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How to Message Pospects on LinkedIn

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There is a good way to communicate with prospects on LinkedIn and there is also a "not so great" way. We will discuss both of these areas during our next webinar "How to Message Prospects on LinkedIn".

In this webinar, we will not only discuss some of the do's and don't with messaging prospects, we will also show you a process for building your own messages and this can be applied to sending emails both through LinkedIn and also through your main email inbox.

Published in: Business
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How to Message Pospects on LinkedIn

  1. 1. How to Message Prospects on LinkedIn Michael Halper Founder and CEO SalesScripter
  2. 2. Do’s and Don’ts 6 Email Templates Following Up Another Approach
  3. 3. Don’t make it about you. Don’t: Do:
  4. 4. Don’t make it about you. Don’t: Do: Make it about them.
  5. 5. Don’t sound like a salesperson trying to sell something. Don’t: Do:
  6. 6. Product Selling Sales Pitch Company Product Features Pricing Goal: Closing sale
  7. 7. Don’t sound like a salesperson trying to sell something. Don’t: Do: Sound like a business person or a consultant.
  8. 8. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  9. 9. How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
  10. 10. Don’t do the ”instant pitch”. Don’t: Do:
  11. 11. Salesperson Sends Invite to Connect Prospect Accepts Invite Salesperson Sends Email Selling Product The Instant Pitch
  12. 12. Don’t do the ”instant pitch”. Don’t: Do: Either delay your message with your pitch or decrease the amount of pitch in your message.
  13. 13. Don’t put your prospect to work. By asking broad questions: • What do you do? • What are you working on? • What are you biggest challenges? Don’t: Do: Send a message that is more specific or does not put the prospect to work.
  14. 14. Don’t try to sell the product. Don’t: Do:
  15. 15. Don’t try to sell the product. Don’t: Do: Try to start conversations.
  16. 16. Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Early Sales Process Steps
  17. 17. Don’t be inauthentic with your message. ”I read your profile and found it interesting.” Don’t: Do: If your mention their profile, tailor your message to them.
  18. 18. Don’t’ send long messages. Don’t: Do: Try to stay within 3 to 4 sentences.
  19. 19. Don’t to the bait and switch. “would love to connect, would love to sell” Don’t: Do: Be authentic and consistent with your messaging.
  20. 20. Don’t send your articles fishing for likes, shares, and comments. Don’t: Do: Send articles written by other people as a way to share valuable information.
  21. 21. Don’t automatically add someone to your email marketing system after connecting. Don’t: Do: Engage with them before adding to your system or get them to opt-in on their own.
  22. 22. Don’t customize your invite message without changing the message. Don’t: Do: If you customize invite message, try to personalize it to the contact.
  23. 23. Don’t guilt the prospect into reply. “I would appreciate a response.” Don’t: Do: Communicate with confidence and respect.
  24. 24. Do’s and Don’ts 6 Email Templates Following Up Another Approach
  25. 25. The Problem Solver Hello [contact first name], I came across your profile and wanted to reach out because we find that [prospect title]’s can have challenges with: • [Pain Point 1] • [Pain Point 2] • [Pain Point 3] If you are concerned about any of those areas, we could probably have a productive conversation because we help to fix those challenges. Are you interested in a scheduling a brief 15 minute introductory call?
  26. 26. The Improver Hello [contact first name], I came across your profile and wanted to reach out because we help [prospect title]’s to: • [Benefit 1] • [Benefit 2] • [Benefit 3] If you are interested in improving any of those areas, we could probably have a productive conversation as we help to drive those improvements. Are you interested in a scheduling a brief 15 minute introductory call?
  27. 27. The Informer Hello [contact first name], I came across your profile and since you are a [prospect title], I thought you might find this article interesting: [Article Link] [Description of article and/or why it might be helpful to contact] Hope you find something of value in that and great to have you as part of my network!
  28. 28. The Networker Hello [contact first name], Great to have you in my LinkedIn network, but that does work as well if we don’t know much about each other. To make my connections more powerful, I try to spend 15 to 20 minutes with my contacts so that I can learn a little more about what you do and can share any information from my side that you would like to know. Are you available to put a quick call on the calendar?
  29. 29. The Keep Me In Minder Hello [contact first name], I see that you are a [prospect title] so you might need or purchase [your product or service] from time-to-time. We sell that but I am not reaching out to see if you need it because you are most likely not looking to purchase that when you get this message.. So what I would like to do is ask that you keep this message in one of your email folders as an new option for you when you are ready to purchase or make a change. Some ways that we differ from your other options are [differentiation 1], [differentiation 2], and [differentiation 3]. Let me know if you would like to schedule a brief call.
  30. 30. The Inviter Hello [contact first name], We have an event coming up and I wanted to share an initiation with you. You can register here – [link to register] By attending this event, you could expect to: • [Benefit 1] • [Benefit 2] • [Benefit 3] We hope to see you there!
  31. 31. Do’s and Don’ts 6 Email Templates Following Up Another Approach
  32. 32. Don’t question if they have seen your other messages. Don’t: Do: Just send your next message.
  33. 33. Don’t send one message. Don’t send too many without any reply. Don’t: Do: Send between 3 to 6 messages total if there is zero replies.
  34. 34. Don’t message too frequently. Don’t: Do: Message weekly or biweekly.
  35. 35. Do’s and Don’ts 6 Email Templates Following Up Another Approach
  36. 36. Please Like Comment Share Subscribe Thank You!!!
  37. 37. SMART Sales System S M A R T ales essaging nd esponse actics
  38. 38. SMART Sales System Sales Methodology Software Platform Professional Services
  39. 39. SMART Sales System Sales Methodology Software Platform Professional Services
  40. 40. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  41. 41. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
  42. 42. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  43. 43. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
  44. 44. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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