Smile J - Have a clear one-color background - Use a professional shot Intervals: - Your headline – 2nd thing they see (adding hobby is a GOOD idea) - Location - First line in your work experience - Sometimes summary and education
day - BUT < 50 invites a day if your account has < 1000 connections - SPECIAL: send invites from a mobile browser Tricks: - Stand out from bots: put a delay btw an accepted invite and your 1st touch - Withdraw unaccepted invites every 2 weeks
social media network Social selling: ENGAGE WITH INSIGHTS - Post relevant content weekly - Like and comment on your prospects’ pages - Become a subject matter expert - Stay up-to-date with prospect news
Sales Strategy - Wide targeting: e.g. SAAS brands with > 500 employees - Generic messages - Low-hanging fruit strategy Account-based B2B Approach - A list of MOST WANTED specific accounts - Custom (account-tailored) message gets more responses - Experiment with creative ideas*
signed a new deal with a big brand X (in one country/state) and want to scale this project Option 1 – ask your Champion to make introductions (takes time, sometimes it’s distractive) Option 2 - make some new connections yourself on LinkedIN - Connect with as many people from company X as possible: it’s easier when you share a common network, - Make a test with a custom outreach e.g.: “Guys, we just signed a contract with your UK office. [some specifics like: The project is going really well…]. Would like to invite you on a virtual coffee and share what we’re working on”
a new inbound request - Connect with him and his peers who are in charge of events (maybe even with his boss?) - Say “Hi, and thanks for sending us a request via the website. Look forward to chatting soon! You can reach me here on LinkedIn as well, should you need anything in futureJ ” - Your advanced profile and regular posts will help additionally warm up the lead, while the data that you collect on the profile help qualify this lead & enrich the CRM - Send a follow up LI message if the lead is not responsive on email
existing client - When traditional messages look boring, why not to experiment? - You may go with something like: “Hi Jim, and thanks for connecting. The reason I reach out is that we’re working with the US branch of Sony on {…}. We’re setting up a group demo for event managers across different offices, and I plan to present what we’re working on with your peers in California. Would you like to take part? We’re gathering a group of <10 and thinking about the end of September for the demo day. Look forward, thanks!”
vs Good Sequence 3) A/B Testing, Conversions, Stats 4) Listen to Your Client: Transcribe Your Web Calls 5) The Art of the Follow-ups 6) How to Reanimate Old Leads or Kicking Tires 7) How to Book a Call When a Prospect is 90% Ready (Calendly?) 8) Library of Best Practices and Objections 9) Pipeline Management 10) Workshop: Let’s Improve Your Own Templates 11) SDR specific: best tools for prospecting (Alina Penkina is a presenter) 12) Q&A 8/12: Appointment setting best practices
Remind about your previous message directly - Use expressions such as “You’re probably busy” - Try to put the question bluntly – YES/NO? - Show any signs of impatience
Each time give a prospect some value in your message - Adhere to adequate intervals between touchpoints - Always positive, patient, client-friendly - Sound more like an expert rather than a sales-person - Industry news, large events, new plans, new features, new signed clients
booked appointments per week 500+ leads found and engaged 20-50 positive responses a week 20-30% of LI invites accepted Plus 50-100 emails sent per day DQ Nurture SQL
follow ups with adequate gaps - Try different angles and styles and message length - Be ready that your prospect is BUSY or OOO or ON A SICK LEAVE … - Always use task reminders until you get a prospect on the call
to avoid situations where you have old (untouched) leads: CRM & tasks - Lifecycle of a lead ends where it opts out or become a client - Use the same approach: no pressure, no blaming, only positive vibes - Play with intervals - Try to time your message to an important event/news for your client - Referral approach
comfortable time using my Calendly: link. Thanks! Hi, John, sounds like a plan! How about beginning of the next week for a call? Say Tuesday at 11am or 3pm ET. Let me know what works better for you. Thanks, and look forward!
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