LinkedIn Actions

We began the recruiting process on Linkedin as it is the easiest initial point of contact (although it may not be the most effective).

Go for it!

Premise: Manual or automatic?

It depends on the volume.

If you are going to attack less than 300 companies, my recommendation is that you do it by hand. You will do it with much more love, more personalized and your results will be better.

If your market is relatively high volume (it's up to you to define what high is), automate at a minimum with Expandi for the Snowball method and use the power of its tags.

Month 0: Current month

Actions that must be active in the current month:

Target DB selected person
Snowball LinkedIn must be running. (can be automated)
Thank you message must be running (can be automated)
I select interesting contacts from the DB (from Expandi or manually from your contacts) and mark them with the "Hot Lead" LABEL and if my intention is to include them in the Discovery of the following month I also add "Campaign MONTH 1".
If you have investigated them, leave a note in Expandi indicating that it has caught your attention. It will help you to customize subsequent actions.

You must perform this task at least once a week for new contacts depending on the volume of your connections.

Month 1: New LinkedIn Discovery Campaign (

month1) We put together the campaign to force Discovery. In Expandi it will be a "Messenger" type campaign since it will be done with the contacts of your network.

It must have been between 1 week and 1 month since the connections were made.

In that period of time I have been doing the PostIt method: Posting, commenting, adding value, sharing documents. Those contacts may have seen or interacted with you.

You are no longer a stranger.

The time has come for those contents to do their job.

I create the "CampaignDiscoMES 1" campaign (if you create it in template mode you can clone it for the following months)

How to add the contact to the campaign?

You go to the Snowball campaign or the My Network section where you must have them already labeled with the label "CampaignMONTH1"
In Contact Status you filter by Contact and New Contact
You add the contacts to the campaign of month1, and you will do so successively in the following months

This task it is done once a month to automatically pass them to said campaign

Sequence of "campaignMonth1"

FollowUp1: First message of the new campaign

Permission:

Name, can I ask you a couple of questions?

This simple follow Up encompasses many of the concepts you have seen in this program. Show interest, respect, value the other person...this is not usual and your interlocutor will be surprised, he will investigate you and if he likes what he sees (the ecosystem that you must have built around his problems), he will accept your request.

Try various combinations of that message but keep to the gist. Add some literature if you want, but the message has to be very clear in one line:

Name, I've seen what you do at X Can I ask you...

...a couple of questions about your company?

...several questions about how you do X?

...several questions if you are responsible for Y?

...a question about {specific topic}.

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Two options here:

1) If you answer: You will be pitched with enlightening questions.

Example: "Well, I am contacting you because XXXXXX, I have seen that YYYYY and it turns out that we already work with companies like COMPETITION with very good results.

I was wondering if "Expected Result" would be interesting for you, since in less than "Time Interval" , our clients manage to improve their "problem" by X%

. Are you open to knowing new ways to solve it?"

Example:

Permission:

Hi Name, I've been following your digital activity for a while and wanted to know if you mind if I ask you a couple of questions.

Credibility:

Thank you very much, it turns out that we work with several companies like XXXX (your company) such as YYY, ZZZ with which we are obtaining very good results in their sales strategies and I was wondering if it is something that you are currently considering improving.

The old way

Normally we see companies that do not have their strategies in order and are trying "things" with the expense of time/money that this entails.

Curiosity

I'm not saying this is your case, but are you open to learning about a new methodology for designing sales funnels taking advantage of technology and process design?

2) If there is no answer, we go with the artillery pitch.

FollowUP2 at 4 days:

Artillery Pitch: here we go with everything.

We will introduce an initial line of Cinnamon (placeholder if we do it with Expandi) to personalize the initial message to go later with all the artillery

. We will value who we are, for whom we have worked and what we promise.

In addition, we will use the accusation audit technique to blame ourselves and demonstrate a rabid sincerity that will make it easier for our interlocutor to relax in reading the content (Well, at least he is sincere and does not try to deceive me to sell me)

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{Name},

Opening: Personalization

Have I seen that... {Cinnamon/PlaceHolder}

The bridge: The transition

Contact you because I would love to introduce you to my services, yes, I would they pay for it :), but they also pay me to find companies that have needs like the ones we present.

To provide some credibility, which I understand you need to give some of your time to a stranger, I'll tell you quickly:

Value

proposition We help increase sales of companies that operate in B2B markets by standardizing their business processes, analysis of its key clients, elaboration of its acquisition strategies, definition of metrics, organization of teams and use of tools.

Basically we make sure that salespeople don't waste time through trial and error, get results in less time, work in an orderly manner and with better results.

It may seem like a lot if you don't know where to start, but some of our clients have it all set up in 3 months.

Expected results: You can add them specifically from a client or in a generic way

Some things we achieved:

Connection rates on LinkedIn above 60%
Companies with difficulties in getting meetings now have up to 4 meetings a day
Companies that did not generate even one interaction in their content now they have hundreds of likes and comments on their social networks
Commercials that "wasted" time on LinkedIn have a structured plan to follow that helps us measure their performance
Commercials that each one sold in a different way, thanks to the standardization of the message, scripts of phone calls and demo structures have managed to increase their closing rates x2 using half the time
Farewell + CallTo Action

That's why I would love to exchange a few words with you to understand your situation without more initial interest than that, get to know each other and see if you have the need this year to order your business processes.

I ask the question in the negative, I look for the NO, instead of the YES and I generate curiosity

If I have generated some curiosity in you, do you find it difficult for us to find a gap so that I can tell you about our method?

PostData

PS: If this is not the right time/person I would appreciate an answer.

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FollowUP3: Closing in 4 days

Hello {Name}, I would love to tell you how we help companies like yours.

If it is not the time or you are not the right person, you can tell me without any problem.

Thanks in advance.

NOTE: Take this process as an initial basis, but think about adding videos, audios, images, gifs to your sequence... anything that can add some creativity will be very positive.

We're adding one more step with custom video at this point and it's working great.

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The task will be to answer the messages of this ongoing campaign while we prepare the telephone actions of the next activity for the contacts that we have not obtained the Disco.

Remember. Keep order with the labels of those who are scheduling meetings.