you fail in your quest, LinkedIn will limit the extent to which you can repeatedly contact the same member in the future.
The flipside is, LinkedIn rewards you for every InMail answered within 90-days by crediting your account for the full cost of the email.
If people answer your InMail, basically it’s free! You get to reuse that credit for other members indefinitely, until a recipient fails to answer within 90-days.
Sufficiently motivated to craft a seriously compelling LinkedIn InMail message yet? Try these tips.
- Keep it short, and ALWAYS use a personal greeting. – If potential clients want to know your life’s story, they can go to your website. LOL
Out of respect for your reader’s time, greet them by name, and keep your InMail to about 100 words or less.
- Remind your reader how they know you, or what you have in common. – If you don’t know the reader, find common ground. Find a common connection. Something of value to ‘break the ice’.
- As a question that your reader is compelled to answer. – I like to use how we met as a compelling question. It’s a very low pressure question that most people are naturally inclined to answer.
Mastering this step alone can save you hundreds of dollars in InMail, and dramatically increase the conversion rate of your campaigns. After all, we don’t just want bunches of people contacting us. We want bunches of buyers contacting us.
- Present your reader with a clear and tangible benefit to communicating with you. – Remember, ultimately it’s your reader who determines the value of your offer. No need to get gimmicky. Do your homework, and the rewards will follow.
Also, if you use links, make sure they’re from a secure and reputable brand. And, NEVER use shortened URLs in InMail unless you just don’t really care about your stats. Most savvy InMail recipients will not click on links that aren’t immediately identifiable.
- Offer your reader your preferred method of contact, but give them a second choice with clear boundaries. – Some people just don’t like email, and would rather pick up the phone. And, vise versa.
- In closing, find something to thank your reader for. – If all else fails, thank them for taking time to read your unsolicited message.