In this video I’m showing you the RIGHT WAY to set appointments with your prospects on LinkedIn.



Video Transcript:
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In this video, I’m going to be going through part four of a four part series to help you crush it on LinkedIn in 2023. Now, if you have not had a chance to watch the three three previous videos, I’d highly encourage you to go back to the YouTube channel and check them out because in this four part series we call the four P’s LinkedIn Prospecting, we are teaching you how to use linked in effectively to drive business.

The first piece of the four piece strategy is your profile. You have to create a profile that stands out. If you haven’t watched Part one, go check it out. Second piece is proactive connections. Yes, you have to put time in to reach out and connect with people you could do business with on LinkedIn. And the third piece is creating content.

My favorite. It’s changed our career. So if you haven’t seen any of those videos, please go check them out. And I’m going to get a chance. Look in the lower right corner and hit the subscribe button. I would appreciate that. So let’s talk about the fourth p, the fourth P of our four piece of LinkedIn prospecting is pull them off the platform.

What I mean, well, the ultimate goal on LinkedIn, even though LinkedIn does not want you to know this, is you’ve got to pull people off the platform. So if you have a good profile, you’re making proactive connections. You creating content for your prospects. Ultimately, you want to pull them off the platform to a phone call, a meeting or a virtual meeting of some sort, right?

That’s the ultimate goal. So what is an effective way you can pull your prospects off the platform? Here’s a strategy I’ve been using for the last two years that’s been extremely effective. If you recall, if you’ve watched the second video of part two, the second p, I mentioned that when you make proactive connections, one of the things you need to do immediately after they accept your connection is to send them a voice message.

And if you’re unfamiliar with the voice message feature on LinkedIn, I highly encourage you to get used to it. It’s on the mobile version of the LinkedIn app. When you are connected to somebody, when they are a first connection, you can send them a voice message feature. It’s a great way to stand out. Well, now when I want to pull somebody off the platform into a meeting, into a discussion, I’m going to use that voice message feature again.

Now, I will let you know that at this stage it’s going to be very beneficial if you have the LinkedIn premium or Sales navigator feature because one of the best metrics on LinkedIn is the the metric that tells you who is checking out your profile. It’s something I look at every single week, at least twice a week, because it’s LinkedIn telling you, here are the people checking out your LinkedIn profile, here are the people checking out your personal website.

They’re thinking about you, even if it was for 5 seconds. So what do you do with that? Well, about twice a week I go into that metric. I look at who is checking me out, and here’s what I do. Number one, if they’re a second connection, but they could be a prospect, I’m going to send them a link in connection request, as I mentioned in part two.

However, if I’m already connected with them and I think we could ultimately do business, I’m going to send them another voice message that might sound something like this. Hey, Greg, AT&T, you know, it’s been a while since we’ve connected and we’d love to see if you’d be interested or open to jumping on a call. I’d love to see what you’re up to.

Or better yet, if it’s a first connection you have never met before, which is quite often I’ll send a voice message that sounds like this. Hey, Greg, AT&T, you know, we’ve been connected here on the platform for quite a while. I’d love to put a voice to a face if you’re open to it. So you want to see if you want to jump on a call, see what you’re up to.

You would be shocked how often those voice messages leave the conversations, how often those voice messages get returned with A Yeah, I’d be open to that. Now, here’s the secret. Whether or not they’re open to meeting with you or not is actually not the point. If you use a pattern disruptor like the voice message feature, the chance your message gets replied to is exponentially higher.

So if I’m going to leave a prospect, a voice message with the hopes of trying to pull him or her off the platform, I would much rather get a reply. Even if it’s a no then I’m getting today by trying to leave a voice message on their phone. I believe the voice message feature on LinkedIn is the modern cold call and it’s a hell of a lot more effective than cold calling it right now.

So that’s my advice for you. Step four of the four P’s of LinkedIn prospecting is you want to pull the prospect off the platform. The best way to do it is when you’re connected to them, leave them a voice message, invite them to a call, invite them to a cup of coffee or a zoom chat. The odds, they reply, are much higher than if you left a voice message message on their phone. Even if they say no, they’re going to reply. And you’d be surprised how often they say yes.

So there you have it. Those are the four P’s are LinkedIn prospecting. This is your LinkedIn prospecting strategy for 2023 if you go to work enhancing your profile. So when prospects come to your profile, they know exactly who you are and what you do and who you do it for. Number two, you block time to grow your community with the right people. Number three, you create content that educates them and lets them get to know you. And then you focus on trying to pull people off the platform. Using the voice message feature is an awesome way to do it. You are going to be very effective on LinkedIn and instead of thinking of it like a waste of time, you’re going to actually make it a big piece of your weekly activity when it comes to prospecting.

So there you have it. Hope you enjoy. Make it a great year and use these tips to make your link in experience effective.