Avoid These 3 Most Common LinkedIn Mistakes
Studies show our brain is wired to learn from lessons learned—things that went wrong. This approach makes "what works" come into clear focus. So let's quickly discover how to avoid these three most common mistakes on LinkedIn when prospecting for customers. Let's avoid "what does not work" when prospecting with:
- Email and InMail
- LinkedIn Profiles
Email: Prove, Entice and Compel
What's the difference between earning the delete key and getting responded to on LinkedIn? Rising above all the crap in the prospect's inbox. This means doing homework on the prospect, getting them curious about your words and asking for an immediate response.
Start by writing LinkedIn prospecting emails that:
- Are short—three to four sentences max, and focus on what they most want to hear.
- Immediately prove your words are worth reading.
- Ask for a response in a way that creates curiosity.
Sending email is too easy. That's why you must do homework on prospects and prove it to them, fast. Your email must scream "my message is not random."
Think about how you use email. When someone contacts you in a way that shows they already invested time, how do you feel, what do you do? Are you more or less inclined to respond when asked?
When asking for a connection request, ask prospects to decide. When pitching a group member on having a conversation, give them a reason to wonder, "Hey, is there a relevant discussion to have here?" Start using trigger words to get more response and assess deal potential faster.
The technique I teach my social selling students speeds-up prospecting and increases seller productivity. Basically, it's all about structuring the email subject line and words within the message to trigger greater response.
Prospects connect via LinkedIn, then self-select themselves as hot, warm or cold leads.