- In this video, I'm gonna
show you step by step, how you can generate leads on LinkedIn. So you can start getting more appointments with your dream customers
and start closing more deals. (bright upbeat music) LinkedIn is one of the most effective ways to get in contact with your dream clients. But I know a lot of people try this out and they say it doesn't work, or people don't respond to their messages, but here's the thing. There are more than 700
million people on LinkedIn. And for the most part, a lot
of high level decision makers are checking their LinkedIn profile and checking their
messages every single day. I know for myself, I check
my messages all the time. LinkedIn works, the people are there, but why is it that most people
struggle to generate leads? And to break it down
as simple as possible, there are two main reasons. Number one is that when
someone wants to reach out to their dream client and they
send a connection request, a lot of times their prospect or their potential customer doesn't accept And number two, even if
the potential customer actually accepts your connection request, they may not respond
to your initial message when you ask for a meeting. So in this video, I'm gonna
show you exactly step by step, how you can actually connect
with your dream clients, send your first messages and actually schedule more appointments. So if you're excited for this video, make sure to give it a like, subscribe, and turn on notifications. All right, so diving right into it. The first step you gotta do is you got to optimize
your LinkedIn profile. And here's what I mean. When you send a connection request and people are not accepting the number one reason for why this happens is actually because your profile is not optimized in a way
where it actually intrigues your potential customer
to accept your request. Think about it like this. If you're sending a
random connection request to someone on LinkedIn, and
they have no idea who you are, how are they gonna make a
decision on whether or not to spend time to even connect with you? And they're gonna click on your profile they're gonna look at your picture they're gonna look at what your job is and what you're about. And they're gonna make
a split second decision on whether or not you can actually bring value into their lives. So if your profile is not
optimized in a way that shows that you deliver value, no way
anybody is going to connect, it doesn't matter how
great your messages are or how great the message you write when you send your connection requests if your profile is not optimized, you are not going to get any results and if you sent 100
connection requests or 1000, you're still gonna get
the same results, nothing, because you got to optimize your profile. All right, so going to my
personal LinkedIn profile, right? So if I connected with somebody and I wanted to reach out
to them for, you know, help them with sales
consulting or sales coaching, which is what I do when they see my connection request and they click on my profile,
it's very clear what I do. So it starts with the headline, right? Well, first of all, it
starts with a picture. You gotta have a picture that shows like, "Hey, you're trustworthy, right?" If it's like a picture that
you can't really see your face or you use a random picture
that doesn't make sense. Why would someone
connect with that, right? You just gotta think of it logically. So clear profile head picture, and it's very clear what I do. Helping B2B sellers schedule more meetings and close deals with
modern sales training, very clear what I do, so
when I reach out to somebody, they know exactly what they are getting and if they're interested,
they're gonna accept if they're not, then
they're just gonna ignore my connection request. And I got a whole video on exactly how to optimize your LinkedIn profile links gonna be somewhere on the screen and the links gonna be in the description. But for this video, the main
lesson that I want to share with you guys is that
when you're optimizing your LinkedIn profile, the main important thing
you want to remember is you want to show what value you bring to your potential customer. Don't just talk about yourself and say, "I went to this school. "I worked at these places." (mumbles) All about me, me, me, nobody cares. They care about what you can do for them. So just take a look at
your profile, audit it and think, "Okay, how am I
bringing value to my customers?" And if you're not, you gotta rearrange it again, I got a video on that
link in the description. Now the next part, when it comes to actually getting meetings with LinkedIn is you wanna send the
initial connection request. Now, when you are sending
the connection request, there's two options, right? Number one is you just
kinda press the plus button and you can send a default message to somebody hoping they
will actually accept. Now from my personal experience,
this is actually work, yes. If your profile is optimized in a way where it's for
your potential customer, sending the default message whatever it is actually does get results
and is a lot faster. Now, if that's not really working or you're not getting enough results, meaning you wanna get the
conversion rate higher, meaning when you send
a connection request, you want more people to accept. You can write a more personal message. Obviously it takes a little bit more time, but if you want to get more results, that's what you have to do. So, an example of a
custom message requests can be something like this. "Hey, David, I saw you've been "in the digital marketing space "for five years now, "and I'm impressed with the
work you've done on X, Y, Z." So you gotta look on their profile. See what kind of work they did, right? And then you say, "Thought it might make
sense to connect here." And simple as that,
they're gonna read that they're gonna say, okay, this guy actually did a little homework and they're gonna accept
your invitation to connect. Let's go through another example. "Hey David, I noticed you've been "in the construction business
in the Los Angeles area "for five years now "I'm impressed with your work "and thought it might make
sense to connect here." So pretty much the same
kinda format, right? And you can kinda take this format and change it out for your specific niche. But essentially that's pretty
much all you have to do. And how to get this information,
just go on their profile, see where they work, how long
they've been in the industry, what kind of work they did,
mention it in the first line it only has to be one
sentence of customization and that is it. Some people might think
about automation, right? And automation does work,
but here's the thing before you even get to the
automation side of LinkedIn, I wanna make sure that you understand how to do this manually first, because if you can't do it
manually with a high touch point and you're making it very
specific for the person, if you can't get results doing that, there's no way you're going to get results if you automate it, right? Because when you automate things, it gets less and less personalized. If you can't do it manual, don't automate, do it manual first, get it
right, and then automate. But once you get it right, and
you've move into automation, what you can actually do is
that there are different tools you can use to help speed up
the process of automation. So you can say like, if
someone's working in marketing real estate or finance, it can kinda just put that in for you, and you can also say like,
oh, if they've been working in this industry for five years I'll automatically put that in and you kinda send the
same message to everybody and it looks like it's very
tailored for that person, but it's really not 'cause
it's automated, right? And the thing of automation
is you gotta be very careful because there are always
new tools coming out. So I don't really wanna
recommend any specific tools right now, because if
I recommend it today, it may be gone tomorrow, right? Because LinkedIn is always
changing their rules on which software works, which one doesn't according to their API. And there are a lot of rules that are constantly changed, right? For example, how many connection
requests can you send a day before LinkedIn sends
you a warning and says, "You should not be automating, right?" 'Cause that's technically
against the rule. So, if you kind of break the rules, you send too many messages,
send too many requests, your account may potentially be banned and you gotta start all over. So that's why in the beginning,
if you're just starting out and you're just trying to generate leads, I would personally recommend
doing it manually first. So you understand the process and you can actually get results once you know how to get results, then I would look more into
how you can automate LinkedIn, so you don't get banned and
you do it in the right way. And you can start looking
at what the rules are and when it comes to how
many connection requests you can send, how many
messages you can send and things like that. And again, the tools always change. There's always new
LinkedIn tools coming out that claim they can do
all these things for you and they can, but you know, sometimes they go out of business or sometimes they just stop working and so, do it manually first,
then look into automation. And if you want more
videos on how to automate, let me know in the comments
if that's something you wanna see, and I can
make a future video on that. Now, moving forward, the next part when it comes to generating
leads on LinkedIn is actually, once someone actually accept your connection request, you gotta actually send
them the first message. So this is where a lot
of people get it wrong. Most people they'll send a message about, "Hey, you know, I do this, "that, that I can do anything for you. "You know, let me know if
you wanna talk, right?" But here's the thing. You gotta be a little more specific or you need to ask more questions and get the person more curious. If you just kinda throw out all the different services that you have, which a lot of people do,
nobody responds, right? Because they're confused
on why they should respond and you have to... The prospect has to do too much work in order for you to get that meeting instead, you wanna make
it as easy as possible for them to say yes. So here's an example of what you can say if somebody accepted
your connection requests. So, it can be, "Hey John, I noticed that you started "your own creative agency
and I wanted to reach out. "I help agencies like yours "get more clients without
spending money on ads. "Any chance you need with this?" So this one, I'm asking a question, right? I'm not asking for a
meeting right off the bat. I'm just saying like,
"Hey, this is what I do "this is the people I help, "this is how I bring value, "any chance you need help with this?" They might say, "Yeah, maybe." And then so, they might say that they literally might say,
"Yeah, maybe what do you do?" And then you can start
having a conversation and once you reply back to
them, you can actually say, "Hey, you know, if you
wanna talk more this, "let me know what your
calendar looks like, "or feel free to schedule
a time on my calendar." You can send them a link. So, that's pretty much how
that first technique is done. The second way to do it is
instead of asking a question, you can go straight
for the call to action. And if they're interested, they'll schedule a meeting right away. So this is the one I personally
prefer, it's more direct, but at the same time, it's faster, right? So I can say something like this, "Hey John, you probably know "that one of the most challenging parts "of owning your own creative agency "is signing on new clients. "Now, I actually help creative agencies "consistently get new clients without having to spend money on ads. Some of our clients include X, Y, and Z. "So if you're interested in learning "how you might be able to do
the same in your business, "feel free to schedule a time
to talk on my calendar here." And then you would put
the link to your calendar. Okay, so let's break this down to show you exactly how this works. So in the beginning, I'm saying, "Hey, John, you probably know "that one of the most challenging parts "of owning your own creative agency "is signing on new clients." So what I'm specifically doing here is I'm saying I'm
addressing a pain, right? So if you're at creative industry, I know that getting new
clients is the hardest part. You might be the best designers
and stuff in the world, but if you can't get new clients,
you don't have a business. So I really know that's a problem. And I address it right off the bat. Now the next sentence is I offer value, I'm saying like, "Hey,
I help people like you "get new clients without
having to spend money on ads." So it piques curiosity. They might be thinking, "Okay, well, how exactly do you even do that?" Right, so now they're more interested. And then I go ahead and say, "Here's some of the clients that I've worked with in the past." So if there's some social proof and they know who these clients are, or let's say you have some
big names under your belt, or maybe if you have small names, if they're familiar with those people and they're similar to each other, then they're gonna be like, "Oh, that's interesting that
you work with these people. "I know them, so maybe
I wanna work with you." And then the last part is
the call to action, right? Actually getting the meeting, so I say, hey, if it makes sense, "So if you're interested in learning "how you might be able to do
the same in your business, "which is get more clients, "feel free to schedule a time
to talk on my calendar here." And I will put a link to my calendar. They would click on the link and then they can actually schedule a time to talk for me for 30 minutes. And I'm gonna see if they're a fit for us two, to work together. So that's my personal, go-to this one's very effective
for me personally. And I'm confident it will work for you if you kind of follow all the steps we've been talking about in this video. Now the next part of
generating leads on LinkedIn is what happens when people
don't actually respond on first message, which a lot
of people will not, right? So that's why you got to follow up. My recommendation is to
follow up one to three times. It really depends on your industry, right? But you have to understand this, whether it's one, two or three, every time you send a follow up, more people will respond and
take more meetings, right? So that's why you have to understand what's the optimal times
you should follow up. Sometimes it's just depending
on your niche, right? Sometimes it's just following
up twice, and that's it. Other times it's following three times because maybe people are interested, but they just didn't have time
to respond in that moment. So you wanna figure out
what works best for you. But if you're just starting out, just follow up three
times and see if it works. If you know, you find that
after the third followup, people don't even respond
after on the third follow up, then just shorten it down to two. And you can kind of go from there now in the follow up,
here's what you can say. You can say something like, you just want to reiterate
what you're talking about. You don't have to say any new information, just one or two sentences
to kind of share, remind that prospect what
you're even offering. So you can say, "Hey,
John wanted to follow up "to see if it's still makes sense "to talk about how we might
be able to help you with XYZ." Well like get new clients
or whatever it is, right. "If it does, let me know what
your calendar looks like." So in this one, I'm kinda saying like, "Hey, you tell me what your schedule is." Or I can say something like, "If it does, feel free to schedule a time "to talk on my calendar here." And I will put my link again right there. So, that's pretty much your follow up. And then if you wanna
follow up two or three times basically say, it's the same thing, but you paraphrase it and then, you know, you get
a different response, right? You don't wanna copy and paste
it you wanna paraphrase it so it makes it look like,
you're actually making an effort to get to know the person. And number five, we're gonna go down into LinkedIn marketing, okay? So, when it comes to outbound,
LinkedIn lead generation, where you're reaching out to other people, you don't have to go super hard
when it comes to marketing, you don't have to go viral. What you wanna do is
you have to understand that when you're connecting with people, people are gonna start seeing
your content in their feed. So I'm gonna go ahead and go on my profile and I'll show you what I mean. So as you can see here, I'm on
my profile right now, right? You scroll down. I got all these people
who I'm connected with and it's my feed, right? Basically all the connections that I've built over the years, I'm gonna see what they're talking about on my feed every day, right? So, basically what you want to do is you don't need to go viral. You just need to create
content for the people that you already connected with. So I'll give you an example. Let's say, you're starting on LinkedIn. You have, let's say 10 connections, right? It's just your friends,
and then you're like, "Okay, well I wanna start
using this to get clients." So, what you do is you
find all these people who are potentially a good fit
for your product or service. And then what you do is you
connect with them, they accept, and then you send them
a first message, right? And maybe they don't respond
to that first message. But every day you're
posting some type of content on LinkedIn so that when
they look on their feed, they keep getting reminded
of you and they go, "Oh, that's Patrick, that guy messaged me, "Oh, that's a pretty interesting video "Oh, that's a pretty
interesting perspective on the industry, right?" And you just basically
keep posting these videos for your audience that you custom-built by connecting with them
one by one, personally. And so let's go into my
LinkedIn account, right? So right now I got about 8,900 followers, meaning, you know, a lot of them are actually personally connected with me and I can send them a
direct message any time. So, a couple of times a week
I do post a video on LinkedIn, which is my YouTube videos and
they do pretty decent, right? So, this one has 16 likes, 1000 more than 1000 views,
this one has 1000 views, 2000 views, 2,500 views, 30 likes, and you can also see that
when I click into this, I can see who exactly is liking my videos. Not only that, but if I
go into my profile page, I can see who has viewed my profile. And so I believe this is the last 90 days, so if I click into here,
I can see, you know, who are these 2,400 people that
have viewed my profile okay? Why this is important is because when people see your content, sometimes they wanna get reminded and they click on your profile and again, they'd be like, "Well, what did this guy do again? "I'm kinda interested." And when you start seeing these people interact with your content, whether it's liking you in your profile, it gives you an opportunity
to send them a message, right? So you can say like, "Hey, you know, I noticed
that you liked my video "on whatever, I wanted to
see if it might make sense "to talk about how I might be able "to help you with XYZ." So, it's just another way to
engage with your prospects so that you're not just
sending them a cold message. You're suddenly building more authority and you're becoming more of
a influencer in the space. And it could be you're just
smart influencer, right? But at least you're doing something and you don't need a big, big audience to you actually do this. Even if you just have a
couple of 1000 connections, that's already enough to
start getting some likes and some views on your content. So when it comes to what
kind of content you can post, you can make videos personally, I'm really strong with video so that's why I like to do videos. You can also write long form copy. So let's say you go into my profile, every video that I post comes
with a long form perspective on that video to kinda
get people, to read it if they don't wanna watch the whole video you can share a quote,
you can share a picture, share what you're doing, you know, there's so many different ways to slice and dice it, when it comes to creating
content on LinkedIn, you can kind of just look at
what other people are doing in your industry and see
what works best for you. Everybody's different,
you might be a good writer and you might be good with video, you might be good with just
sharing other people's quotes, it really just depends, but you definitely want to post at least a couple of times a week, but if you can post every day, that's also really great too. So that's how it works. That's how you use a
combination of outbound, lead generation combined with marketing. So you can increase your response rate, increase your authority with
the people you connect with and start generating more
meetings with your dream clients. So if you enjoyed this video, make sure to give it a like subscribe, turn on notifications, and
let me know in the comments, if you enjoyed videos like this and what you wanna see more about when it comes to lead generation and I also have a private Facebook group for the sales community, anyone who wants to generate
leads and close more deals. So if you wanna be part
of this Facebook group and start chatting with
light-minded people, make sure you click the
link in the description to join that Facebook group. So with that said, my
name is Patrick Dang, hope you guys got some
value out of this video, and I'm gonna see you
guys in the next one.
