How to Use LinkedIn Messages for More Qualified Leads and Sales

LinkedIn has become an indispensable tool for professionals, but many are still missing out on one of its most potent features: direct messaging. If you’re not leveraging LinkedIn messages, you’re leaving money on the table. This article will show you how to use LinkedIn messages to generate qualified leads and close more sales. We’ll break down the strategy shared by various LinkedIn experts, who has perfected this approach over the years.

Why LinkedIn Messages Matter

LinkedIn messages are a powerful way to reach decision-makers directly. Unlike likes, shares, or comments, personalized one-on-one conversations can lead to significant business opportunities. When done correctly, LinkedIn messaging can yield five and six-figure sales, making it a critical tool for marketers and business owners.

Targeting the Right Audience

Before you start sending messages, you need to identify your target audience. The key is to create niche lists of people you want to engage with. LinkedIn’s Sales Navigator is an invaluable tool for this purpose. It allows you to filter prospects based on job title, company, location, and more.

Using Sales Navigator

Sales Navigator is a paid feature, but it's worth the investment. It offers advanced search capabilities that let you create highly targeted lists. For instance, if you want to reach business coaches in Minneapolis who own their own companies and have been in business for at least ten years, Sales Navigator can help you find them.

Creating Niche Lists

The riches are in the niches. By focusing on specific segments, you can tailor your messages to address their unique needs and pain points. This increases the likelihood of engagement and conversion.

Crafting the Perfect Message

Once you have your list of prospects, the next step is to craft a compelling message. Here’s a simple yet effective template:

1. Ask a Qualifying Question: "Hey [Name], curious, are you interested in [Topic/Benefit]?"
2. Provide a Reason: "The reason I ask is I have a [free ebook/webinar/demo] on [Topic]."
3. Ask for Permission: "If you'd like to check it out, just reply yes or thumbs up, and I can send it your way."
4. Relieve Pressure: "If you're not interested, no worries. Hope you have a great day."

Why This Works

• Qualifies the Prospect: By asking a question, you determine if they’re interested in your topic.
• Offers Value: Providing free content demonstrates your expertise and builds trust.
• Gains Permission: Asking for a simple reply makes it easy for them to engage.
• Relieves Pressure: This approach is non-intrusive, making it more likely they’ll respond positively.

Following Up: The Fortune is in the Follow-Up

After your initial message, the follow-up is crucial. Here’s how to do it effectively:

Personalized Follow-Up

Use LinkedIn’s mobile app to send personalized follow-ups. You can send a selfie video, a voice memo, or even an animated GIF. Personalization makes your message stand out and shows you’re genuinely interested in them.

Timing Your Follow-Up

Follow up within two to three days after sending the initial content. Use a Google Sheet to track your interactions, noting when you sent the content and when to follow up next. This helps you stay organized and ensures no prospect falls through the cracks.

Leveraging LinkedIn’s Features

LinkedIn’s mobile app offers several personalization tools:

• Selfie Video: Record a quick video addressing the prospect by name and referencing something specific from their profile.
• Voice Memo: Send a short voice message to make the interaction more personal.
• Animated GIFs and Emojis: Use these to add a touch of humor and personality to your messages.

Advanced Tips and Tricks

Using Open Profile Messages

Some LinkedIn users have open profiles, allowing anyone to message them for free. Look for the orange icon next to their profile or a message button that indicates an open profile.

Joining LinkedIn Groups

Joining groups related to your target audience can provide additional messaging opportunities. You can message group members for free, even if you’re not connected first-degree.

Automating Your Process

While LinkedIn discourages automation, tools like Zapier can help you export contact information to Google Sheets, streamlining your tracking and follow-up process.

LinkedIn messages are a powerful tool for generating qualified leads and closing sales. By targeting the right audience, crafting compelling messages, and following up effectively, you can unlock the full potential of LinkedIn. Remember, the money is in the mailbox, but the fortune is in the follow-up. By following these strategies, you’ll not only increase your visibility but also generate more leads and close more sales.