LinkedIn can be a great source of outbound sales—but only if you know how to use it. As the biggest platform for professionals online, LinkedIn is one of the best B2B sales channels out there. With the right sales tactics, you can generate more leads and boost your revenue.
To make LinkedIn work for you, you need to target the right audience with the right message. Here we will be talking about how to use LinkedIn marketing to generate outbound sales. We will discuss how to find leads on LinkedIn and how to reach out to them.
What are Outbound Sales?
When the leads come to you because they enjoyed your content or heard of you from somewhere else, this is called inbound sales. The opposite of that is called outbound sales, when you reach out to your leads by cold calling, sending an email, or if you’re on LinkedIn, sending a connection request.
LinkedIn works well either way. You can establish thought leadership through content marketing and let the leads come to you.
But if you want to take a more proactive approach, using LinkedIn for outbound sales is not a bad idea either. Unlike inbound sales where people are already convinced that you can help them with their problems, you still have to prove yourself when you are the one reaching out. This can be tricky, but it’s not impossible.
LinkedIn is all about networking and seeking out opportunities for career growth. So unlike other social networking platforms, outbound sales are generally more welcome here. If you give them an irresistible pitch, you can easily convert leads on LinkedIn.
How Outbound Sales Work
One important aspect of LinkedIn marketing is expanding your network. Although you will generally connect with colleagues, friends, family members, and other people you already know and have worked with in the past, you can also reach out to prospects.
Sending a connection request is one of the most essential features of LinkedIn, and it’s what you will be using to grow your network. When you want to connect with another LinkedIn user, you send them one of these. To increase your chances of getting accepted into their network, you should personalize your request.
Add a personal note that describes who you are and why you want to connect with them. Keep in mind that these notes can only be up to 300 characters, so keep it brief and to the point.
At first, you may want to stick with 1st degree and 2nd degree connections—people who are connected to LinkedIn users you know. Having mutual connections can increase your odds of getting accepted.
If you’re just starting out, you can connect with LinkedIn users you already know by importing your address book. Go to the Account section of your LinkedIn profile and choose Setting & Privacy. Select Account Preferences and Syncing Options and sync your contacts from there.
Similarly, you can import your phone contacts to grow your network more easily. Just go to My Network and click Continue if you see an option to import your contacts.
After connecting with those familiar faces, you can start working on growing your connections. Use the list of recommendations provided by LinkedIn to find other people you may know. Optimizing your profile and including all the relevant information such as past companies, etc., will allow LinkedIn to refine their recommendations. You will see better suggestions the more detailed your profile is.
Finally, you can join LinkedIn groups to find people who share similar interests. This is a tool for growing your network strategically.
Choose groups that are related to your niche and actively participate in group discussions. Comment on other people’s posts, and make sure you share your own content regularly as well. This will help build thought leadership—it doesn’t hurt to have inbound sales strategies alongside your outbound efforts.
Even if you are not yet connected to someone on LinkedIn, as long as you are in the same group, you can send them a message. This is a very useful tool because LinkedIn normally doesn’t allow users to send messages to people who are not in their network. Additionally, your similar niche gives you an excuse to talk to your fellow group members. This gives you a great opportunity to get a conversation going.
Automating Your Outbound Sales Efforts
To make your outbound efforts even easier, use LinkedIn automation tools. Kennected is an automation tool that helps you find your ideal targets on LinkedIn using data-rich filters. It also lets you send personalized messages and follow ups so you don’t have to waste time manually sending them. You can schedule and personalize your follow ups so they don’t look like spam.
Following up is an important sales tactic, and some marketers don’t even do it. Sometimes they give up too easily after one or two follow ups. In fact, 44 percent of sales reps give up after 1 follow up.
It’s possible that your targets did not even see your initial message—or your first few follow ups, for that matter. So don’t get discouraged. Use an automation tool to set up and schedule personalized follow ups.
Kennected can help you save a lot of time, allowing you to focus on more important tasks like talking to leads, improving your products, and building relationships with prospects. You and your team can work on other things while Kennected brings you a stream of leads, connections, and meetings. You can put your outreach on autopilot while reaching more clients on LinkedIn.
Book a demo with Kennected today to learn more!