Master LinkedIn messaging

In his newsletter, Chris Ritson shared a five-step system for booking meetings on LinkedIn. Here’s a simplified breakdown:

1. Profile observation: Start by scanning your prospect's LinkedIn profile. Look for one key observation, like a recent team growth, that you can use in your messages. Repeating this observation helps build rapport.

2. Get permission: Before pitching, ask for permission with a simple template. Mention your observation, compliment them, and ask if you can pose a few questions. This approach is effective for cold prospects.

3. Personalize the problem: For prospects who have engaged with your content, skip directly to addressing their specific problems. Use a template that acknowledges their engagement and asks an open-ended question related to your solution.

4. Positioning: Once they respond, ask two high-value questions to understand their needs before pitching. Use statements that align with typical challenges they face to make them feel understood.

5. Proof and pitch: After gathering enough information, pitch your solution by showing how others like them have solved similar problems with your help. Make the prospect the hero of the story.

6. Chase smartly: If prospects go silent, use assumptive language to prompt a response without seeming pushy. This helps determine if timing or interest is the issue.
   

**Announcement **

I’m starting another newsletter because I thought some of you might hate not hearing from me over the weekend after the 5 issues of SalesDaily 😉 - just kidding!

The newsletter is called theBlueSheep, and it will go out every Saturday.

What’s it about? In short: mastering LinkedIn.

Here’s what I’ll share with you:

• Best practices for growing on LinkedIn and increasing engagement from others that I collect (similar to this newsletter)

• How to create quality content

• Optimizing your profile and useful hacks

• Strategies that helped me grow from zero to 34,000 followers in under 10 months

I’d love to see you there! You can sign up here:

Small hack to adjust your langauge

Robin Burr reveals a LinkedIn hack to improve sales conversations:

1. Visit prospect's profile: Go to your prospect's LinkedIn profile.

2. Check recommendations: Scroll to the ‘Recommendations’ section and focus on ‘Recommendations Given.’

3. Analyze language: Note the adjectives and language your prospect uses when describing people they admire or respect.

4. Incorporate language: Use similar language and values in your conversations with them.

Example:

• If a prospect praises someone for going the "extra mile" and being "trusted with project deliverables," incorporate these phrases into your discussions.

• You might say, "Most of the CTO’s that come to me are focusing on how they can get the right resources into their team to ensure they meet the projects deliverables. That seems to be really important to them right now. They say it can be difficult find people who go the extra mile. That sound vaguely relevant to you in any way?"

Additionally, review "Recommendations Received" and the "About" section for more insights into how others view them and how they view themselves. This can give further ideas for effective language use in your interactions.

Effective LinkedIn engagement

Nick Thickett and Morgan Smith discuss effective LinkedIn strategies for booking meetings in older episode of the B2B Power Hour. The concepts are still valid and very valuable.

Here's a concise summary:

• Start relevant conversations: Focus on having meaningful conversations with the right people at the right time. Avoid relying solely on automation and digital interactions.

• Use triggers wisely: Don’t just reach out because of a trigger event like a funding announcement. Instead, use your experience to explain how such events impact the business and why change is necessary.

• Warm up prospects: Engage with prospects by writing thoughtful comments on their posts. Use approaches like:

  1. Asking questions to generate discussion.

  2. Agreeing with content and adding insights.

  3. Injecting humor if appropriate.

  4. Tagging authoritative colleagues (not from your company).

• Leverage influencers: Follow influencers relevant to your target accounts and engage with their content to connect with potential prospects.

• Treat DMs like texts: Keep direct messages conversational and informal. Use them to validate triggers rather than immediately selling.

• Strategic engagement: Spend most of your LinkedIn time warming up accounts through comments and engagement, reserving direct outreach for when trust is established.

• Manual prospecting: Ensure you’re engaging the right person by validating their role through manual research.

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