#93: Using LinkedIn DMs to book meetings the right way (in a world where AI is decimating them)
+real examples
Hi Friends,
I’ve noticed a big skills gap with most reps when it comes to leveraging “social selling” and LinkedIn DMs to have real conversations.
You hear a lot about social selling, but not a lot of very real tactical advice.
As LinkedIn automation/AI becomes more prevalent, the LinkedIn DMs are slowly becoming more useless.
Unless you can break through the noise and… sound human.
Today I ran a session with my SDRs on the topic of leveraging LinkedIn DMs the right way.
Wanted to share some of those learnings with you all today.
*Major shoutout to the SDRs on my teams who have come up with a lot of these ideas*
But first,
I’ve partnered with Hubspot recently and wanted to share a super relevant guide on this topic.
Are you struggling to turn social media into actual sales?
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Using LinkedIn DMs to actually build pipeline
1. Why is the LinkedIn channel important?
1. Studies show that a multi-channel prospecting approach has a 287% increase in engagement
2. Let’s you meet prospects on their preferred channel of communication (if they are on LinkedIn it’s a must)
Leveraging LinkedIn ALSO increases your chances of getting replies on other channels. You need to see something an average of 7 times to be able to recall it.
2. The Connection Request
Make sure your LinkedIn Profile Views are on (gives prospect notification)
Send the connection request as you send out your first email in sequence
Do NOT pitch or try to talk about your solution in a connection request
Blank connection request OR keep it super casual like below:
3. Before you engage on DM
Look through their LinkedIn profile:
Anything that stands out about them?
Have they posted about anything interesting recently?
What posts do they engage with (filter through their activity as shown below)
Next:
Engage with their posts (Like/Comment)
Leverage that info if you can in your opener
4. Before you engage on DM
**General Rule of Thumb: Wait ~24 hours before engaging after a connection**
Three Opener Options Here:
Permission slap with observation
Ask open-ended question
Humor (Cameo / Meme / GIF)
Any of these 3 options can be done in TWO ways:
1. Text
2. Voice note
Voice Note Script:
"Hey {NAME} - thanks for connecting! Wanted to send a quick message and introduce myself put a face/voice to the name. Looking forward to seeing you around the feed! By the way, sent you an email with the subject line "{INSERT SUBJECT HERE}”. What do you think?”
What about video?
I typically stay away from investing in a Video/Loom upfront. Save that for once you get engagement from the prospect
Opening #1 - Permission slap with observation
Make your first message to your prospect a value-add, no pitch
Ask for their permission, like below:
1.
Hi Mel - was on your site and was going through your free trial sign-up flow. Had an idea for {RAMPING SDR} & {RAMPING AE} to get a few extra meetings quickly as they ramp. Can I send you a quick vid?
Opening #2 - Provide Resource + Open ended question (30% reply rate)
Opening #3 - Humor - GIFs & Cameo/Videos & Memes
Fun GIFs to open conversation
Cameo / Video
Memes
Initiating the conversation:
Tom - saw yall use 6Sense. Kind feels like that left image.. no?
Follow Ups:
5. Transition and go for the ask…
People know you are ultimately DMing them to try to sell them something. They aren’t stupid.
If you see the conversation is flowing, just go for the ask. Stop pretending you aren’t trying to sell
