Are you thinking about optimizing your prospecting using LinkedIn in mail? We have prepared some tips that can help
Using LinkedIn for business contact and driving sales is no secret. Much less a 7-headed beast. With over 330 million users in over 200 countries, LinkedIn is the world’s largest professional social media.
Many salespeople use LinkedIn to warm up leads, avoid cold business calls, and gather information that can help them sell better.
Here are 6 tips that can help you understand how to prospect clients on LinkedIn, which will surely make all the difference in your business results.
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Tips for Contacting a Prospect on LinkedIn
Tips on how to prospect clients on LinkedIn
#1. Contacts are the currency of LinkedIn
LinkedIn has 3 levels of connection that allow you to diversify and expand your network.
Basically, your first degree connections are the people you’re connected to; second degree contacts are the people you are connected to through your connections; and finally, your third-degree contacts are the people your second-degree contacts are connected to.
When you make a new first-degree connection, your impact on the network is amplified because of the new second- and third-degree connections you have access to.
So, whenever possible, take the initiative to make new contacts. Use the search tool to find the people you work with, and those you’ve just met. There is no way to prospect on LinkedIn without doing this.
Whenever you meet someone online or offline, be proactive by sending them a connection request while they still remember you.
When adding new contacts, the trick is to always write a connection request. Never use LinkedIn’s formal connection request.
Create a request that succinctly provides a personal benefit to this person as to why they should connect with you. What you should never do is sound like any salesperson.
“Hello [name], we provide XYZ dental equipment and it can save you time and money. I would like to add you to my LinkedIn network”.
“Hello [name], we recently helped [name of company in the same industry as your prospect] save 12% on the purchase of dental supplies, offering more favorable billing terms.
I would like to add him to my network so that we can talk about it in the future”.
With a little research on your prospect and with the right message, you might be able to add 10 to 50 new prospects a week.
Expand your network by adding the right contacts, and gaining access to other connections.
#two. Keep your profile always current
You need to make sure your profile is up to date and ready to tell people what you do, or how you can help them.
Thus, it will be easier for your connections to refer you, and make you be found by your potential customers. So tell your network who you’ve helped recently, and how you’ve been doing it.
Explain the benefits you offer, and then write a clear, concise call to action in your summary, telling people in your network exactly what you would like them to do.
It could be a phone, an email, or just a visit to your website to sign up for your mailing.
And your company profile? Do you know how to add company on LinkedIn? It’s very easy: in the upper right corner there is a symbol of nine little squares forming a larger square, click on it, a drop-down menu will appear, you click on “create company page” and follow the instructions.
#3. Use search to map your prospects
You can find and filter people by different attributes including: title, company, location, keywords, company size and activity.
Through the search you can find new prospects on LinkedIn. Top sellers use LinkedIn before meeting with their customers to find out more about who they are, what they do, and who they’re connected with.
You can, for example, find out who they’ve worked with, what they have in common with you, or even research your competitors.
Even on a basic level, LinkedIn search is very useful in helping you find potential prospects.
#4. Be authentic and provide value to your network
People respond to genuine human interaction, they don’t respond to cold, generic prospecting.
Therefore, all you have to do is be truthful and provide value to your network of contacts.
Value can come in many forms. It can be through sharing content (such as an article, whitepaper , e-book, etc.) that you think will be beneficial to your network, or it can be by facilitating an introduction between 2 contacts in your network.
In the LinkedIn world, being truthful and bringing value to your network works like a boomerang: if you build strong relationships with your network, people will have time for you.
#5. Follow the influencers
Identify and track influential individuals and groups in your market. This will allow you to keep up with the market, have quality time, and engage in conversations with potential customers.
Top sellers still use LinkedIn to find a deep, close approach to building influence, building credibility, and generating new connections.
In addition to being active in group-specific discussions, you can also start your own group to build influence and add new connections.
#6. Go to contact
Once you’ve engaged with your prospect, made them a connection, and are actively interacting with them, it’s time to get closer.
That’s what LinkedIn in Mail is for. You can use it to approach your prospect and try to schedule a specific conversation to introduce your product and your company.
But, you need to get the most out of every In Mail. Typing the wrong In Mail will ruin everything for you. So take the time to organize your ideas and words so they can be read.
After interacting with your contacts online, in mail is a great way to get closer.
A LinkedIn In mail Template
If you don’t know where to start, below is an In Mail template to help you with your prospecting.
When writing your LinkedIn in Mail, you should keep in mind that this is not a one-time In Mail. You need your interlocutor’s interaction to move forward. So be quick, subtle, and remember to leave the ball with your prospect.
Here’s a quick example of how to do this:
Subject: Help with IT
Is cloud computing or any type of IT outsourcing on your company’s radar? If so, can I propose a brief exchange of emails to decide whether a conversation would be wise?
Otherwise, thank you for taking the time to consider my proposal. Please let me know your considerations.
See how sending LinkedIn in mail can be a great way to expand your contacts?
Are you ready to use LinkedIn?
Now that you know how LinkedIn in mail and the other functionalities of this professional social media work, all you have to do is start spending more time on it.
Some companies have a habit of blocking social networks at work. If your company shares this practice, it can be useful to show your manager how you will bring results through him, such as prospecting clients on LinkedIn and making business contacts.
Create an action plan designed to get the most out of LinkedIn and show it to him. Surely he will understand that LinkedIn is a great ally for the commercial department.
Another issue you might want to consider is a LinkedIn premium membership. It allows you to search with more filters, send In Mails to professionals who are not your connection, and dozens of other benefits.