LinkedIn Prospecting: How Much Time Should You Spend?
"How much time should you spend on LinkedIn each week?"
It's a noble question. I understand why you ask it. But worrying about time is a dangerous place to start.
True, we live in a world where we have limited time for new ideas. But saying, "You should spend X hours per week on LinkedIn" would be disingenuous.
Because there is no credible answer to the question. Instead, the best starting point is simple: Get more leads, faster, by creating a LinkedIn prospecting system.
You will be effective—regardless of how much time invested on LinkedIn!
Where to Start With LinkedIn
Here's the skinny: The more success you have with LinkedIn prospecting the more time you'll want to invest in it.
So invest time, first, in making sure you experience a little bit of success. Start by making the most out of every minute you commit.
Learn a systematic approach to:
- Attract potential leads to connect with you
- Spark questions about what you sell in buyers' minds
- Help prospects self-qualify faster
Let's start today. Pick one of the above as a goal. Let's commit to taking the first step toward a better LinkedIn prospecting system.
The Problem: Lack of a Good System
Most sales reps struggle with LinkedIn prospecting because they don't use a system. Or the process they're committed to doesn't work.
For example, we've been told (by "experts") to invest time on LinkedIn by:
- publishing (blogging on the LinkedIn platform)
- polishing your profile with new features
- sharing knowledge with Connections and in Groups
Publishing on LinkedIn's platform, sharing knowledge and polishing your profile might be effective—if they're part of a system. These tactics, alone, are not enough. If you've already tried them you know what I mean!
A Direct Response Copywriting System
"How can I get customers to view content on my profile and be so excited they contact me?"
That's a better question! One that leads us toward a proven system. A system to get customers curious about you. A better way to provoke response from buyers.
Content that makes customers respond does one thing really well: It uses direct response copywriting to make potential buyers think, "Yes, yes, YES ... I can take action on that. In fact, I'll probably get results from taking this advice."
Most importantly, buyers must conclude their thoughts with an urge.
"How can I get my hands on more of those kinds of insights/tips?"
This simple idea (using a direct or subtle call to action) is the difference between wasting time on LinkedIn and effectively prospecting with it.
Response is what drives success. It's what gets you paid. Invest time on LinkedIn with a system that grabs customers' attention and gets them to respond.
Remember, publishing content on LinkedIn's blogging platform or posting interesting updates will not work. Not without the direct response element.
More Success = More Time
The more success you have with LinkedIn prospecting, the more time you'll want to invest in it. It only makes sense to invest time, first, in making sure you experience a little bit of success. Success that you can increase, systematically.
Start your LinkedIn prospecting journey by making the most out of every minute. Commit to LinkedIn, but resist worrying about how many hours per week to invest.
Instead, invest time for a few months in optimizing a prospecting approach. Use this proven system to get started. I guarantee you won't worry so much about how much time you're investing. In fact, you will probably want to invest more time in LinkedIn prospecting!
Good luck. Let me know how it goes for you.