Today we’re going to look at ARGUABLY the most important part of the whole LinkedIn lead generation process – how do you nurture and follow up your connections, and begin to steer the conversation towards an appointment off of LinkedIn?
There’s an
old saying that your network = your net worth
The more
connections you have, the more of an Influencer you become, the more widely
known you are and therefore the more likely you are to make money from your
services. The more people who know, like
and trust you, the more likely you are to get referrals and recommendations to
people.
But you need to actively build those relationships, by being proactive. Like any relationship, it takes energy and effort, and time to nurture it.
So you’ve
been building all these new connections - now what? What do you say next to turn your contacts
into contracts?
You want to
have a pool of ideal prospects who know who you are, like what you do, and trust
you enough to either recommend you to their contacts or do business with you
themselves.
Imagine if there were 5 hot customers hiding in your LinkedIn contacts right now…
Because there are. At least! You just need to reveal them. And the way you’ll do that is what in sales
is called “Qualify the prospect” by asking the right questions to elicit a need.
Someone out there in LinkedIn land needs what you sell RIGHT NOW – you
just have to find them
AND they will buy from someone within the next 12 months. Question is,
will they be buying from you?
So it’s not connect then pitch. You don’t send them a brochure, you don’t jump on them and say” You don’t need some LinkedIn training, do you?” You don’t tell them all about you and then try and get them to agree to a phone call in the first message.
I’m sure you know the sort of thing I’m talking about?
Your new
connections want to be
- · Heard
- · Understood
- · Remembered
- · Respected
· They want you to “get them” Only then
will they be happy to do business with you. Or recommend you to their friends, family, and
colleagues.
So your initial conversations are all about THEM. Go into your inbox each day and sort by UNREAD.
Try and
reply to every message within 48 hours, otherwise they start to go cold.
Be yourself,
but always remember to talk about their issues, their headaches, things they
will resonate with.
If you
uncover a need – they have a problem that you can help them with, you ask them
the magic question:
“Would you
like some help with that?”
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