LinkedIn Sales Navigator can be great investment. But recovering the money you invest means having an effective, repeatable way to get buyers asking about your product/service.
Having a reliable way to provoke response from buyers is the piece most sales reps and recruiting professionals are overlooking. Today, I’ll give you that piece and three templates to take action on—start improving your ROI with Sales Navigator.
“What Does Navigator (Alone) Give Me?”
Sales Navigator provides more access to the LinkedIn database.
- makes automated lead suggestions for you (however, my clients rarely get quality leads this way);
- allows 700 search results (vs. 100) when querying the database;
- lets you access prospects you don’t know—via InMail messages.
InMail Rules Totally Changed in 2015
Since Jan. 1, 2015 LinkedIn gives “credits” (you buy) back—but only for InMails that earn a response in 90 days.
This is NEW!
Remember the old system? If you did not receive a response within a week, it was credited back to you. You were rewarded for your success AND for failures. Whoops! This encouraged way too much spam.
Today you receive a credit (get your money back) for each InMail receiving a response within 90 days.
What the New InMail Rules Mean to You
Your money is wasted when your potential buyer:
- hits the “Not interested” button this COUNTS as a response!
- replies negatively or
- ignores your message.
Hence, InMail is not guaranteed to be effective. Plus, if it’s not you’re punished by LinkedIn.
InMail also is monitored and rated by LinkedIn—and you must maintain an InMail reputation score in order to send messages. If enough prospects mark you as spam, you’re out of the game.
That’s another reason why you need a reliable communications process that sparks customers’ curiosity in InMails you’re sending.
Do This Right Now
When writing InMails, be sure to state a clear reason the other side will benefit from hitting reply. Make inviting you to speak an attractive idea. Sound crazy? It’s not. Give it a try. It works.
Here are simple guidelines to follow:
- Be brief, blunt and basic: Write four to five sentences MAX.
- After drafting, reduce the number of “I’s” and “my’s” in your message.
- State a clear reason you want a reply in your InMail.
- Conclude with the customer’s name again. (hyper-personalize)
This will help you put an insane amount of focus on the prospect.
A Few (Proven) Templates for You
Subject line: Let’s decide?
Hi, [prospect first name].
Are you looking for a better way to ________ [insert goal]? If so may propose a short email exchange—to decide if a deeper conversation is warranted? I __________________[insert description of you] who helps businesses like _______ [insert target business name]. If not, thanks for your time in considering. Please let me know your decision, [prospect first name]?
Why does this template work? For a handful of reasons. If you’re curious ask me in comments and I’ll explain.
When you write, make taking the next step:
- rewarding to the prospect;
- predictable and
- crystal clear to them.
Want to learn this system now? Here are two more free templates to get you started.
Will You Waste Time and Money on LinkedIn?
LinkedIn Sales Navigator can be a good investment, but you are only buying access. Knowing what you do now … having invested time in reading this … what will you do?
Will you rely on a systematic approach this year? Or will you struggle and risk failing?
Will you make quick work of prospecting—or will this feel like slave labor? It’s in your hands. Let me know if I can help.