New Linkedin Outreach Strategy
You'll like this one...
Raise your hand if someone’s tried (and failed) to sell to you via Linkedin ✋
We know the pain too well. Both from receiving ineffective DMs or let’s be honest, by sending some ineffective Linkedin messages in the past.
Side Note: if you’ve cracked the code to Linkedin outreach - please let me know! Would love to have you share with the DSR community.
Statistically speaking, Linkedin outreach doesn’t drive nearly as much revenue as cold calls or email. So if it’s not producing anything, why do we shoot out shots every day?
Because Linkedin feels like a more personal place to connect with someone. and it seems like less of a barrier than a cold call or email.
Here’s the problem with this thinking: Linkedin is social media. It’s that simple. Prospects don’t want to be bothered and sold here, they’re getting enough of that through phone and email (which again, still work beautifully).
But, if you’re going to sell on Linkedin, you need to adopt this approach…
There’s a classic sales approach that leans into human psychology and it goes something like this: Give your prospect options to choose from and they’re more likely to select one rather than just say no – does this sound familiar to you?
Here’s an example of a salesperson asking for a meeting - you tell me which one is more likely to elicit the response you want:
“What kind of availability do you have next Tuesday?”
OR
Which works better for you next week; Tuesday at 3:00 p.m. or Thursday at 9:00 a.m.?”
The idea here is, when you give a prospect two different but specific times to choose from, it’s likely they’ll select an option rather than say no because psychologically, that’s the easier task for the brain to accomplish.
Apply that same framework to your Linkedin approach, but with a priority drop right out of the gate:
“Hey Susan (our newest community member😉) ,
Through talking with Sales Leaders they’re typically focused on a few things:
Standardizing sales process
Better data in your CRM
Ramping green reps
Which one of these do you care most about right now?”
This simple adjustment is likely to get you more responses solely based on the mechanics of human psychology.
When people are given choices, they choose something. That’s just what we do.
Notice something key in my approach above - I don’t mention myself, my product, or my company once. Why? Because outreach is about the prospect, not us. Keep that top of mind, especially on Linkedin!
So, the next time you send a DM on Linkedin, try using this format and let us know how it goes.
Bonus tip: You can actually turn your Linkedin messages into automated question/answer triggers that don’t require prospects to interact with you as directly, which makes them feel less pressure.
Simply provide a few options and depending on which option they select, your next message will populate automatically. This is a new Linkedin feature - see screenshot below:
Want to learn more about this new Linkedin feature and exactly how you can best execute this approach?
Claim you Daily Sales Rep Community seat for $9/mo.
Today’s Takeaway: Sales always has been and always will be a psychology game. Your responsibility is to reduce the cognitive load for your prospect to make a decision in your favor.
Happy Tuesday, and Happy Hunting!