What is your reaction when you receive an overly salesy message on LinkedIn? Honestly, how many of these generic messages have actually caught your attention?
Let's be clear: generic, copy-pasted messages don't work on LinkedIn. Unless you're offering something of significant value, there's a good chance your prospect will ignore your message.
If you are not satisfied with your results, but have no idea what you are doing wrong, this article will help you.
1 – Check your prospect list
LinkedIn messages , make sure you have a high-quality prospect database. It needs to be up-to-date and very precise . The fact is, if your prospect list is too large, you risk contacting people who aren't interested at all.
So, even if you have the perfect cold calling message, you might not get any results. When your prospect list is highly refined, you have a much better chance of finding qualified leads .
In practical terms, make sure your target audience wants what you're selling, has the budget to buy from you, and the purchasing power to make that decision
For example, if you are addressing marketing managers, but only the founders have purchasing power in their company, you will waste time.
READ ALSO: PRM: how to create and optimize a BtoB prospecting file?
2 – Your messages should not be too salesy
B2B prospects are bombarded with spam on LinkedIn every day. Keep in mind that most of us have developed a kind of psychological shield that allows us to quickly detect and ignore sales messages. Many of your prospects won't even read the first two words if they recognize your approach as sales-oriented.
To get around this barrier, you need to start a conversation. For example, “Really impressed by the blog posts on Magileads . Can we get in touch?” When a prospect sees that you're not just trying to convince them, the chances of them responding to your connection request are much higher .
This type of message is known as a “pattern interrupt .” The idea is to do something different from the average salesperson in order to stand out . Interrupting a pattern causes the prospect to stop what they usually do and behave differently.
Here are some examples of LinkedIn prospecting that work.
3 – Personalize your message sufficiently
Some salespeople do use a form of personalization. This might involve mentioning the prospect's name or company . But the problem is that this isn't enough to capture their attention.
The fact is, you can't just settle for basic personalization if you truly want to. You need to research each prospect and write a personalized introductory sentence for each one. Yes, it takes time, but it's worth it.
Specifically, take a look at the prospect's LinkedIn profile to help you craft a personalized message. Essentially, you need to find something to compliment them on: a new job, an excellent webinar , a promotion, or great social media posts. Alternatively, try to find common ground that might connect you: membership in the same LinkedIn group, shared interests, or mutual contacts. Another effective approach is to ask questions like:
- How do you deal with x problems, what is the secret to success?
- Do you know of any good places for hiking?
Note that personalization is used to start a conversation. In this regard, here are some good tips for personalizing your messages.
4 – Check that your CTA is not vague or too confusing
Make sure your calls to action are very specific . If they are vague, your prospects won't know what you expect from them.
In a prospecting message, you can mention that your company solves a specific problem they might be facing. If you want them to call you quickly, mention this in your follow-up messages . In any case, make it as easy as possible for your prospect to respond.
5 – Avoid writing an essay
B2B prospects are busy people. If you bombard them with a wall of text, the chances of them reading and responding to your message are slim. Therefore, just like overly salesy messages, overly long messages don't work. Your message should be only one or two sentences. Nothing more.
Therefore, ensure your prospecting are short and to the point. Remember that prospecting on LinkedIn is simply about building relationships.
6 – Your LinkedIn profile needs refreshing
Before sending messages to your prospects, it's worth taking a look at your LinkedIn profile. Is it professional? Will it encourage decision-makers to get in touch with you?
Remember that your profile is like a first impression. In some cases, it can discourage potential customers from responding to you.
Also, your profile picture should be professional. And preferably, it shouldn't be a random selfie. Be specific about what you do and how you help your clients.
Remember that the “About Us” page is not just a “CV”. It’s a valuable section you can use to create a sales page for yourself and your business.
By the way, every Thursday at 6pm, we offer to answer all your questions about modern prospecting and demonstrate how Magileads can radically transform your Marketing and Sales results.
You want to know more, contact us >>
