You MUST do these 2 things before sending LinkedIn Messages...
Daniel Disney
Get my ENTIRE online LinkedIn & Sales Nav course for free (click my profile button to find out more) - LinkedIn Influencer (Over 1 Million Followers) - Award Winning Keynote & SKO Speaker - Founder of The Daily Sales
Salespeople, before you even THINK about sending a message to a potential prospect on LinkedIn, regardless of whether it's a written, audio or video message, you need to do two simple things...
It's not optional (if you want a reply that is)
It won't take you long to do either
BUT
If it will make the WORLD of difference for you and for your prospects
Those 2 things that you MUST do are...
(I'll also be sharing tips on how to MASTER them in this article)
RESEARCH & PERSONALISATION
This might seem obvious, but the vast majority of sales messages that I get, or that decision makers show me, include absolutely ZERO personalisation
No research had been done and nothing in the message is about the prospect
Just messages from salespeople that are basically like ME ME ME ME ME ME
The messages are usually just ALL about the salesperson like:
"Hi my name is John, I work for X company and we sell Y product which is so amazing and can do this and that and we've worked with these companies and blah blah blah"
The reality, and ALL salespeople need to know this, is:
No research and no personalisation = NO REPLIES!
So let me help out here with HOW you can do these 2 things.
Step one is to do some research
You want to do this for many reasons, the main ones being that first you are QUALIFYING the prospect as someone who would benefit from your product or service. You might also find some strong buying signals but more importantly you're looking for CONVERSATION-STARTING opportunities
There is literally a GOLD MINE of information on LinkedIn for you to look through
NOTE - The amount of time you spend researching prospects should reflect the potential value of that prospect. For example, if they're potentially a huge prospect, then invest some good time in researching. If it's a small sale, you might not want to spend too long researching
Here is where you can look to find information on LinkedIn:
Once you've done some research, then it's time to PERSONALISE the message
There is a simple reality with messaging on LinkedIn:
"The more you make your LinkedIn message about your prospect, the more likely you'll be to get a reply"
You need to use the amazing information you've got from your research to make your messages as much about your prospects as possible
Recommended by LinkedIn
Not about you, not about how amazing you are, how amazing your company is or how amazing your product is
Instead, make the focus on THEM
Your messages should change from "Hi my name is Daniel and I do or I work for" to "Hi my name is Daniel and this is what I think I can do for you"
No one wants to be sold to, but your prospects and customers need your help and if your product and service can help them then that should be the focus
It's simple, but if you do those 2 things you stand a FAR GREATER chance of getting replies to your LinkedIn messages (and replies that express interest)
It doesn't take long
It doesn't require huge effort
But it makes a BIG difference
Give it a try today, do some research and personalise those messages. It might just help you get more replies to your LinkedIn messages and create some more opportunities :)
Thank you for reading this newsletter article!
I really hope you enjoyed it. If you did, please do click LIKE and add a COMMENT to let me know what your thoughts on the maze are. Please do feel free to SHARE it with your network as well.
Would you like a FREE copy of my brand new eBook "100 LinkedIn & Sales Navigator Tips"? You can grab it right now at my new website right here
Want more? Here are a host of extra resources of mine to help you and your team:
PODCAST - The Social Selling Podcast (7 episodes available)
YOUTUBE - The Social Selling Show (15+ videos available)
BOOK - The Ultimate LinkedIn Sales Guide (Available on Amazon)
BOOK - The Million-Pound LinkedIn Message (Available on Amazon)
If you or your team is looking to leverage LinkedIn, Social Selling or Sales Navigator to its full potential, I'm running a few live virtual masterclasses in March that you might be interested in:
Monday 21st March 2022 - 2 Hour LIVE LinkedIn Marketing Masterclass
Wednesday 16th March 2022 - 2 hour LIVE LinkedIn Social Selling Masterclass
Thursday 17th March 2022 - 1.5 Hour LIVE Sales Navigator Masterclass
If you're interested in me coming to deliver an in-person or virtual SKO, Keynote or if you're interested in a Corporate LinkedIn/Social Selling/Sales Navigator Training package, please feel free to pop me a message on LinkedIn or email me directly at danieldisney@thedailysales.net
Experienced Sales Operations & Sales Transformation Leader
2yFor anyone new to 'Social Selling' this advice from Dan is like gold dust, I've just shared it with the Team I work with using LISN. Thanks.
Be with the Best | International Business & Sales coach| Moving You from Ordinary to Top Achievers/Relationship Influencer| Business & Sales Strategy audits| | Speaker|B2B|Certified Life Coach & NLP Practitioner
2yGreat post for new sales people
CAMBRIDGE MOTORS PLUMSTEAD Established 1959 UK ELECTRIC VEHICLE OWNERS CLUB Established 2015
2yI really do not envy people selling or making money in the digital space. I get a fair few connection requests then its radio silence. If i feel mean i take this as a challenge 😆 🤣
Taylor Barrington
Overcome sales objections, ghosting, prospecting challenges and generate more sales. Personalised 1:1 Sales & LinkedIn coaching. Group Training also available. 30 years international selling experience.
2yThis is so important and so obvious, yet so few people do it.