Lead nurturing on LinkedIn: Why it’s not working for you

lead nurturing linkedin

Time to read: 3 minutes. Sharing valuable content on LinkedIn—wondering where the sales leads are? Don’t feel bad. Most sellers are in the same position. A majority are sharing-and-sharing-and-sharing only to earn likes and shares. Yes, a good content marketing strategy includes sharing videos, white papers, articles and other helpful tidbits. However, constantly feeding … staying in front of customers is not an effective content marketing / social selling strategy.

Generating leads takes more. Enticing clients you’re nurturing to contact you takes more than showing up with knowledge they already have. This is a mediocre marketing strategy—not an effective LinkedIn social selling strategy.

Here’s why most sellers fail to spark leads when sharing content—and what to do instead when nurturing leads on LinkedIn.

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How to use Facebook to generate leads

How to use Facebook to generate leads

Time to read: 3 minutes. Tired of struggling with how to use Facebook to generate leads? Drive prospects to your page and get them talking about themselves. First, grab customers’ attention and “ethically bribe” them to visit your Facebook page. Sure, use a contest … BUT … make sure you provide an incentive for prospects to talk about themselves.

Do what Amanda Kinsella of residential HVAC provider, Logan Services, has been doing for years now. She’s using Facebook to generate leads and tracking ROI to the penny.

So can you. I’ll show you how. 

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The 1 way to always get appointments on LinkedIn

linkedin sales navigator training

Time to read: 3.5 minutes. Your success depends on being able to get appointments set faster. Knowing how to navigate Sales Navigator is not enough. Make sure your LinkedIn Sales Navigator training help reps get appointments set faster by:

  • teaching your team an effective communications process
  • showing them a copy-able, repeatable way to spark customers' curiosity in the seller

Many LinkedIn trainers teach outdated approaches--InMail templates that aren't effective.

Avoid asking for an appointment too soon

Example: Did you know the best way to get more appointments, faster, is NOT asking for the appointment in your first email? 

You'll get better response rates by using the first message to earn permission for a discussion.

Then, conduct the conversation (via email) in a way that creates an urge in the prospect to ask you for the appointment. Why? 

Because this helps you qualify leads faster.​

Sound crazy? Stick with me. I’ll even give you a template to make it easy. This is what I've learned while coaching my Sales Navigator customers.

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LinkedIn’s InMail Policy Change: What to do next

linkedin inmail policy change

Time to read: 3 minutes. The new LinkedIn InMail policy change is in effect. Upset? Confused? InMail just got much more expensive for average sellers. However, top-performers are getting a nearly unlimited supply of InMail credits under the new policy. Just by making one small change to how InMail messages are written.

Yes, I said nearly unlimited. No, I’m not kidding, nor risking my integrity. You can do the same. I’ve done the research and tried this method myself.

There is a way to send 100 InMail messages and get 193 credits back. (for you to re-use again)

The LinkedIn InMail policy change (in plain English)

LinkedIn screwed up.

When InMail was introduced LinkedIn’s “guaranteed response” policy rewarded spammy messages. So, as of January, LinkedIn gives InMail credits (that you buy) back—BUT only for InMails that earn a response in 90 days.

This is radically new.

LinkedIn’s old InMail policy rewarded sellers who were not successful with InMail. LinkedIn’s new InMail policy change rewards you (only) for writing messages that get strong response.

Under the old system:

  • If you did not receive a response within a week, the InMail credit you purchased was given back
  • LinkedIn said this policy “guaranteed you a response”
  • Spam increased across LinkedIn since this policy rewards you for failing to earn response (whoops!)

For example, let’s say you purchased 50 InMails and sent them. A (poor) 10% response rate allowed you to earn credits and send over 400 InMails per month. Woah!

LinkedIn’s original policy increased the amount of spammy InMail messages being sent. The system rewarded it.

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The best InMail / email messages do this to create response

best linkedin inmail messages

Time to read: 2.5 minutes. The best LinkedIn InMail messages have one, simple trait. Insane amounts of focus on the recipient. One unusual but effective method is to tie the recipient’s public statements or behavior to an issue aligned with your product. It works for a handful of reasons. It’s a hyper-personal, no-nonsense way to spark conversations with decision-makers. I’ll present the tactic in checklist and template format. This technique is also effective for recruiting professionals. Some are getting results with it.

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Why sellers should not use LinkedIn connection requests

linkedin connection request

Time to read: 3.5 minutes. It’s easy to be restricted or even banned by LinkedIn—simply for requesting connections with prospects you don’t know. Being restricted from sending connection requests (phase I) and being totally banned (phase II) by LinkedIn is common. Ask around. You’ll be surprised.

Want to avoid being restricted or banned? Plus, want more appointments from LinkedIn?

Stop sending out connection requests. Sound crazy? Hear me out.

Being connected is more useful for nurturing leads—less effective for earning near-term meetings or starting relationships. There is a much better way to get appointments, fast.

Plus, if your connection requests are not accepted by prospects often enough LinkedIn will remove your ability to make connection requests. Ouch. Today I’ll tackle:

  • why you don’t need a connection on the approach,
  • when you should ask for the connection and
  • how LinkedIn fits in (best) with your prospecting process.

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How to write social media posts for business

How to write social media posts for business

Time to read: 3 minutes. Worried about wasting time on social media, but still believe in it? Good news: Effective social selling depends on your ability to apply direct response marketing inside posts. Success has little to do with techie stuff. Knowing how to write social media posts for business is the game-changer. Here is a simple, effective posting technique that creates leads.

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LinkedIn InMail Prospecting: Get more response with this template

linkedin inmail prospecting

Time to read: 3 minutes. The goal of LinkedIn InMail prospecting 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. Then you can step up to the plate and swing.

Prospects are the judge and jury of your InMail–because they have to be. However, standing out as someone who they do want to talk with is not difficult–IF you prove to them you’re not like the other crap in their inbox!

The goal of InMail prospecting is to earn the right to proceed. Nothing else.

Here is a proven way to spark prospects curiosity AND get them asking you for more details. At the end, I’ll provide a template to make it easy.

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