In this article, you’ll find out how to use LinkedIn to land new clients through outreach messages.
Specifically, we’ll cover:
Optimizing your LinkedIn profile
Reaching bent 1st-degree connections
How to use LinkedIn Sales Navigator to land clients
Cold messaging outside your network using automation
My secret trick for sending InMails
Using your Social Selling Index (SSI)
Optimizing your LinkedIn profile
Your LinkedIn profile is analogous to your website. Before messaging people, you would like to be clear on what you’re offering.
The 3 most vital parts to optimize are:
Your background photo
Bonus points for optimizing your About section also. The more people can study you when visiting your profile, the higher they understand what you are doing and the way you’ll help them.
Let’s start together with your headline. confirm it’s catchy and instantly understandable what you are doing.
The more specific you’ll be, the higher. specialize in benefits.
Keep in mind that potential clients are going to be visiting your profile. and that they want to understand how you’ll help them.
So your headline is about THEM, and not about you.
“Helping Small, Medium and Large Companies with SEO, AdWords, Website Design, Social Media Management, Video Editing, Event Management & Writing Novels for Team Members”
“Marketing Manager offering SEO Campaigns Worldwide for less than $30/mo”
“Owner at Company”
“I Help Roofers to urge a mean of 5-7 New Clients Contracts Every Single Month”
“Car Insurance Lead Expert – Let Me assist you Consistently Double Your Contracts Signed Under 90 Days”
“Helping swimming bath Contractors Increase Sales by 53% within 67 Days”
Next up, is your profile picture. consider how you would like to position yourself.
I wouldn’t recommend wearing sunglasses and hiding your face on LinkedIn.
Ask yourself, what does your audience expect from you? Are you alleged to be super professional?
Or somewhere within the middle? How does one want to present yourself?
Don’t overthink it though. Just pick something ok, concentrate a touch, or zoom out a touch, then click “Save Photo”.
Before heading to the subsequent section, let’s discuss the ultimate element, your background image.
Use it smartly to further position yourself as an expert. If you specialize in one specific niche, then use a picture or icon that’s relevant to your niche.
Consider mentioning your Unique point there also.
Or elaborate on your headline and add some extra text that gets their attention.
Just confirm that these 3 elements are optimized in such how that a possible client easily understands what you are doing which you’ll help them solve a drag they’re having.
Now you’ll escape with not optimizing your profile, but any work you’ll be doing to land clients on LinkedIn simply won’t be as effective.
So keep that in mind if you’re getting to skip this.
Reaching bent 1st-degree connections
Again, confirm to travel through the previous steps. Optimizing your profile is often fun but don’t spend an excessive amount of time there (…well, I feel it’s fun).
The easiest strategy people often overlook is to start outreaching and building your network.
These are folks that already know you or a minimum of accepted your friend request.
Of course, if you don’t have connections on LinkedIn, this is often useless to you. But if you are doing it, I’d always recommend first reaching out to them.
Now if you’ve got many friends already, there are LinkedIn automation tools that will assist you to automate your process for sending messages.
It’s awesome because some tools also allow you to export all of your contacts to a CSV file, then you’ll enter there, remove people from your list you don’t want to message, supplying you with a pleasant clean list.
Generally speaking, I might recommend sending just 1 message to people you’ve already had in your network for quite a while but never engaged with.
Or a minimum of not in a while.
People you’ve already known for years probably wouldn’t appreciate it if you’re spamming their inbox with repetitive messages about your business, albeit you specialize in helping them.
As for a way to message people? Let’s dive into it.
So this was a relevant message to interact with my connections by sending them a private message. And since it’s focused on helping people,
I got a significant amount of individuals replying and offering their help to attach me to people in need.
Hopefully, this instance gives you a thought of the type of message you’ll write yourself. No got to copy the message, just use it to see how to structure your message.
The key point is to write down something “socially selling” your services in a cool way that relates to people.
Don’t just sum up the items you are doing, but check out how you’ll help someone.
And like I did, if it’s someone that isn’t directly the owner of a business, invite an introduction. You’d be surprised at what might happen once you ask!
This is where we start sending cold messages to people we haven’t connected with already. And yes, at this stage we’ll use a sequence of messages.
If you’ve never used LinkedIn Sales Navigator, you’ll check-in for a 30-day trial. then, it’s around $80 per month.
Finding Leads in Sales Navigator
In this section, we’ll cover the way to find leads.
On your LinkedIn page, click “Work”, then “Find Leads” to open up your Sales Navigator homepage.
You should see the search bar as above. If you would like to see people, then you would like to pick “Lead Results”.
If you would like to see LinkedIn business accounts, click “Lead Accounts”.
To start cold messaging people, we would like to seem for actual people so we’re gonna plow ahead with “Lead Results”.
On the left, you’ll see a box where you’ll set “Filters”
So you’ll get very specific here which is important because LinkedIn only shows 2500 results at a time.
You’ll notice it shows a max of 100 pages of 25 results per page.
We’re not going into the very specifics here but, if you’re checking out “chiropractor” within us, you’ll presumably get 2500+ results.
So if you would like to urge all the results, you’ll need to segment your search into different cities.
As you’ll see in the screenshot above, the primary one shows 70k+ results, meaning, you’ll get to be more specific together with your search to lower it to but 2.5k.
So within the “Geography” section under “Filters”, segment it right down to a city or group of cities.
In the “Relationship” filter, I always look for 2nd degree and 3rd-degree connections. you’ll also add “Group Members” if you’d like.
The remaining filters are pretty straightforward so I’d recommend just fooling around with it. For “Industry”, there’s an enormous list of industries that you simply can choose between.
If not included, just look for it within the search bar at the highest where it says “Keyword”.
This is an example of how to not search since you’ll see everything is blank apart from the country (Netherlands) and relationship (2nd and 3rd degree)
In the example above, you’ll see a staggering number of seven million+ results total, and 710k+ people posted on LinkedIn within the past 30 days. Always bring it right down to 2500 results max.
On that topic though, if you would like to urge a simpler list with folks that are more likely to reply, then you would like to urge the leads within the 3rd column, people posted on LinkedIn within the past 30 days. If you’re after volume, then accompany the primary column.
Using a “Boolean Search”
You’ll find that a lot of people show up in your search that aren’t getting to be a possible customer.
Like your marketers, coaches, assistants, also as niche-specific roles that simply won’t be decision-makers.
To save you time not manually checking every prospect, you would like to use what’s called a Boolean search.
For example, when you’re checking out plumbers but want to exclude marketers, coaches, and assistants, then your Boolean search would appear as if this:
Plumber NOT marketing NOT coach NOT an assistant
On the opposite hand, if you’re trying to find specific keywords that folks must mention on their profiles, then a Boolean search
So this specific search helps you to seek out specific businesses that mention one among these words on their profile.
So during this case profiles of individuals that include “cloud” and “software” and “saas”.
For example, when going after SaaS companies, presumably people therein niche will mention words like software, SaaS, and cloud on their profile.
Now it’s not 100% foolproof so it’ll still offer you results of individuals that aren’t your ideal customer.
But it can offer you an opportunity to list pretty damn fast supported common words that decision-makers use within the industry you’re after.
Not sure what words decision-makers use?
Visit a few of the decision maker’s LinkedIn profiles and write down common words, then use them for your Boolean search.
My advice is when running a replacement search during a new niche, you usually get to find specific roles to exclude.
So there’s no fixed set of words or roles to exclude, it’s instead a distinct segment-specific decision.
Have a fast look around the results and determine what words and roles should be excluded from your search.
You don’t need to use boolean search, but done right, it’ll make your life significantly easier.
Saving your searches in Sales Navigator
Back within the day, it had been possible to export batches of max 1000 prospect’s LinkedIn URLs at a time through Chrome extensions.
Then upload the CSV file to an automation tool.
However, most tools obviate this because it’s easily detected by LinkedIn. Lately, you’re gonna need a Sales Navigator URL to feature an opportunity list to an automation tool.
After saving it, click “Saved Searches” to ascertain the search you only saved.
You’ll also find a summary of all the lists that you’ve saved before.
It would be an enormous waste of your time if you probably did an excellent search and you end up losing it and need to re-do everything again.
That’s why you would like to save lots of your searches and have your URLs easily on file. Again, you’re going to need them when using automation tools.
If you’ve been thinking of how you’ll use LinkedIn to urge more clients for your business, be happy to succeed in bent me.
I’ll have a glance at what it’s you’re offering, your current LinkedIn profile, and recommend you a technique on what I feel goes to urge your results.