How to Double Responses from Prospects on LinkedIn: 7 Must Do’s

Have you tried LinkedIn marketing for your business, to reach out to prospects on LinkedIn, such as invitation to connect, private messages, InMail, etc.?

This is often the step(s) that people take to start creating a relationship with that prospect on LinkedIn.

It’s great! Except…what happens if they don’t respond at all?

Or it’s not the response that you were hoping for?

Imagine how much easier and faster you would be able to grow your business and income if you had more of your prospects responding to you…if you had more of the people you’re trying to reach on LinkedIn be open to further engaging in conversation with you!

If you haven’t been happy with the results…or you want more of these decision makers and ideal clients to respond to you for growing your business, here’s 7 steps on how to do this (this will help you in your other business development and prospecting efforts as well)

1. Personalize with Their Name in Any LinkedIn Message You Send

When you are a baby, one of the first thing that we learned is our name. Our name is part of our identity that we’ve known for all our life. When you include your prospect’s name as one of the first words they see, they’re going to pay attention because it’s calling out to their identity.

A lot of people make the mistake when they’re sending requests for invitation to connect or messages (even InMail), they don’t or forgot to include the prospects’ name, that’s bad business etiquette. Especially when they send out invitation to connect…there’s often just the default message that LinkedIn generates – unless that prospect is already aware of them, they won’t be accepting those invitations to connect!

Imagine if you were to meet someone for the first time, what’s often the question you’ll first?

“What’s Your Name?” and then you would use their name throughout your conversation so that they know you’re paying attention to them (which is what prospects want – for us to pay attention to their needs and wants).

In fact, I would say 90% to 95% of invitations to connect that I see people send don’t even have my name in it…so why would I connect with them if I don’t know them? That’s the thinking that your prospect is going through when they get any form of message from others on LinkedIn that doesn’t have their name in it. You’ll be able to differentiate yourself even more if you mention their name since you’ll be one of the few rare ones that do – so they’ll be more likely to respond to you.

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So Include their name in the first sentence to them in any message that you send (invitation to connect, messages, InMail, discussion comments, etc.)

2. What Do You Have in Common?

When you meet a person for the first time in a business environment – after you find out their name, what do you talk about next?

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Maybe it’s about the weather or if you’re at an event, what brings you to the event…

Things you have in common…

If you listen carefully to people’s conversation, and you’ll notice that people try to relate to others and determine if they like them is based on how much they have in common…

Person 1 – ”What great weather we’re having!” or “This is a great restaurant/event!”

Person 2 – ”I totally agree”

It’s how likely your relationship with your friends or lover started…you both realized you had something in common.

This works even if they’ve never heard of you before and you’ve never contacted them. The reason why you want to start off with what you have in common is so that you get them to quickly relate to you and start to like you.

Originally, when I initially started out trying to reach prospects using LinkedIn marketing for business and not including what we have in common…my response rates were really low…

Since I’ve added what we have in common, one of the benefits is an increase in response rates and shorter response times from prospects as you can see below in that (this is not a typical result, it’s an example of what I’ve experienced) of getting a response from an ideal client within just 3 hours after I sent them an initial message inviting them to join my LinkedIn group. And I’ve never contacted this person before!

Since I’ve added what we have in common, one of the benefits is an increase in response rates and shorter response times from prospects as you can see below in that (this is not a typical result, it’s an example of what I’ve experienced) of getting a response from an ideal client within just 3 hours after I sent them an initial message inviting them to join my LinkedIn group. And I’ve never contacted this person before!

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So make sure you mention what you have in common with them in the first sentence so that they’ll start to relate to you and liking you more – this could be a LinkedIn Group you’re both in, you have a shared LinkedIn connection, you both have simliar interests or background, etc.

3 What’s In It For Them?

Have you seen those emails come in through your inbox that sounds like…”Me..Me..Me..” – i.e. “This is what I do, here’s what I’m looking for, please let me know if you’re interested”

You are really not that high on your prospects’ mind…especially if you’ve never reached out to them before. At any time, your prospect is most concerned about what’s in it for them…

There’s always a good strategy when you’re doing any marketing or sales messaging, it’s to go through and look to ensure the number of “YOU” or variations of it, outnumbers the number of “I/WE” or variations of it.

Think about it…would you buy something from a salesperson who talks about how they love this product/service without getting any input from you or mentioning how it fits your needs and wants? Probably not.

This was an email that I got. This got no response from me since of the following…

  • They want to introduce themselves and get connected into my network…why should I let them connect into my network if I don’t know them?
  • They talk about who they are, what they do…they mentioned themselves 11 times vs. only 4 times about me in the first 4 paragraphs – seems like they’re very focused on themselvesmore than my needsI don’t think they’ll be considerate of what I’ll need and seem like they’re just trying to sell me on something

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Instead, you can try our approach, you can see in my message to invite people to join my LinkedIn Group “Best Practices to Increase Online Lead Generation, Sales & Referrals for Small Business Owners” (www.linkd.in/1BnDpjT)

I talk about them 8 times (using the word “You”) and only used “I” 2 times…that means I spend 4 times as much talking about them and their needs.

Result: We got SAME DAY Response + them thanking us for inviting them to the group!

2,3b

4. Ask a Question Specifically Related to Them

If we met each other face to face and I said to you, “Let me ask you a question…Who Are Ideal Clients and Prospects You’re Trying to Reach When You’re on LinkedIn?”

Observe what just happened there – you were asked a question…and you started to think about it to come up with the answer…

People want to answer questions they have been asked…it creates a trigger in people to try and make sure that they can get closure on something outstanding, such as a question

However, they’ll only likely want to answer it if helps them get to what they want – going back to point # 3 about What’s In It for Them?

So you to ask a question that they would be interested in getting the answer to since it’ll help them get to what they want faster and easier.

While you were thinking about your answer that I asked you, you probably also created a relationship in your head about the fact that there’s some connection between me and you reaching clients on LinkedIn.

This creates the initial part of the relationship where you’re getting your prospects’ to make a connection between you and something they’re interested in that they may want help in. This will allow you to start being top of mind for them.

Then, because they’ve come up with the answer now, and people like to share that they have the answer to something…they’ll be willing to respond to you since maybe you can help them with it!

5. Keep Your Message Short (4 paragraphs maximum), especially in your first message for contacting them

Sometimes, I’ve seen messages that goes on for many paragraphs…it’s almost like an essay…that I don’t want to read since it looks like it takes too long, even with me speed reading it.

Your prospects and decisioin makers are busy – when you think about it…they may not know you yet, or they barely know you…so they’re likely not going to spend much time on reading your message.

If they open up your message and it goes on for many paragraphs, they’ll likely just give up and not read any part of your message.

Especially in the beginning. Whether you’re just starting out in a business or romantic relationship, often times, the first thing you’ll do is to meet for coffee – something fairly quick as opposed to a sit-down meal for example. You want to think of it as the same way and be respectful of their time

So the best practice is to keep it short and simple, within 3 to 4 paragraphs – see if you can use bullet point form for people to allow easier skimming.

If you can help them see that they can get through reading your message faster, they’ll be more likely to read it.

6. Ask Them to Do Only 1 Thing in Each Message

I’ve seen emails whereby they tried to get me to somehow connect with them through everything that they have online: (see below).2.6

They want me to go see their webinar, YouTube, Website, LinkedIn Group, LinkedIn Company Page, Facebook, Twitter…

I am so overwhelmed with possibilities!

You don’t want to overwhelm your prospects with possibilities – because often they’ll go into an analysis-paralysis state – where they think it’ll take a long time to arrive at a decision, so they just won’t make the decision.

They much rather go to someone else who tells them – here’s what to do next, yes or no.

So in your LinkedIn messages and contact with your prospects, tell them to do 1 thing only…ask them to visit your website, or to respond to your question, or to let you know when would be a good time to contact them.

Just 1 action for them to do.

7. Ask Them for a Short Amount of Time

People are busy – if you want them to engage in conversation with you – having a 60 minute conversation may be way too much time out of their day, that they could use to do other things that are more important to them.

I usually won’t ask for a chat until my 2nd or 3rd message to the prospect so that they know, like and trust me more. In addition, they’re also going to be more likely to engage in conversation with me since we already started through LinkedIn.

If you’re going to ask them for an initial call or meeting, ensure that you mention it’ll be a “quick chat”.

This goes to emphasize that it’ll be “quick”. “Chat” also indicates how it’s going to be very quick and won’t take that much time out from them.

You can also let them know specifically as to how long it’ll take to help people ensure they have sufficient amount of time and not be anxious to get to their next meeting while they’re talking to you since you weren’t respectful of their time.

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What Do You Find as the Most Helpful Must Do from above? Do you have any additional tips or best practices for getting a response from prospects and decision makers on LinkedIn? Please share in the comments section below and I look forward to helping you!

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