newsalesguy14

Account Executive

Valued Contributor

LinkedIn Outreach - do you have success, or am I just bad?

I HAVE booked meetings off of LinkedIn before, but I can easily count that number with two hands over the last 2 years. I experiment with different approaches. I normally don't send inmails too often unless they engage a lot with email - but I've never booked a meeting off an inmail.

The way I have done it in the past is messaging when someone connects. I've had some success with text and voice messages, though results are miniscule.

Anyways - I hear people booking TONS of meetings on LinkedIn. I hear people booking meetings from connection requests alone. Am I missing out on something - is there this much opportunity here, or do I need to re-assess my LinkedIn approach? Now that I'm an AE, I really want to leverage my outreach as much as possible to fuel my own pipeline, and am curious if I should continue to not focus much on LinkedIn or if I should give it another go.

Note: I sell to marketers, so I'm not sure if that has an impact. I know that LinkedIn is saturated with salespeople so it's possible response rates are higher in that space?

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9 comments

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InQ5WeTrust

Arsonist

5

No marketing, mayo isn't an MQL

First step recommend checking @Jackywaky guide on LinkedIn profiles https://bravado.co/war-room/posts/pimp-my-linkedin
Secondly, huge amount of.variance between industries. I've had some allow me to book meetings in the first.message and others that are slow burn.
Marketers get the shit spammed out of them, so the content needs to be relevant and pitching in message one ain't it.

I'd send a blank connect request.and then share content they might find interesting over the course of a.month. Doesn't need to be your company's content just relevant stuff you come across. Best is if the content points to the problem you solve and then ask them their thoughts.

If they respond positively then you know the drill.

In that situation I tend to have an excel sheet with just a bunch of content that I can rotate through to.enable scalability.

This is just my experience, your mileage may vary.

newsalesguy14

Politicker

0

Account Executive

Interesting - does this approach really work? I always try to add value, but I've never really nurtured someone this strongly over LinkedIn. I guess I've always assumed they wouldn't respond or engage with content since that's what I do (haha whoops).

If you've had positive responses and success here, then I'll definitely have to give it a go!

Mr.Pickles

Arsonist

0

Sr. Customer Success Manager

thank you - honored. You pretty much covered it all.

Rallier

Politicker

2

SDR Manager and Consultant

I've found that it really depends on the type of person you're reaching out to and the industry. I also sold to marketers and I found that they were not very receptive to LinkedIn outreach.

alecabral

Arsonist

1

Director - Digital Sales Transformation

Well, first thing first: you're right about LinkedIn and sales people. It's just filled with us. But it's also filled with other people, and among them, marketers.

Here's what I'd recommend.

1. Check your profile out, but look at it through the eyes of the audience you want to be exposed to. If that's marketers, then ask yourself, what will your profile more interesting and trustworthy to marketers?

2. Curate your network. If you want to reach out to people through your network, you kinda need to be sure you're connecting to the right people first. How many actual buyers / decision makers that have marketing roles do you have in your network, and are they enough, and active?

3. If you have a strong network already, your next step is feeding it. That means you need to get some content out and do it regularly so when you reach out they at least have read something coming from you. That's key to a good thought leadership strategy: if you look a certain way, they'll respond a certain way.

4. Don't pitch right out of the bat, even after you connect but rather engage in a conversation that is really about them. You can be succint and go straight to the point without pitching.

And mostly, keep trying. It does take time but it also does work.

You've got this!

newsalesguy14

Politicker

0

Account Executive

So during my ramp before I got slammed with meetings and a pipeline, I was all over putting content out regularly! My challenge now is I feel too busy, and put content and thought leadership on LinkedIn on the backburner because I figure open opportunities first and prospecting second.

Do you have any tips for balancing this out? I always tell myself that I'll draft up some content after hours but it just never ends up happening

alecabral

Arsonist

1

Director - Digital Sales Transformation

Yep, sure! I don’t spend too much time on it actually. I post 2-3 times a week and that usually does it. I pick a theme each month, that way I don’t need to think a ton about what I’ll post, and I actually “curate” 2 out of 3 posta I share, meaning I only actually create 1. The other 2, I find somewhere else. That usually help!

LordBusiness

Politicker

1

Chief Revenue Officer

Unfortunately the Linkedin bots are KILLING the platform. I get on average 10-12 messages a day from obvious automations. Comment on people's post. Be a thought leader, have something to SAY, and business will come to you.

Mr.Pickles

Arsonist

0

Sr. Customer Success Manager

Can you allocate a number from 1 to 1000 for TONS of meetings? Based on industry you should have a benchmark. Give us more details (data)

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