How To Message Potential Clients on LinkedIn
By Tony Restell
I recently had the opportunity to present to a packed-out event of business owners, addressing the topic of how they could build their client base by using LinkedIn more effectively.
One key element we discussed was how to use LinkedIn DMs to win more clients.
The biggest secret I could share here was that you sell more by selling less.
What do I mean by that?
Well, if you think of the kind of behavior that irritates you on LinkedIn, it basically involves doing the polar opposite of that! Here's what everyone in the room found annoying:
- Accepting a connection request
- Within hours or days, receiving a direct pitch of any description - before any trust has been established and before they've had the chance to start perceiving you as being an expert at what you do
- Getting follow-up chasers when you don't respond to that initial pitch
- (and worse still if the original connection request already contained a pitch, although most would ignore those and not accept them)
Instead, here's what you should do:
- Connect with your ideal prospects, with a message that alludes to your area of expertise and that encourages conversation
- Spend the first months after they've connected simply posting insightful content - and engaging with them, where possible, through comments
- Only some months into the relationship would you consider sending a DM
- Have that DM focus on something that's of value to them and that ideally prompts a conversation being started or you getting the chance to meet in person or via Zoom (without any reference to selling your services)
The slides and session recording below walk you through examples of exactly what we're seeing working well for B2B businesses, so grab a coffee and give this a watch. I promise it'll revolutionise your results (our business depends on getting real business wins for our clients, so these are battle-proven approaches that definitively work!)
How to build your client base using LinkedIn
For subtitles, simply hover over the CC button at the bottom right of the video to activate subtitles or access the transcript
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This session was part of a half-day event for recruitment business owners wanting to expand into the US and Canadian markets. If you're interested in reviewing all the sessions from that workshop, they are freely available here.
NOTE: If you'd like some help rolling out this kind of strategy for your B2B firm, feel free to book in for a call about our social media marketing services via our book a call page. I'd be delighted to give you a better understanding of what can be achieved - and in what kind of timescale.
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