These days, you are as likely to make a professional connection online as you are in-person.
Even if you meet at a networking event or through a colleague, your next communication may be on LinkedIn. Leveraging this virtual LinkedIn Connection is a great way keep the conversation going and discover how you can benefit from knowing each other.
Serve Your Connections
Being connected on LinkedIn is about being of service to others. How can you help others in your network? Through education, introductions, industry insights, and recommendations, you become a valued networking partner. Strive to understand your contact’s business to offer solutions to their needs. The value you add will lead to sales.
Remain on Their Radar
Unless someone has an emergency need, he or she is not going to buy from you when they first meet you. Often, they don’t even realize they have a need for your product or service until they get to know you and what you have to offer.
Don’t give up if the conversation falters. Stay focused on delivering value and being ready to offer help when the buyer needs it.
Nurture Each Connection
Find ways to engage with your connections in meaningful ways. Keep the door open for more conversation.
LinkedIn notifications are a fantastic way to gather insight into opportunities to engage with your connections but don’t be remiss in sending direct messages as part of your overall strategy.
An effective messaging sequence for generating leads in LinkedIn includes the following touchpoints.
Message 1: Invitation to connect.
Message 2: Thank you for connecting. I look forward to getting to know you.
Message 3: Value message (article, webinar, slide deck, etc.) The key is that it must be valuable to them, not just something you want to share. No sales material!
Message 4: Ask for the call.
Message 5: Follow-up request for call, if no response to message 4.
Don’t let your communication end there. Continue to share valuable content with your contact.
The goal of any messaging strategy is to build rapport and momentum toward doing business. To be successful, you must set aside time to consistently nurture the relationships with your connections. You won’t see results if you send a message today and then your contacts don’t hear from you again for a month. Plan a touchpoint message every 10 – 14 days so they don’t have time to forget about you.
Resist sending direct messages too often or too quickly. You don’t want to come across as pushy or impatient. In between messages, engage with the content that they are sharing on LinkedIn: Like what they post, comment on their posts, share their posts. Show them you are interested in what they have to say.
Measure Your Results
Track how many messages you send and what level of response you are getting. If you aren’t satisfied with the response, do some alternate message (A/B) testing on the message that you are sending. Keep making adjustments until you find a message that resonates with your prospects. Once you do, it’s just a matter of keeping the cycle going to bring in new leads on a consistent basis.
Design Your Full LinkedIn Strategy
LinkedIn is a great way to stay top-of-mind with your network and develop your thought leadership. Include your messaging campaign in your overall strategy for developing business through LinkedIn so you convey a cohesive message. Plan your strategy with a Free LinkedIn Strategy Session from the experts at RevGrow.
You’re Invited To RevGrow’s Next FREE WebClass…
“7 Proven LinkedIn Methods to Crush Your Sales Goals in 2019” with Brynne Tillman and Mark McIntosh
Tuesday, January 22nd, 2pm CST
Looking to crush your sales goals in 2019, but not getting the results you want with LinkedIn? Join social selling experts, Brynne Tillman and Mark McIntosh, for this innovative approach to accelerating your business development efforts using LinkedIn. In this action-orientated webclass, you’ll learn seven proven LinkedIn methods that will help you consistently fill your sales pipeline and crush your 2019 sales goals!
To Register: LINK Spots are limited!
RevGrow is a B2B LinkedIn Marketing and Lead Generation firm based in Dallas, but proudly serves clients throughout the United States. RevGrow specializes in helping business owners, consulting firms and sales professionals grow their revenue by generating a steady flow of qualified leads and targeted C-level appointments, while positioning you as the authority in your field and someone prospects will know, like and trust. You can connect with RevGrow on LinkedIn, Facebook, and YouTube.
[Note: This is an updated version of the blog post How To Nurture Your LinkedIn Connections Through Direct Messages – Published on January 16, 2018 by Cathy Yerges]