B2B Prospecting with LinkedIn
Of all the social media channels, LinkedIn is by far the king of B2B. It’s not a platform where you post selfies from last night’s girl’s night out. And it’s not where you show off video of your new muscle car.
LinkedIn is where professionals come together to network and expand business connections. And it can be a real goldmine of opportunity if you know how to leverage some key strategies.
So let’s talk about one way that we use LinkedIn to connect with potential customers on a regular basis.
LinkedIn Filters + Dux-Soup.
STEP 1: Setup Filter Search
Click in the search bar, then click “People”
Choose 2nd connections
Choose your location – start with US, then UK, then Australia, then Canada
Choose the industry – start typing it into the box then select it when it pops up
Choose your language – always English
Choose the title of the person you want to find – the decision maker
Click Apply in the upper right corner
Now you have some results
STEP 2: Setting up Dux-Soup
Make sure your Dux-Soup plugin is installed and working in Chrome – click the icon
Then click options
When you have the pro version, you can set a customized message when requesting to connect with people – turn on the toggle button
Write your message and include the customizable markers:
TEMPLATE: This is the message I use to send out a generic prospecting message to people I want to connect with:
Quick note to introduce you to MediaWiseMarketing.com, a digital service that pairs brands with SEO copywriters to help them increase revenue by producing top-ranking content that converts. I’d love to connect & see if one of our niche-specific writers is a fit.
It comes in at 280 characters, which leaves room for the plugin to auto-populate the first name.
I add some “Skipping” filters – you can, too, but it’s not mandatory …
These are my throttling speeds (I haven’t had any “issues” as of yet with these settings)
My Planner never stops
Those are all the settings I focus on.
Step 3: Requesting Connection
Now you’re ready to run Dux-Soup
You’ll know it’s working when you see these
Dux-Soup will pause randomly to make LinkedIn think it’s a real person doing the work, not a bot.
Sometimes you’ll see these types of screens, which also tells you it’s working:
STEP 4: Start Conversation
Over time, you’ll see your Connections number grow
Click on My Network to view your connections – Sort by “Recently added”
Now a little manual work is required, but it shouldn’t take you more than a few minutes (15 – 30 at most)
You’re going to engage your new connections by thanking them for accepting your invitation and saying hello. NO SALES PITCH – just a friendly, casual message.
Click on the first “Message” button
There you’ll see the automatic message the Dux-Soup sent out earlier.
Since this person has accepted your request to connect, you can now start a conversation.
TEMPLATE: Here’s the message I use – feel free to use your own variation:
Thanks so much for connecting. Let me know if there is anything I can help you with.
Enjoy the rest of your week!
Direct and to the point. No sales.
Now you’ll start to see that people are engaging back … and inquiring about your original reason for connecting.
Here are some examples:
And sometimes you’ll get a thanks but no thanks message, to which I reply:
Step 5: Rinse, Repeat
This process has shown fabulous results time and time again. It’s our go-to strategy when we want to open up the faucet of hot leads. Best of all, it’s highly (not entirely) automated, yet it maintains that level of personalization that’s sure to yield results.
Not all prospecting is created equal. Finding the method that works best for your business is key. We’re not suggesting that this particular method will work for everyone. There’s no one-size-fits-all marketing plan here.
That said, if you’re looking for effective ways to connect with decision-makers who are interested in your products or services …. and if you’re not ready, willing or able to pay for advertising … then LinkedIn prospecting may be that perfect blend of marketing automation, customized messaging and positive ROI.