I’ll show you very soon why this proof of concept is so important, but before I do, you might be wondering, how do you actually use LinkedIn and Google to generate more high-quality sales appointments?
Well, there’s only so much I can cover in this post but I’ll give you some of my biggest tips to getting leads and clients predictably every month on both LinkedIn and Google right now.
So let’s get started with LinkedIn. Most people using LinkedIn today are not getting any business from it. I know because I have spoken to countless people that have spent all day on LinkedIn. They tell me that they’re posting content, writing articles, sharing videos, etc. They do all this stuff but it doesn’t bring in any business. And the reason for that is because that stuff they are doing only really contributes to about 20% of your results on LinkedIn.
So, where does the other 80% of the results on LinkedIn come from?
It comes from doing ONE thing. That one thing is direct messaging. In other words, having one to one conversations with people that are your potential clients. It’s kind of like being a business networking event. But instead of speaking with people face to face, it’s online and instead of speaking to random people which is usually what happens when you go to business networking events, you can find, pick and choose exactly who you want to speak to. So you can actually speak to exactly the kind of people who might be your potential clients.
So how can you get started doing all of this?
Well, first of all, you need to identify who you’re targeting? You need to have a specific group of people that you can solve a common and big problem for. So, first of all, identify who you’re targeting. On LinkedIn, you can find the exact kind of people that you want to target based on things like location, industries, job titles, and all these different of search options that LinkedIn allows you to use to actually find and contact the exact kind of clients that you want to get.
Once you have done that, you need to connect to these people every day on LinkedIn. This can also be automated so you don’t have to spend your time manually connecting to people, you can also automate this process.
And then, once you have connected with these people, then you need to message them. This step can also be automated so you don’t have to spend all your time messaging people and automate most of this work.
Now, you might be wondering, what do you actually message these people to get interested in working with you?
What I recommend you do is that first of all, you don’t sell. Don’t sell to these people when you start messaging them. Instead, provide value to them and ask if they want to watch a free video that helps them solve a problem that they have.
Most people on LinkedIn are constantly trying to sell to people in direct messages, or they’re asking people to jump on a quick 15-minute call to see if there are any synergies. Although that worked a little bit in the past, these days it doesn’t work very well. Results for people that are doing this are actually declining and it’s getting only worse for people that are trying to sell straight away in the initial message or they just try to jump on the phone call. It’s not working as well as it used to.
I know these because many of these people were clients of mine who before working with me, were straggling to get any leads on LinkedIn. After working with me, I helped them change their messaging strategy, and not only they got more leads every month, but they also got higher quality leads too.
So why is that? It’s much easier for potential clients to watch a short video about how you can help them first before committing to investing time on a phone call when they don’t know if they really need your help. And this is also better for you too. Because now you will only speak to prospects who are definitely interested in working with you. Rather than jumping on a 15-minute call with anyone, you are only going to have calls with people that actually want to work with you. So it’s a win-win situation for both you and your potential clients as well and fewer people are going to be wasting your time because they are going to watch a video first before they start actually speaking to you.
So just a quick recap, how do you generate leads on LinkedIn? It can be summarized in four simple words: Connect > Message > Video > Appointment.
First, you connect to potential clients then you message them asking if they want to watch a short video that explains how you can help them solve their biggest problem and then they watch the video. If they like what they hear in the video, then they can schedule an appointment to learn more about working with you. That’s all you need to do to generate leads on LinkedIn.
I go into more detail about how to actually use LinkedIn, and how to automate this whole sales process, what to say in the messages inside of my Sales Accelerator Program but I can talk more about that in person if you are interested. Right now I just wanted to give you some tips and give you an overview of how you can get started generating leads on LinkedIn.
LinkedIn on its own can help you generate anywhere between 5 to 30 high-quality appointments every single month, but if you want, even more, there’s another channel that you can use, again for free to start generating high quality leads organically. And that channel is Google.