The L.I.N.K.E.D. Daily Process
So this is
your daily checklist on LinkedIn, and it’s easy to remember cos it’s an acronym
Look For Prospects - accept new connection requests ONLY if they are in your
target market. STOP accepting connection
requests from any old contact – only let them into your pool if they meet your
ideal client criteria, OR you think they will be a good fit.
Look at the
connections of your connections [your 2nd level] So that means click on someone’s profile,
then go to their contacts – look at all the ones who are in your 2nd
level, so they know someone who knows you.
Then go down and connect with the ones that fit your IDEAL client
criteria. Your contact has already found
all of these ideal clients and brings them to your door!
Invite 10 to connect – do a search and find a batch of ideal clients, then connect with 10 sending a personalised approach
Always send
a personalised note and use their first name.
Here’s an interesting fact – when you get a new connection, you don’t get just ONE person – you are adding all of their 1st and level connections into your pool. Think about that.
So if you
weren’t already connected to me, once you do, you get my 4195 connections
Nurture The Relationship - have a non-salesey conversation and build trust and rapport the
way you would in person
Make it all about them. Imagine you’re at a live networking event, what would you talk about? As simple as “How’s business?” Another one I’ve had success with is “So do you get much business from LinkedIn?
No selling. No sales close. In fact, you’ll actually stand out because you didn’t attempt to sell them, I actually got a message the other day saying “And thanks for not hitting me with a sales pitch!”
DO WHAT YOU’D DO AT A LIVE NETWORKING EVENT
ONLY move
into the next step when you feel like there’s a good rapport and connection
between you. Would you want to have this
person as a client based on the past interaction?
Probably 4-6
messages by the time you get to this stage.
Key Questions To Find A Need – Now every product/service/treatment business has certain questions that the provider will ask a prospect
to establish if there’s a need for your p/s/t, right? Think about what you ask a prospect in the
initial conversation? Ask whatever questions you would normally ask to see if there's
a need for your product/service.
YES you’re a problem solver, but you FIRST have to
be a problem FINDER!
THINK OF IT
THIS WAY – who does a Doctor want to see?
Healthy patients? Or Sick
patients?
So as I’m in marketing I might ask How’s business? Are you getting plenty of new leads coming in? Could you handle any more right now? Are you happy with your social media?
A great
question is What’s your biggest challenge right now?
Do you have
any problems with your sales and marketing?
If they say
no, they probably don’t need me. I’m
looking for a need. No need = move on.
I call these Key questions – mainly cos I needed a word that started with a K J
Once you find a need, you
ask simply: WOULD YOU LIKE SOME HELP WITH THAT?
Explain How You Can Help - if you uncover a need and your
connection wants help, take it offline.
In other words, suggest that they have a phone call or Zoom call or a
121 with you to discuss it further.
DO NOT try
and close deals on LinkedIn. The LINKED process is a marketing
process. Now you take them into your
SALES process.
Diary The Appointment - schedule a meeting/call and invite them to become a
client
This what
really counts. This is the ONLY thing
that counts.
Involve yourself - by Liking, commenting, and sharing. Also known as engagement, but another E would have ruined my acronym J
I’d
recommend you LIKE at least 3 posts
Comment on
those posts – the algorithm likes more than 7 words, and use their first name
Share at
least 1 post you like.
This not
only tells the LinkedIn algorithm that you’re a serious player, it also helps
your connections get more visibility, so you’re helping them too.
New post – valuable, informative, that will
attract your target market
EDUCATE –
INSPIRE – ENGAGE THEM
Posts make you VISIBLE
This is
where you put something up that will resonate with your target market.
LET ME EXPLAIN MY THINKING AROUND THIS
So you’ll
see that contrary to most people’s approach to LinkedIn which is like a few
things, comment a couple of times, and fling up a post that I hope is relevant,
the emphasis here is we do that stuff LAST.
The emphasis here is making the connections with the right people,
building the relationships of know, like, and trust, separating the high
probability prospects from the low or no probability prospects, and then we do
the engagement stuff.
I was asked
recently by a prospect “How many views
will my LinkedIn posts get?” I told him
that’s not the key performance Indicator to watch. That’s vanity. What matters is how many appointments are in
your diary, and how many of them turn into paying clients. If my diary is full, I don’t really care how
many views my post gets.
You want the
right people seeing your posts and engaging with you, so that’s why we find
them first and fill your LinkedIn pool with the IDEAL prospects, who then see
your posts and comment.
Is that
making sense?
Different
mindset = different results.
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