Podcast episode
Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
30 Minutes to President's Club25 Nov 202029 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Time block when you’re asking for referrals from everyone you’ve ever sold or met with Send a connection with a blank note. You can always delete it, then resend it in LI. Throw the lurking GIF in a Linkedin DM when someone looks at your profile. Have a snippet for every buyer trigger and every objection you get Morgan Ingram’s Path to President’s Club Director of Sales Execution and Evolution, JB Sales Training Host, The SDR Chronicles RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You know we start every single episode with your top three actionable takeaways. Let's get your three. All right, so number one is when you're on LinkedIn and you're looking to prospect someone, go to their profile and click the see all button if you're a first or second degree connected to them, and it allows you to not only see what they've been posting, but what “they've been liking and commenting on, and you can use that in your outreach.” Cool. What's number two? All right, so number two is we're going to go to LinkedIn sales navigator here, and this one, this one is critical. Like if you do this, you're going to be way ahead of the game is go inside of your LinkedIn sales navigator list, and if you're an SDR, create a list of all the meetings you scheduled
So you could start building this list throughout the week. What you want to do is once a week, 30 minute time slot to look through your list to then decide. Normally you want to do this on a Monday. I normally have them as admin days to then make a decision to be like, okay, I'm going to go ahead and prospect these people. I'm going to ask for referrals and this should be a simple setup because you should have “formulas already set up for like your referrals and things of that nature.” So that's how you set it up to make sure that you're successful in building this list. And so how do you do a little bit of give get with your referrals? Let's say I've time blocked it. I've identified some people I want to go after. Are you just like blasting people saying like, hey, you got any business, you got any business? How do you do that artfully and tactfully?
Hope all is well and that your team is still going strong based on the last training that we did. Quick ask for you, do you know X, Y, and Z? And then I have those hyperlinked to their LinkedIn so they can easily check it. The ask here though is important. “If not, do you know anyone else like-minded like yourself that I should be connected with?” Cheers. That's it. And so what I'm doing there is I'm saying like-minded like you, maybe they don't know those three people, but they're like, you know what, Sally, you want to talk to her because she's looking to build our team and she needs training right now. So I'm getting a response regardless. And I'm setting myself up for success.
note because they didn't accept the blank note. So you can really maximize your connection request because here's the thing you want to get the connection request because you guys heard me talk about it on the first time I was on here which was the LinkedIn video you want to have that because that's going to be a high response rate then if the connection request doesn't work “I will send an in mail later in my campaign to see if I can get that open right or that response” essentially and get my credits back. I love this man so we've talked about the connections we've talked about you going out what about people coming in I didn't you have some funny tactics around like when people look at your profile you do something you send them like some funky message
note because they didn't accept the blank note. So you can really maximize your connection request because here's the thing you want to get the connection request because you guys heard me talk about it on the first time I was on here which was the LinkedIn video you want to have that because that's going to be a high response rate then if the connection request doesn't work “I will send an in mail later in my campaign to see if I can get that open right or that response” essentially and get my credits back. I love this man so we've talked about the connections we've talked about you going out what about people coming in I didn't you have some funny tactics around like when people look at your profile you do something you send them like some funky message
So the more templates I have, the better. Snippets are for call to actions and value props. So when you're looking to personalize at scale or whatever you're calling it over there, right? What you want to focus on is having snippets of value props, snippets of call to actions. “So now the only thing you have to focus on is the first three sentences of that email.” So now it's just snippet. That's my value prop snippet. That's my call to action. You don't want to spend time typing out these things. They should already be inside of your sales engagement tool so that you're preparing yourself for very fast and effective messaging across the board. A lot of people screw this up. And just to clarify for the audience, if you don't
That's all I care about. I'm setting up systems to just strictly executing it better. And then if you have just a ton of accounts in general, just do a numbers game, reverse engineer with how many accounts you need to go after per week, and then say, okay, I need to go after 10 accounts per week. So that's, let's say you're a mid market. So that's probably four contacts. “So you're going to do 40 contacts that week or 40 contacts a day, if you want to be more” aggressive, and then you just play them throughout the sequence, but you already have everyone on day one. So you don't have to worry about it. And you're not overwhelmed. Well, too many people try to like, just hit them all at the same time. And then they all fall out of sequence. And you're like, what do I even start again? And you're talking about cutting it up. I do something similar to your spreadsheet, but I live my life out of tags.
to go after 10 accounts per week. So that's, let's say you're a mid market. So that's probably four contacts. So you're going to do 40 contacts that week or 40 contacts a day, if you want to be more aggressive, and then you just play them throughout the sequence, but you already have everyone on day one. So you don't have to worry about it. And you're not overwhelmed. “Well, too many people try to like, just hit them all at the same time.” And then they all fall out of sequence. And you're like, what do I even start again? And you're talking about cutting it up. I do something similar to your spreadsheet, but I live my life out of tags. So when I sequence 50 accounts, you can tag all the accounts in outreach and sales loft.