As a direct sales solopreneur, are you getting tired of trying to do everything on social media? Does it feel like your entire Facebook feed is filled with other people that are in business with you? When you’ve been in business for a long time, it can get a little tiresome and tricky to figure out how to grow your network if you’re limiting yourself to just Facebook.
That is how I came to embrace LinkedIn. I have taken a number of LinkedIn tutorials and training classes from several coaches. I’ve tested and experimented several techniques with LinkedIn for over a year, and I honed in on what works for me. That’s what I’m going to share with you today.
First, set up an appropriate profile on LinkedIn.
Your profile needs to look professional and build a little bit of curiosity. The goal of your profile is to intrigue people enough to want to connect with you. Tips that resonated with me include:
- Include a nice high-quality, professional headshot.
- Don’t include your direct sales company brand name in your headline.
- Write a summary that intrigues a reader to want to connect with you.
- Enter your past professional experience
Second, build your connections in LinkedIn.
If you’re new to LinkedIn, think of a connection just like a friend in Facebook. Your “friends” are your first-level connections on LinkedIn.
Start looking through your list of 1st degree connections for your warm market – people you’ve worked with before or somebody you’ve had some kind of a business relationship with. Those should be names that you add to your funnel to reconnect with now.
If you are working on building and adding new connections in LinkedIn, a lot of courses and materials for direct sales tell you to search for people that have jobs that might be related to sales, such as medical sales or product sales. I have no background in sales, so I thought a connection request from me might look a little strange. And, put me in the same bucket as every other network marketer who may have tried to recruit them on LinkedIn. I was correct.
Instead, I searched out and connected with professionals that have the same background I do because now we have a commonality. There is something for us to talk about. I can share a very powerful story with them that will resonate with them because they do the exact same thing I spent over 20 years doing.
Third, Message Your Connections
Once you are connected, you can send messages within LinkedIn. Think of this just like Facebook Messenger.
While I share example language in my LinkedIn course it’s critical to come up with your own messaging language. You’ve got to come up with a voice that is yours or else people are going to see it for what it is…impersonal marketing. Keep your message short and sweet, including a specific request.
If you don’t get a response within a week, you may want to send a copy of your message by email, with the addition of a quick transition thanking them for connecting on LinkedIn. Just like Facebook messenger, not everyone on the platform uses the messaging feature. If I don’t hear back from them after the email, that’s it. They’re out of my funnel.
The thing I love about LinkedIn is it moves so fast. You are not churning over the same set of names trying to get a response back. They go in your funnel when you send the message, and they either go right back out by not responding or by saying they’re not interested, or they move onto the next step.
Fourth, Take It To The Phone
Your goal is to get your prospect on the phone. Make sure you are controlling the phone call. You need to have an outline for the call, and you don’t want to be on the phone for a long time. You want to create curiosity and move to the next step.
When you get on the phone with a new connection for the first time, thank them and reiterate why their profile caught your eye. Give them a compliment and throw a question out there about their current job to get them talking. Let them know that you are looking to expand your business. Tell them what the opportunity has allowed you to do, and give them your 30-second elevator pitch. Ask them if it sounds like something they would be interested in, or are they open to learning more. If they say, “No, thank you,” they’re out of your funnel. If they want to learn more, get or confirm their email address to share follow-up information.
Keep this first call under 10 minutes. If they start getting into the nuts and bolts of your business, refer them to the information you send by email and set up a follow-up call.
Fifth, Ramp Up Your Numbers
I’ve talked to several people that prospect heavily on LinkedIn. We all have found the same results…that the number of people that you need to send messages to is a lot bigger than when you’re working on social media with your warm market. Remember, you are sending out messages to people that you don’t currently have a relationship with.
Fortunately, prospecting moves really, really fast on LinkedIn. I can knock out 14 messages in 20 minutes because I’ve got a message template in myBeeHyve for my LinkedIn reach outs. I’ll copy and paste it, change the name, why their profile caught my eye, and click send.
Register below to download your free LinkedIn Profile Checklist for Network Marketers, including more information about sample reachout language.