Here’s this week at a glance!
Actionable Strategy: LinkedIn Cold Outbound
Framework: Sandler Selling System
Tool: Notion
GrowthHive Update: Almost 2K!
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💡Actionable Strategy: LinkedIn Cold Outbound
Cold prospecting can feel like shouting into a void.
Ok, that’s an understatement.
Cold prospecting can feel like shouting into a void while eating glass.
There, that’s better.
But trust me, you’re not alone in those feelings.
It’s frustrating and feels like a waste of time.
I’m here to tell you that it’s not!
Far from it…
Today, I’m going to show you how you can leverage LinkedIn & Sales Navigator to grow a pipeline or raving fans.
After you get done reading this guide you’ll see more replies, better engagement, and, most importantly, more sales.
Sounds impossible?
It’s not.
Ready to dive in? Let’s get started!
Step 1: Defining Your Ideal Customer Profile (ICP)
When cold prospecting through any channel, it’s essential to create a well defined ICP (ideal customer profile).
Why?
We want to target our efforts to the people that are most likely to buy our products or services.
Cold prospecting is a lot of work, and the more targeted we can be, the better.
Here are a few factors to consider when landing on your ICP.
Industry
Company size
Job title
Geographic location
Active on LinkedIn
After you’ve got that covered, we can start creating our list!
Step 2: Building and Managing Lead Lists
Now that you know who you’re looking for, it’s time to build your lead lists.
Start by searching for leads based on your ICP.
Once you find potential leads, add them to your list by clicking “Save to List.”
Pro Tip: Organize your leads effectively by creating unique lead lists by industry, location, etc.
Managing your lead lists is key.
Regularly update and refine your lists to keep them current.
This way, you’ll always know who’s who and what’s what.
Example:
Company Headcount: 11-50
Company Type: Privately Held
Current Job Title: CEO
Industry: Healthcare
Posted on LinkedIn: Yes
Results? 442 juicy leads.
Step 3: Crafting the Perfect Outreach Message
Personalization is everything in outreach.
A compelling message can make all the difference.
Here are the elements of a great message:
Personalize: Use the lead’s name and reference their profile.
Short & Sweet: Keep your messages short and to the point.
Need some inspiration?
“Hi [Name],
You never know who’s in the market, but we’ve been working with some growing businesses like yours helping them with (insert your niche) to (insert benefit statement). Is that something you’d be interested in? If not, no hard sell.
-AJ”
Step 4: The Devil is in the Follow Up
So you’ve sent your messages.
Now what?
Follow up!
Persistence pays off!
But it’s not just about saying things like “Just circling back.”
My goal with each follow up is to provide value.
Share articles, white papers, case studies, etc.
Be persistent but not pushy.
Regular follow-ups show your prospects that you’re serious and reliable.
Step 5: Adding Leads to a CRM
Once you’ve gotten a response, it’s time to add the lead to your CRM.
Export your leads from Sales Navigator to your CRM and keep detailed notes on each lead.
This helps you stay organized and ensures you never miss a beat.
My current LinkedIn specific CRM is folk.
It works great and it enables you to quickly add leads to your Kanban board using their Google Chrome extension.
Step 6: Measuring Success and Iterating
How do you know if all this is working?
You measure it, of course!
Keep an eye on key metrics like:
Response rate
Conversion rate
Close rate
From there you know what’s working, and what isn’t.
Based on what you learn, iterate and improve your strategy.
Incorporate feedback, refine your approach, and keep getting better.
Pro Tip: Outbound selling is all about the numbers. Plan on sending 25-30 targeted messages A DAY. In a month you’ll have sent over 900 messages.
Don’t overcomplicate things.
Send 100 of the same message, measure the results, and don’t stop until you send AT LEAST 2,000 messages.
From there, you can gauge on if this process works for you.
🧠 Framework: Sandler Selling System
To make the most of your LinkedIn Outbound Selling efforts, we’ll be using the Sandler Selling System.
This proven framework helps guide your interactions with prospects, ensuring you build strong relationships, address their needs, and close deals effectively.
Let’s dive into each step and see how it can elevate your Sales Navigator game.
🛠️ Tool: Notion
Last week, we talked about how you can easily add contacts to folk from LinkedIn.
However, folk (while inexpensive) is a paid tool.
This week, I thought I’d toss a FREE option out there.
Notion.
Notion is a versatile tool that can be transformed into a powerful, free CRM for managing your LinkedIn outbound efforts.
With Notion, you can create customized databases to track your leads, interactions, and follow-ups.
🍯 GrowthHive Update: Almost to 2K!
I’m giving you the inside cut on the road to monetization of GrowthHive.
Number of Subscribers: 1,787
Weekly Growth Rate: 7%
Open/Click Through Rate: 50% & 4%
Revenue Since Launch: $0
We’re steadily growing! Almost to 2K followers.
FYI – The magic will start to happen when we hit 5K.
I’m estimating that will happen in 6-8 weeks or so!
Excited to continue to keep you in the loop!
