This document provides tips on using LinkedIn to generate quality leads and prospects. It discusses positioning your LinkedIn profile to attract the right connections, searching for potential leads within your target audience on LinkedIn, connecting with them in a personalized way, and using creative cold emailing strategies. These include crafting email sequences, finding contact information for those not in your network, and verifying emails before sending to avoid issues. The goal is to systematically connect with prospects and generate business opportunities through your LinkedIn network and outreach.
Call Girls in Gomti Nagar - 7388211116 - With room Service
How to Generate Quality Leads on LinkedIn
1. How to exploit LinkedIn to
systematically generate
prospects and quality leads
Gilbert Mizrahi
2. Agenda
Why using LinkedIn
exampleProspecting/Lead Gen Process Intro
examplePositioning for Success
exampleBuild Connections
exampleCreative Ways to Use Cold Emailing
exampleFinding emails of people
exampleEmail Sequences
exampleCold Emailing - Tools
17. The problem: prospecting is hard
90% of C-level executives say that they
never respond to cold calls or email
blasts (Harvard Business Review)
94% of buyers couldn’t remember a
single prospector or message they had
received during the last two years
(Huthwaite)
18. The most common prospecting mistakes...
Reason 1: Fear
Reason 2: Not understanding that your
audience is other humans
Prospectors suddenly lose all personality, they
become painfully boring
28. Why, how, what
People engage with you
and your brand not
because of what you do,
but why you do it.
29. Why, how, what
People engage with you and your brand not
because of what you do, but why you do it.
The WHY relates to the
mission of your business
30. Exercise
What is you why?
How do you do what you do?
What do you do?
The Golden Circle
How
What
Why
See How Great Leaders Inspire Action
33. Examples
Airbnb‘s mission statement:
To connect millions of people in
real life all over the world,
through a community
marketplace– so that you can
Belong Anywhere
36. Exercise - How to do it. Try to answer:
What problem am I trying to solve with my product?
Is it a problem people care about?
If no, how do I make them care about it?
How can I show that my product is the
best solution to this problem?
Why should people care about your product?
37. Why
Sell Your Vision, Not Your Product
Ensure that your employees share your vision
Attract and connect with customers
who share the same belief
42. Optimize your profile
Include a professional
looking picture
500 x 500 px
Don’t forget the
background image...
Suggested size
by LinkedIn 1536 x 738 px
What works best 1800 x 300 px
43. Optimize your profile
Use a specific tagline after your name
(optional)
John Doe - Motivational Speaker
44. Optimize your profile
Professional headline
Three options:
1. Use all keywords, separated by icons
example2. Write a sentence that includes your keywords
example
3. Pattern: I help [target market] achieve
[solution] by providing [product/service]
45. Optimize your profile
Professional headline
Examples:
2. Entrepreneur, Investor, Event Director &
Publisher
1. Top 40U40 | TED Speaker | Digital Marketing |
Insurance Marketing Strategy | Advisor |
Keynote Speaker
3. I help high end residential contractors grow
their business with growth hacking
47. Optimize your profile
Keyword optimization
Specialties: Social media marketing, interactive advertising and marketing, media sales,
advertising technologies, interactive sales management, email marketing, major sponsorship
sales, custom publishing, business development, startups, Entrepreneur, Social
Entrepreneur, Advertising and Marketing Executive, Advertising, Marketing, Online
Marketing, Digital Marketing, Inbound Marketing, Digital Marketing, Digital Advertising,
Mobile Marketing, Mobile Advertising, Social Media Marketing, Publishing.
50. Optimize your profile
Summary
What I do - This is your opportunity to show
what problem(s) you solve
Why it works / why it matters - describe the
advantages of your approach
How it works - describe how you approach
each engagement and include a CTA
62. What is a persona?
A user persona is a fictional
representation of your ideal customer.
A persona clarifies who is in your target
audience by answering the following questions:
● Who is my ideal customer?
● What are the current behavior patterns of my users?
● What are the needs and goals of my users?
63. The benefits of personas
Helpful for design & development planning
Allow you to send more
personalized messages
Personas are also used in marketing
65. How to define a persona
A well defined user persona includes:
Name of fictional character (header)
Demographic profile
End goals
66. Persona template
Name - Job title - Tagline
Where he/she works
Role / position
Demographics
● Age
● Gender
● Family income
● Location
● Education
Goals and
challenges
Values and
fears
● What do they do day
to day?
● What are their #1
problems?
● Who are their
influencers?
● Where do they
hangout?
67. Image from: The complete guide to Facebook ad targeting produced by AdvertiseMint
68. Image from: The complete guide to Facebook ad targeting produced by AdvertiseMint
69. Image from: The complete guide to Facebook ad targeting produced by AdvertiseMint
70. Persona - example
Javier - The wine guy
Casa de Los Olivos, Chile
Founder, CEO
Demographics
● 46-year-old
● Male
● $100k+
● Santiago, Chile
● Hospitality studies,
oenology
Goal: To position their “Brown Boxed
Wines” of 750 ml, and 3 and 5 liters in
restaurants in selected South
American countries.
Challenge: How to find importers in
the Latin American countries for their
boxed wines, with a distribution
channel to sell to restaurants.
Values: Committed to deliver
long-term sustainable value creation;
be simple and lean, enterprising and
innovative.
72. Create some user stories
A user story is an scenario of the user
performing a task related to your
product or service
73. Craft your value proposition
What do they care about?
What is their expected outcome?
Why do (should) they care?
What are their concerns?
How do you address their concerns?
Do you target their real needs?
76. KPI - Key performance indicators
A Key Performance Indicator (KPI) is a
measurable value that demonstrates how
effectively a company is achieving key
business objectives
77. Social Selling Index
Covers six critical drivers:
Your personal brand
Finding the right people
Engaging with insights
Building relationships
Industry SSI rank
Network SSI rank
https://www.linkedin.com/sales/ssi
Plus social selling index
87. Invite others to connect
Send invites to connect
Do NOT send the generic invite
Craft a personalized invite (always)
88. Invite others to connect
What NOT to do
Hello Joe Doe
I’d like to add you to my professional
network on LinkedIn.
89. Invite others to connect
Do this instead
Hi John
I came across your profile and I think we share some common
professional interests. It seems we are both interested in AI and
machine learning and we both belong to the XYZ group. From
time to time I share ideas, and XXX about YYY.
Thus, please consider adding me to your professional network.
Take care,
Gilbert
91. Welcome script
Dear Gilbert,
We are glad to announce ITIL certification training course in your city.
I know you probably get a TON of emails so i'll keep this really short. I think you might find it interesting.
Do you know how IT Infrastructure is the most in demand profession!
Benefits of IT Infrastructure Library (ITIL):
1. ITIL is a top 15 money making certifications of 2016
2. 38% of IT Managers are certified in Service Companies
3. ITIL certified managers earn 17% more than peers
Attend our 2 day classroom training to become a ITIL certified.
Location: Boston, MA
Workshop Date: Oct. 25 -- 28, 2016 | Nov 12, 13 & Nov 19, 20 , 2016
Kindly get back to me if you have any queries, we would happy to help you.
Regards
Laura Jones
Training Manager
What NOT to do
No context: I have no clue
about ITIL (and no interest)
Language: It is impersonal (too
formal)
97. How to message new contacts
Email message copy
Characteristics - don’t sell, give
Sequence + tools
98. Content marketing costs
62% less than traditional
marketing and generates
about 3 times as many leads
Source: https://www.demandmetric.com/content/content-marketing-infographic
99. 80% of business decision
makers prefer to get
company information in a
series of articles versus an
advertisement
Source: http://b2bprblog.marxcommunications.com/b2bpr/top-b2b-pr-mistakes-to-avoid
100. 75% of B2B buyers and 84%
of C-level or vice-president
level executives use social
media to make purchasing
decisions
Source: http://www.businesswire.com
102. What are your target audiences?
Cultivating potential customers
Connecting with influencers
Finding new partners
Attract new investors
Sharing stories with the press
103. What are the steps?
Identify your targets (prospects)
Find contact information
Add to a CSV list
Create messaging sequence
Send personalized messages - drip campaigns
Track and evaluate
Optimize
Handle responses
Streamline the process
104. What are bad emails?
Are too sales-y
Are NOT targeted to the receiving person
Have generic impersonal message
Are viewed as spam
Get deleted
105. … and good emails?
Are conversational
Have context
Are brief, structured and specific
They end with a CTA, typically a question
They are relevant to the person
106. Do they pass the contextual test?
Hi Jane,
Your article on Medium link,
was right on target.
I think you covered all the
main causes why startups
fail…. I think the most
critical is ...
Wow…
She read my
article
Context
Purpose
107. I hear you asking: Is this scalable?
Do I have to write each
email manually?
108. Creative ways to
use cold emailing
Finding emails of people you
are not connected with - part I
110. Creative ways to
use cold emailing
Finding emails of people you
are not connected with - part II
111. Finding emails
Approches:
Manual/semi automated
1. Guessing
2. Trying permutations
3. Searching in Google, Quora and Twitter, using certain
patterns
Advanced
Using chrome extensions, gmail extensions and apps
113. Finding emails - manual/semi automatic
Hubspot has created a
Google Spreadsheet for this
Trying permutations
Verify
verifyemailaddress.org
verify-email.org
email-format
https://www.email-format.com/
114. Finding emails - manual/semi automatic
site:xxxxxx.xxx "@gmail.com"
Using Google
Verify
MailTester.com
Rapportive
Hubspot Sales
verifyemailaddress.org
verify-email.org
site:contently.com forbes "@gmail.com"
-intitle:"profiles" -inurl:"dir/"
site:linkedin.com/in/ OR
site:linkedin.com/pub/"consultant"
"france" "@gmail.com"
117. Creative ways to
use cold emailing
Finding emails of people you
are not connected with - part III
118. Finding emails - advanced
Check my course:
Milking LinkedIn - Advanced
Lead Generation Strategies
for more info on this
Get it for only $49 (48% off) for limited time
122. Let’s start with some numbers...
People receive 126 business
emails/day1
The average open rate: 51.9%
The average reply rate: 29.8%.2
1
Email Statistics Report, 2015-2019 - THE RADICATI GROUP, INC
2
Email Subject Lines That Actually Work - Yesware
123. Less is more ...
Source: Email Subject Lines That Actually Work - Yesware
Subject line effectiveness decreases
with each additional word
124. Don’t ask a question on the subject line
Source: Email Subject Lines That Actually Work - Yesware
Subject lines framed as questions get
fewer opens and replies
125. Don’t ask … “appropriate person”
Source: Email Subject Lines That Actually Work - Yesware
Subject lines asking “are your the
appropriate person”
126. What about “quick question” or “quick request”
Source: Email Subject Lines That Actually Work - Yesware
No, no, no
127. No, they don’t want to join a webinar
Source: Email Subject Lines That Actually Work - Yesware
Subject line including an
invitation to an event
128. Urgent, exclusive… they don’t care
Source: Email Subject Lines That Actually Work - Yesware
Subject line used to drive
exclusivity or incite urgency
129. What seems to work. Subject lines ...
Source: Email Subject Lines That Actually Work - Yesware
“Fwd” emails Include a number
title vs. sentence
vs. lower case
130. Best practices for email subject lines
Add personalization
Describe your benefits
Use less words
Don’t trick your recipient
Shorter is better
Keep it real
Do your homework
Keep it relevant
131. Other tactics
Fear of missing out
Curiosity
Humor
Greed
Straightforward
Vanity
Ellipse at the end ...
Pain points
132. Some examples that just work
Apologies/Sorry
The audacity of
this email
Remember me?
Blatant Clickbait
Who expects an apology from a stranger?
Now you have a reason to apologise.
WTF. This is more offbeat. Relies on
curiosity
Humm...should I?
Then, you can apologise within the email
You are been honest and ironic
Credit: Jon Buchan
134. What is your first goal when sending a cold email?
To get it read
And, what is the goal when the read
the first line?
To read the next one...
135. Use humor - best “pattern interrupt”
A pattern interrupt is a technique to
change a particular thought,
behavior or situation
A pattern interrupt is a way to change
a person’s state or strategy
Credit: Jon Buchan
136. Use humor - best “pattern interrupt”
Responses got by Jon
Source: http://brilliantdeviant.com/direct-response-copy/
137. Use humor - best “pattern interrupt”
Do you want to know how to
create cold emails that get
those results?
In my course I tell you how to do it :)
139. How to send outreach email sequences
Start sequence
(Gmail, Outlook)
Message
sequencing
(Gmail, Outlook)
Optin to
an email
list
Continue
messaging from
email platform
Unsubscribe
Stop messaging
sequence
(Gmail, Outlook)
yes
no
no
yes
141. Email sequences - Timing
Email 1Email
list
Email 2 Email 3
Email 2
B
version
Day 0 Day 3 Day 7
Day 3 Email 3
B
version
Day 7
A/B Test
A/B Test
142. Email sequences - Timing
Day Email
0 Intro message + value + CTA (provides more value)
3 More value + CTA (provides more value)
7 More value + CTA (provides more value)
10 More value + CTA (provides more value)
15 More value + CTA (meet?, call?)
... More value + CTA (meet?, call?) + offer
Typical Approach