| “LinkedIn Connection Campaigns” allow B2B publishers to identify, qualify, and begin pitching new, attractive, high value prospects. How? First, segment prospect lists narrowly using advanced filters in LinkedIn Sales Navigator. Second, write connection invitations thoughtfully using the “add a note” field to demonstrate familiarity with every prospect. Third, send invitations at the right time – during the mornings and never on the weekends. What percentage of the invitations are likely to accept? About 25 percent. Then, Fourth, wait a few days and request a meeting over Sales Navigator Messenger Your prospect will be reminded that they recently accepted your connection request as they decide about meeting. What percentage of these meeting requests will be accepted? About 25 percent. So 100 prospects from Sales Navigator lead to about six meetings – not too shabby. This approach is less expensive and more effective than cold calling. It shows off your brand by allowing prospects to see your profile as they decide about accepting connection requests and meeting invitations. And it’s replicable, drawing on a never-ending supply of prospects identified by narrow Sales Navigator filters. Many LinkedIn experts say the platform should be used for content marketing only. Views, likes, comments, and reposts, with this approach, are the KPIs. You are almost certainly monitoring these metrics. At the same time, LinkedIn gives us tools to sell more actively, such as LinkedIn Connection Campaigns. Give it a try! Or let us do it for you as part of our LinkedIn Proxy Sales. |