3 Top LinkedIn Scenarios and Templates to Get More Targeted Phone Calls
| November 9, 2015
Now more than ever, leveraging LinkedIn for business development is vital for the success of a B2B sales professional. The buyer’s journey has changed, they are researching more and relying much more on referrals and recommendations than ever before. Although insights and education are foundational in your business development efforts, it is vital to take a pro-active position on your social selling activity.
Preparation
Make a list of the companies you would like to get in front of and the titles of the decision makers and influencers you would like to meet.
Scenario #1 The Company Page
Lookup a prospective client’s company page on LinkedIn and click through all employees on the right hand side. From here drill down and identify the names of the key prospects you’d like to talk with.
Than, check to see if you have any 1st degree connections in the organization, If yes…
TEMPLATE #1A:
NAME, We have been connected on LinkedIn for some time now and I wanted to reach out and ask a favor. I work with Directors and VP of Sales to help their teams be more effective at business development by leveraging LinkedIn & Social Selling and I am looking to talk with a few key people inside your company. I am not sure if you know (TYPE THE NAMES YOU HAVE IDENTIFIED) but I would truly appreciate a brief conversation. Please let me know the best time and number to reach you, or to make it easier, here is a link to my calendar CallBrynne.com please pick a time that works best for you.
(Once you have spoken, have a causal conversation about the names and ask for introductions where appropriate.)
TEMPLATE #1B
NAME, I wanted to introduce you to Brynne Tillman, CEO of Social Sales Link. She helps Directors and VP of Sales leverage LinkedIn for business development. Whether or not you and Brynne work together, I am confident a call will offer some insights that will be very beneficial. She will be reaching out to you in the next couple of days, I encourage you to schedule an introductory call. (Jump to #1D)
If you don’t have any 1st degree connections in the company, click on your 2nd degree connections, search to find the closest person to the decision makers or influencers and send a note to your connections:
TEMPLATE #1C:
NAME, We have been connected on LinkedIn for some time now and wanted to reach out and ask a favor. I work with Directors and VP of Sales to help their teams be more effective at business development by leveraging LinkedIn & Social Selling. I am looking to talk with one of your connections, NAME at COMPANY NAME. I don’t know how well you know her, but was wondering if you would be open to making a quick introduction. All I ask is that you copy us both in a LinkedIn message or email and I can take it from there. To make it easier, I have included a brief message below that you are welcome to copy and paste.
Please let me know how I can be of help to you.
Brynne Tillman
NAME, I wanted to introduce you to Brynne Tillman, CEO of Social Sales Link. She helps Directors and VP of Sales leverage LinkedIn for business development. Whether or not you and Brynne work together, I am confident a call will offer some insights that will be very beneficial. She will be reaching out to you in the next couple of days, I encourage you to schedule an introductory call.
Once the introduction is made be sure to reply all with this note:
TEMPLATE #1D:
CONNECTION, thank you for the introduction.
PROSPECT, I am looking forward to talking with you. Please let me know that best number and time I can reach you, or to make it easier, here is a link to my calendar, please pick a time that works best for you CallBrynne.com
Scenario #2 The Referral
We all know that referrals are the best kind of business, but waiting passively just doesn’t generate enough business, even asking randomly for referrals often bears little fruit. So let’s take the matter into our own hands and pro-actively identify who your potential referral source knows and ask for introductions to specific prospects.
Visit your connection’s profile, click on the 500+ (number of connections) click on the magnify glass, type in the title or company you are looking to prospect and enter. Once you identify a few people your connection knows, send a note:
TEMPLATE #2A
CONNECTION, I noticed you are connected to NAME from COMPANY on LinkedIn, and have been trying to get in touch with her. I was wondering if you would be kind enough to make a brief introduction. I don’t know how well you know her, but was wondering if you would be open to making a quick introduction. All I ask is that you copy us both in a LinkedIn message or email and I can take it from there. To make it easier, I have included a brief message below that you are welcome to copy and paste.
Please let me know how I can be of help to you.
Brynne Tillman
NAME, I wanted to introduce you to Brynne Tillman, CEO of Social Sales Link. She helps Directors and VP of Sales leverage LinkedIn for business development. Whether or not you and Brynne work together, I am confident a call will offer some insights that will be very beneficial. She will be reaching out to you in the next couple of days, I encourage you to schedule an introductory call.
Once the introduction is made be sure to reply all with this note:
TEMPLATE #2B:
CONNECTION, thank you for the introduction.
PROSPECT, I am looking forward to talking with you. Please let me know that best number and time I can reach you, or to make it easier, here is a link to my calendar, please pick a time that works best for you CallBrynne.com
Scenario #3 Who’s Viewed Your Profile
This is caller ID for LinkedIn, and is low hanging fruit. Look at these professionals, and make a decision, if they were to have called your phone, showed up on caller ID but didn’t leave a message would you return the call? If the answer is yes send a connection request with a note
TEMPLATE #3A
NAME, Thank you for visiting my profile, I had a chance to look at yours and believe an introductory call could be beneficial to both of us. Let’s connect and set up a time to talk.
TEMPLATE #3B
NAME, Thanks for connecting. As I mentioned in my connection request, I think a call may be mutually beneficial. Please feel free to reach out to me directly at 215.499.0499 or Brynne.Tillman@SocialSalesLink.com or to make it even easier, here is a link to my calendar CallBrynne.com, please pick a time that best works for you. I am looking forward to talking with you.
No matter what business development activities you decide to do, make sure you are prepared with a process and templates to ensure you prospecting time is as productive as it can be.
If you would like to schedule a time to talk about your LinkedIn and social selling efforts, here is a link to my calendar CallBrynne.com, please pick a time that works best for you.
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