If you’re an agency owner, a consultant or a B2B service provider chances are you DON’T need more leads…
Getting “more leads” is not the answer to your revenue problem. Having more QUALIFIED leads is.
After all, getting 1,000 more leads who can’t afford or don’t need your services wouldn’t help you that much, would it?
The real question then is… how can you get QUALIFIED meetings reliably and predictably with a simple LinkedIn DM strategy?
LinkedIn Outbound Marketing
Where To Find B2B Leads
As to where to find them, if you’re in a B2B niche the answer is simple: LinkedIn. LinkedIn is the #1 channel B2B marketers use to distribute content at 94%.
Of all B2B leads coming from social media, LinkedIn is responsible for 80%. That’s 4 out of every 5 leads coming from LinkedIn. All other platforms combined make up less than 20%, including Facebook and Twitter. (Source: https://foundationinc.co/lab/b2b-marketing-linkedin-stats/)
How To Attract Leads On LinkedIn
So you want to start using a LinkedIn DM strategy to set meetings?
If you’re like our clients you’re probably already busy and in the weeds daily with your business, right? So, would it be of interest to you to learn how to set up your LinkedIn lead generation on autopilot?
Good thing it’s really not that hard once you know the fundamentals of LinkedIn.
We’re currently booking around 3-6 meetings per week with a simple LinkedIn DM strategy by simply replying to a few questions and booking appointments for our clients. It takes approximately 10 minutes every day per client.
And I’m going to show you exactly how you can do it too.
What you are going to need for you LinkedIn outbound campaign:
- An optimized LinkedIn profile
- Sales Navigator
- Your preferred B2B database (Apollo, IcyLeads, BuiltWith, etc)
- Expandi
Alright, let’s get into it:
First step: Find your ICP contact info
- Go to Sales Navigator
- Find your ICP through the filters
- Under “Spotlights,” choose “Posted on LinkedIn in 30 days” and “Changed jobs in last 90 days.” This way, we can connect with people who are active on LinkedIn.
- Scrape the list with Icyleads or Kleanleads (whichever you’re using) for a maximum of 2500 leads per list. Scrape around 2000-6000 total leads so that we can connect with 100 people daily without having to scrape for more leads anytime soon.
Second step: Export the leads into a CSV file or Google Sheet
- Download all the leads into a google sheet and make sure all the “first names” are actually their first names.It’s also critical to keep away from anybody who isn’t the CEO/owner/founder/decision makers of the firm you wish to contact.
- Create two new sheets in your spreadsheet and label one of them “with emails” and the other “without emails.”
- Add all people that have an email into the sheet “with emails”
- Add all that doesn’t have an email into the sheet “without emails”
- Download both sheets as CSV
Third step: Import the leads into Expandi
- Go to Expandi
- Make a CSV Connector Campaign and insert “with emails” CSV File.
- Make a Connector Campaign and insert “without emails” CSV File.
Now that we have imported all of our leads into Expandi, it is time to start connecting with them and sending messages.
After you have created your message sequence, you simply just go to settings, then Stats, then Status, and then press button.
Congratulations, your campaign has now been launched. Do this for both campaigns as well. Also, you’ll need to modify Expandi’s settings so that you may connect with up to 100 people a day.
LinkedIn Outreach Strategy
All you have to do is write effective sales copy for your emails. Your messages must be brief and chatty.
Begin by asking a simple question related to their goal/wants/needs/pain, follow up with the reason for your question, and finish with a breakup message.
Your communications should be shorter than your cold emails, and they should not hard pitch for a phone call in the first message. It’s never been successful before.
LinkedIn Message CTA Examples
As for the CTA, here are some proven ones you can test for yourself:
- Would that be something of interest to you?
- Would that be worth 15 minutes of your time?
- Can I send you a 5-minute video that shows how this could help “COMPANY” achieve “GOAL”?
- Can I send you a Google Doc with this exact strategy?
- Do you have 15 minutes this week or next week for a demo?
How To Book Meetings
If your CTA is successful, ask if they would like to have a call this week.
Always ask what time is best for them, rather than just saying “book a call on my calendar here, thanks: calendly.com/meeting.”
You can bet the farm this won’t work. So, simply find a time to meet, obtain their email address, and manually book them into your calendar. Done.
What Should Your Outreach Messages Try To Do
What is the difference between cold emailing and connecting with people on LinkedIn? Your LinkedIn connections will remain in your network. This means you can now begin nurturing them with great content, which is critical.
Some people are skeptics and may not want to book a call with you right away, but if you provide them with content that is genuinely useful on Linkedin, eventually they will come around and see you are the real deal.
And eventually, when they’ll need your services, you’ll be well positioned to be their ideal first choice, and close them as clients.
This is why we provide useful content (case studies, insights, strategies, etc) and add a soft CTA at the bottom of the article like “Message me if you want more information about how we can help you”.
This is how you set the fire in terms of getting appointments booked on LinkedIn, but this isn’t required to do so. Simply connecting with your 100 contacts a day and messaging all of them may easily get you three to six appointments.
Final Thoughts
This is how I keep a steady stream of three to six meetings each week on auto-pilot. Every day, Expandi sends out 100 connections. It notifies everyone who accepts my connection.
Every day, I check my LinkedIn profile and respond to emails as well as accept them. To get results on LinkedIn, you don’t need to devote more than 10-15 minutes every day.
But remember you still need an optimized profile and a strong offer.
