Here are the cold hard facts about LinkedIn prospecting.
There are TOO MANY people who are using LinkedIn the wrong way and making next to no progress.
They say, “it’s a numbers game”.
What if it could be less of a numbers game, and more of a strategy game?
If you’re serious about getting ideal people to book meetings with you fast, you’ll need to be very systematic in your search and outreach approach. This can work for anyone who wants to book meetings, sales calls, interviews, and more.
Today I’m going to show you how I booked 150 meetings by myself in just 6 months using LinkedIn.
- Met with prospects for around 275 hours on Zoom or Google Meet
- Gained 1,300+ new LinkedIn connections
- Earned 7 new marketing /ad clients
How did I book all of those meetings in record time? The Linkup Method™.
And in this case study, I will show you exactly how I did it, step by step.
Keep reading to learn how…
How I Used The Linkup Method™ to increase booked meetings by 1000%.
On Jan. 2022, I set out to go full-time at my marketing agency.
The problem? I had no network, no sales pipeline, no sales process, and a couple of short-term contract clients in the Web3 industry previously.
By June 2022, I was exhausted and had nothing to show for all the sales prospecting I did.
That’s UNTIL I had an epiphany. If I wanted to stand out, I have to be different than everyone else on LinkedIn. But how?
And so, I made, tested, and perfected a method that drastically changed my business development approach for prospecting on LinkedIn.
- Almost no followups needed to book a call
- People are happy to hear from you
- People look forward to meeting with you
Here’s social proof that The Linkup Method™ works.
And now, it’s time to share all the details of my secret formula. Lucky you!
These aren’t your average LinkedIn prospecting tips you can read anywhere. It’s a complete LinkedIn prospecting strategy developed by me.
Let’s get into the nitty-gritty of my unbelievably simple 5-step LinkedIn prospecting process, even down to what I said in the voice messages!
Step 1: Choose one industry
There are several main industries and hundreds of sub-industries. Identify which one you’ll focus on and stick with it. Here’s why:
Get in the same “social circles” as others
The more specific an industry you’re focused on, the smaller those circles get, and the more likely to have some common knowledge and interests.
People can see if you’re connected with someone they know already
People will be more likely to connect with you. The more your network grows in one industry, the more common connections you’ll gain.
Step 2: Magnetize LinkedIn Profile Messaging
Your LinkedIn profile is your best chance to make a great first impression with potential customers.
I’m not talking about your job title, bragging about what you do, your accomplishments, your work history, certifications, the school you went to, or the 7 languages you can speak.
The purpose of LinkedIn profiles is to answer the initial questions of your visitor.
- Will this person be a valuable part of my network?
- Do they work in a similar industry?
- How can connecting with this person benefit me?
Here’s what you need to change with your profile messaging.
Change your headline
Your profile heading should not mention your job title and where you work.
Instead, use a benefit statement so that LinkedIn members can clearly see if you can benefit them. It also prepares them for what you both might talk about after accepting your connection request.
Then, give them a call to message to message you, with a “down arrow” emoji. You can find a library of emojis on Emojipedia.
Change your about section
Instead of writing your life story in the “about” section…
Be relatable and show you understand what your market wants.
- Use a one-line hook
- Mention your prospect’s pain points
- Mention the types of companies/people you help
- List what others have come to you for help previously
Post relevant/original content
While this is not a requirement to do LinkedIn posts on your timeline and in LinkedIn groups. It can help you stand out as a thought leader and give people another reason why they should let you be a part of their network.
Step 3: Connect with purpose
Don’t worry about sending a personalized written note when sending your connection request. Simply focus on the ideal LinkedIn users in the industry and the roles that you’ve decided to focus on. The personalization of your LinkedIn prospecting messages comes in the next step.
I would recommend doing all of your connection requests and messaging on the main LinkedIn site, and not the LinkedIn Sales Navigator because:
- You can’t send voice messages from Sales Navigator
- The sales navigator inbox isn’t synced up with your main Linkedin account
Sales Navigator is an excellent LinkedIn prospecting tool to find qualified leads. Its best used for valuable insights in the research phase because you want to be very precise with who you invite to your network. It has a lot of great filters to narrow down your audience and save lead lists.
However, I got by fine without just using LinkedIn search because of mutual connections. The more your network grows, the more relevant people will show in the search results.
When I first started building up my network, I deleted a lot of connections that weren’t related to the industry I was pursuing. It was time-consuming but well worth it.
Another great way to find people is by joining LinkedIn groups. You can message LinkedIn group members without being connected with them. The big downside to LinkedIn groups is that you can’t send a voice message on the first direct messages until they connect.
Step 4: Personalize with voice
This is where The Linkup Method™ shines the most. Sending a personalized voice message with your first DM is key here during your LinkedIn outreach campaign. The traditional Linkedin cold message is not effective enough anymore.
It’s funny when people asked me “wait, how did you do that?” like it’s a magic trick.
Advantages of Using a Personalized LinkedIn voice message:
- No one else is using voice messages in this way, if at all
- Hearing a voice makes you feel more like a real-life connection
- It doesn’t feel like spam
- It shows you put in some effort and do not just “copy and paste” the same message to everyone
- And most importantly, it forces people to hear your message, not just skim the text and assume you’re trying to sell them something
Here’s how to send a LinkedIn voice message:
People might think the mic icon is a voice-to-text button, but it’s not.
When on your mobile Linkedin app tap the mic button.
Then press and hold the big blue button for as long as you want to speak up to 1 min.
Here’s a sample voice message “script” I used.
The voice message gets people’s attention, but what you say and how you say things in your message matters even more. It’s time to “ditch the sales pitch” from your LinkedIn outreach strategy.
What to say in the LinkedIn message:
Hey [their name], how’s it goin’? It’s just [your name]
I appreciate you connecting with me.
I like to get to know the people in my network… not just collect connections. It happens all the time, right?
I was wondering if we could possibly do a quick 10-minute [Zoom call] sometime to get to know each other better.
I’d like to learn more about [company name], listen to some of the challenges you’re facing, and see if I can even help you out in some way.
Just shoot me back a message.
Thanks [their name].
*Once you memorize the wording, you can tweak and tailor it further.
How to say the LinkedIn message:
There are 3 key components to the art and science of how you say LinkedIn voice messages.
1. Non-Assuming Language
It’s important to sound like a genuine person trying to get to know the person you’re messaging. If you look again, you’ll notice I use words like “possibly” in a non-assuming way.
Assuming that you can help them is a rookie sales rep mistake. Your job is to be a problem finder, and then a problem solver.
The moment someone gets the hint it’s a sales message, they will ignore you. There is no need to use a sales pitch, especially in the first message because you think that they won’t want to talk to you after… I wonder why?
Most salespeople talk too much.
In fact, during meetings I let the person speak first and talk about what they do. I’ve had people ask me “so, are you going to tell me what you do now”. This takes the sales pressure off, they will like you more and see you as an advisor. Letting them go first gives you a chance to tailor your response about a product or service based on their needs (if any).
The tone of your message should not sound excited – that’s how salespeople sound. It’s a red flag and people will stop listening. Just sound relaxed, like you’re talking with a friend who might need some help. Or the voice you use when asking someone to borrow their truck and lend a hand to help you move for some pizza.
Tonality rules of thumb:
- Don’t sound like a robot
- Don’t sound monotone (let your voice a tone variety)
- Adjust your tone based on what you’re saying to put emphasis on certain words
- View the prospect’s LinkedIn profile at the same time you send a voice message to feel you’re talking with them
People tend to speak really fast, especially most salespeople. It’s better to slow down because it makes people “lean in” and listen closely to what you have to say. And, it’s important when speaking to people who are not natives of your language.
Pausing rules of thumb:
- Pause 3 seconds after an ellipsis (…)
- Pause for 2 seconds after a period (.)
- Pause for 1 second after a comma (,)
- Pause 1 second after certain words to put emphasis on them
Step 5: Send your calendar link
After a LinkedIn user has responded positively to your voice message, send them your calendar link.
When working with multiple sales reps, or multiple types of meetings – SavvyCal is the best for this. It’s also great because people can see their calendar obligations paired up with your availability which is super convenient!
Right now, I am using Calendly now because I have used only one meeting type. And, it’s free for what I need it for.
That’s how you can use The Linkup Method™ to book meetings at lightning speed.
LinkedIn Prospecting FAQs
When is the right time to send a prospective client letter?
Yes. A prospective client letter is ideal to send following an initial conversation to learn more about the prospect. The person must be genuinely interested and see a need for it in their life or business. A salesperson’s job is to identify and solve problems. If you can’t do either, don’t force the product or service on them.