Here’s this week at a glance!
Actionable Strategy: LinkedIn Warm Outbound
Framework: BANT
Tool: folk
GrowthHive Update: 1,676
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💡Actionable Strategy: LinkedIn Warm Outbound
Are you ready for more leads than your business can handle?!
In this issue of GrowthHive, we’re exploring my step-by-step guide to mastering LinkedIn for outbound sales.
Whether you’re new to the LinkedIn game or looking to refine your approach, I’ll give you my step-by-step playbook for landing THE BEST leads of your life.
Are you ready to take your LinkedIn game from zero to hero?
Let’s nerd out and dive in!
Identify Your ICP
Your Ideal Customer Profile (ICP) is the cornerstone of your outbound selling strategy.
Identifying your ICP helps you focus on the right people, ensuring your messages resonate and convert.
Take time to define the industries, job titles, company sizes, and geographic locations that align with your product or service.
Pro Tip: Try niching your outbound strategy by picking an industry-specific ICP. E.G., SaaS CEO’s.
It will be a lot easier to develop your messaging, lead magnets, etc.
Double Pro Tip: If you already have client success stories, start with customers with a similar profile to your existing ones.
Optimize Your Profile
Your LinkedIn profile is your digital business card.
Optimize it to attract and convert your ICP.
Background Photo: Create a custom background photo highlighting your service offering with a call to action.
Custom Button: Use the custom button feature to direct visitors to a specific call to action, like booking a call or visiting your website.
Profile Picture: Use a high-quality, professional photo that conveys approachability and confidence.
Featured Section: Highlight your service offering, newsletter or case studies to showcase your expertise and success stories.
Want to learn more about building the perfect profile?
Post Relevant Content
Posting relevant content is essential to keep you top of mind with your customer base.
It helps you develop credibility, and is a cornerstone of a successful LinkedIn sales strategy.
What should you share?
Share content that’s relevant to your niche AND ICP.
Example: You’re a CEO coach.
Spend 90% of your time creating content around leadership and tactics/strategies CEOs would find helpful.
Spend the other 10% talking about client success stories.
The more you post content that resonates with them, the more they will see you as a thought leader and trusted advisor.
Search & Engage With Your ICP
Finding and engaging with active LinkedIn members in your ICP is crucial. Here’s a step-by-step guide:
Use LinkedIn Search: Use LinkedIn’s search function to find individuals in your ICP. Filter by industry, job title, and location to narrow your search.
Check Activity: Look for members who are active on LinkedIn. If they don’t post on LinkedIn, move on to the next one.
Engage with Posts: If they post weekly, ensure you engage with each one. The more you engage, the more they’ll see your beautiful face!
Identify Leads Through Your Profile
Once your profile is optimized and you’re engaging with your ICP, start identifying leads.
Prioritize your outreach based on their engagement with your content.
Here’s the “funnel” I look at EVERY DAY.
People Who Re-Post Your Content: These are your top leads. They like your content enough to share it with their audience.
People Who Comment on Your Posts: They’re engaged and interested in what you have to say.
People Who Like Your Posts: They appreciate your content and are worth reaching out to.
People Who Connected With You: They’ve taken the first step by connecting; now it’s your turn to engage.
People Who Viewed Your Profile: They’re curious about you, so pique their interest further with a personalized message.
DM With Value & CRM With Care
Reaching out with value is key to turning leads into prospects.
I rarely reach out and say, “Buy my stuff.”
I usually strike up a conversation and add value where I can.
What do I see as “value?”
Answer their questions.
Provide valuable insights or resources.
Do a free video audit.
After the initial contact, add them to your CRM AND FOLLOW UP!
My CRM of choice for this? folk. See the Tool section for why.
My typical follow-up cadence is:
Initial message.
Follow up after two days. No answer?
Follow up after two days. No answer?
Remove the deal.
Remember, ALL of this is a numbers game.
Try and start by doing 30 a day EVERY DAY.
That’s 930 leads a month.
🧠 Framework: BANT
The BANT frameworks is one of my favorites for qualifying leads.
Listen, I don’t want to be rude, but time is literally money.
The goal is to get a lead on a discovery call and as quickly (and easily) as possible qualify them for budget, authority, need and timeline.
If they have the budget but don’t need your solution, it’s not a fit.
If they have the budget but their timeline is months out, follow up.
If they don’t have the budget, well, I don’t know about you, but I usually limit my services to people with money.
🛠️ Tool: folk
I’ve used almost every major CRM.
Pipedrive, HubSpot, Salesforce, etc. They all get the job done.
But folk has something they don’t.
A Google Chrome extension that hooks up to LinkedIn.
It makes it super easy to follow the above process and quickly add “folks” to your CRM.
See the little “Add to folk” button in the screenshot? It’s a game changer.
🍯 GrowthHive Update: 1,676
I’m giving you the inside cut on the road to monetization of GrowthHive.
Number of Subscribers: 1,676
Weekly Growth Rate: 10%
Open/Click Through Rate: 41.8% & 3.79%
Revenue Since Launch: $0
Growth is good! 10% in a week is feeling great.
This week I focused on refining my social CTA’s to get more of the RIGHT audience.
I’m a week or so behind on launching ads, but we’re about to start seeing some major growth with GrowthHive!
