Social Selling
How can SMMA owners transition from cold calling to more effective LinkedIn lead generation?
Initially, the speaker relied on traditional cold methods like cold calling and door knocking, which involved reaching out to large numbers of prospects hoping for small conversion rates. This approach led to frequent rejection and burnout. The solution was switching to LinkedIn prospecting, which, while still technically cold outreach, offers significant advantages. Through LinkedIn, prospects can be quickly turned warm via your professional profile and content that keeps you top of mind. This strategy creates relationships where even if someone isn't an immediate fit, they may become a potential client in the future as they engage with your content and develop familiarity with your expertise.
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Natasha Vilaseca
02:16 - 02:52
What is the LinkedIn Social Selling Index (SSI) and why is it important?
The LinkedIn Social Selling Index (SSI) is a metric that measures your effectiveness on LinkedIn on a scale of 0-100, with 50 being average among all LinkedIn members. It evaluates four key components: establishing your professional brand, finding the right people, engaging with insights, and building relationships. Each component can earn up to 25 points. The SSI is important because it benchmarks your LinkedIn performance against industry peers and your network. A score above 50 indicates better-than-average performance. While it's primarily designed for sales professionals, job seekers can use it to identify improvement opportunities. LinkedIn provides this free tool to help users understand areas for growth, though scoring above 90 typically requires a paid Sales Navigator subscription.
Watch clip answer (06:55m)
Brenda Meller | Meller Marketing 🥧LinkedIn
00:00 - 06:55
What are Smart Links in LinkedIn Sales Navigator and how can they benefit sellers?
Smart Links are a premium feature exclusive to team versions of Sales Navigator that allow sellers to package and share resources with prospects. Users can upload content like PDFs and website links into an organized, trackable format that recipients can easily navigate. The key benefits are twofold: first, Smart Links organize multiple resources in one cohesive place, creating a more professional presentation. Second, they provide valuable analytics showing who viewed the content, when they accessed it, and which specific pages or resources they spent time reviewing. This intelligence helps sellers prioritize follow-ups based on prospect engagement with shared materials.
Watch clip answer (02:40m)
Sales Feed
17:25 - 20:05
How do you attract people to grow your LinkedIn network?
There are three key strategies for attracting people to your network: outreach, posting, and engagement. Outreach involves connecting with interesting people by explaining why you find them valuable. Posting means creating content about topics you're passionate about to build trust and visibility. Engagement involves interacting with others' posts and comments, which is especially effective for beginners. Start by engaging with people's content, then reach out personally, and finally create meaningful posts once you've established connections. Building a network takes time, but these strategic approaches help develop meaningful professional relationships.
Watch clip answer (02:13m)
Guillaume Moubeche
02:07 - 04:20
How can you effectively reach out to prospects on LinkedIn to book meetings?
To effectively book meetings on LinkedIn, start by optimizing your profile with a professional smiling photo and a headline focused on how you help people rather than your job title. This increases connection acceptance rates by not immediately signaling you're a salesperson. When reaching out, use a one-sentence framework that begins with an observation about the prospect followed by a simple question to start a conversation. Avoid lengthy sales pitches. For follow-ups, use video messages or voice notes through the mobile app - these stand out because they're rarely used and clearly personalized. This approach feels more like a natural conversation than a corporate pitch, making prospects more likely to respond.
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Sales Feed
00:36 - 06:25
How should you structure LinkedIn messages to increase response rates?
LinkedIn messages should be structured as brief, conversational texts rather than formal emails. Start with an observation about the recipient, followed by a question to prompt dialogue. Keep messages under 50 words, formatted like texts to friends. When following up, add context through video notes or voice messages to stand out. The goal isn't to book a meeting immediately but to start a conversation that can lead to determining if your solution addresses their needs. This approach makes your outreach more personal and significantly increases response rates.
Watch clip answer (00:05m)
Sales Feed
03:25 - 03:30