LinkedIn profiles

These Are the Linkedin Profiles I Want to Get My Hands On

There are certain LinkedIn profiles I drool over.

Wait, wait. Don’t click away yet, hear me out.

There are individuals on LinkedIn with such untapped potential that I want to shout (or type in a PM), “Just let me get my hands on your profile! I promise, it will be amazing!”

If you’re wondering if you have untapped potential, read through these four descriptions and see if you can find yourself in any of them!

The Influencer Model

The Influencer: Someone with a significant audience and following who has not yet taken advantage of LinkedIn and what it has to offer.

This person has a successful six-figure-or-more B2B with a small staff. They know they could be using LinkedIn, but just haven’t gotten around to it. They often have a popular podcast, blog, or presence on another social media channel.

Why haven’t they done anything with LinkedIn yet? They haven’t had the time … they’ve been too busy building their incredible business!

How can LinkedIn help them? These individuals can get a huge boost simply by optimizing their profiles. If they are sought after on other channels, they will certainly gain visibility by optimizing on Google-friendly LinkedIn.

Beyond that, they can network with other high-powered business owners, add content to build their LinkedIn audience (and SEO), and generate leads by being in front of a new audience.

The Niche Market Model

The Niche: Someone with a B2B that is one of the first of its kind, or with a business type that doesn’t yet have a significant presence on LinkedIn.

This person is already sought after on LinkedIn because they have a corner on a specialized service or market. In fact, they generate significant traction on LinkedIn just by showing up.

Why haven’t they done anything with LinkedIn yet? They haven’t had to! This person barely has enough time to field the leads they’re getting, let alone put significant time into building a LinkedIn presence.

How can LinkedIn help them? In addition to profile optimization (always the first step), this person can develop a defined strategy that will boost him or her to influencer status. With that will come more leads in less time, and potential business partnerships.

The Plenty-of-Time Model

Plenty of Time: Someone with a stable, successful six-figure-or-more B2B, with no fear of losing clients or incoming leads in the near future.

This person has plenty of business experience, and recognizes that establishing a new lead generation funnel will take time. He or she has the time and is prepared to invest 3-6 months in testing a strategy on LinkedIn.

Why haven’t they done anything with LinkedIn yet? This business is either well-established offline or is leveraging another social media channel to generate leads.

LinkedIn has always been in the back of this person’s mind because colleagues have mentioned it as an ideal place to set up shop. Now they’re ready.

How can LinkedIn help them? An optimized profile and marketing strategy can build a funnel for this person in 3-6 months, depending on the sales cycle for the business. Personalized connection requests will add the right people to spread awareness and generate leads.

The Amazing Content Model

Amazing Content: Someone who is posting incredible things on LinkedIn … but no one is seeing those posts!

This person may be in the early stages of business. He or she is producing great content, but doesn’t know how to optimize that content so it will be seen by thousands of people.

Why haven’t they done anything with LinkedIn yet? They have, but they don’t know the tips and tricks that will get content to the top of the news feed.

How can LinkedIn help them? After optimizing their profile (yes, it’s always the first step) and making — more than likely — small adjustments to their posts, their content will be seen by more people.

Those people will be curious and click on this person’s (now optimized) profile. Personalized connection requests will grow their audience as well as visibility.

Do you fit into any of these categories?

If you see yourself in any of these categories, get excited! You have significant untapped potential on LinkedIn! The first step — you know what it’s going to be — is optimizing your profile!

For help on that, you can download my free Ultimate LinkedIn Profile Optimization Checklist! If you would like additional help after that, don’t hesitate to reach out!

ABOUT CHRISSIE WYWROT

Chrissie Wywrot is a LinkedIn specialist working with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her at chrissie@chrissiewywrot.com.

This is Why LinkedIn Sales Navigator is Totally Worth It

Sales Navigator. Is it worth it?

The short answer: yes.

The long answer: before I dig in, let’s take a follow-your-own-adventure quiz.

Question 1: Do you sell products or services?

If your answer is no, Sales Navigator is not for you. If your answer is yes, move on to the next question.

Question 2: Do you form your target audience around professional attributes?

In other words, can you find your target audience by conducting a search through LinkedIn? If your answer is no, Sales Navigator is probably not for you. If your answer is yes, move on to the next question.

Question 3: Is your audience active on LinkedIn?

If you aren’t sure, that’s okay, because this is (sort of) a trick question. There isn’t an easy way to know whether your audience is active on LinkedIn unless you’re using Sales Navigator … which brings me to one of the primary reasons to subscribe in the first place.

Reason 1: Pinpointing Active Profiles

If you are leveraging LinkedIn as a selling tool, you will need to connect with relevant individuals, either through personalized reach-outs or InMail. Without knowing whether a profile is active, you may waste a lot of time reaching out to people who haven’t logged into LinkedIn for years.

We all speak to those people. You ask if they have a LinkedIn profile and they say, “Oh, LinkedIn? Yeah, <insert boss’s name here> had us create one, but I never use it. I still get connection requests to my email. Do you know how to turn those notifications off?”

Time is money … so why waste it on people who don’t use LinkedIn?

This is an example of Sales Navigator search results:

sales navigator search results

There are 2,903 profiles that fit my search criteria, but only 433 have posted on LinkedIn in the past 30 days! That’s a huge difference! I could waste my time reaching out to 2,470 dead profiles. Instead, I can target my communication to those 433 active profiles and know that I’m reaching out to someone who actually uses LinkedIn.

Reason 2: Detailed Search Results

Yet another time saver: the ability to narrow a search further than with the standard LinkedIn search. Yes, there is the ability to conduct a search on “regular” LinkedIn, but you will end up trying to find a needle in a haystack instead of searching through a pile of needles.

I provide my clients with detailed LinkedIn marketing strategies. If they don’t already have Sales Navigator, I compare their search criteria with Sales Navigator vs. without Sales Navigator to illustrate the power of the tool.

One of my clients was searching for physicians in the Chicago area who had been in their current position for the past 6-10 years.

With Sales Navigator:

Industry: Medical Practice

Title: Physician

Years in Current Position: 6-10 Years

Location: Greater Chicago Area

The results? There are 550 total profiles that matched this search criteria and five had posted on LinkedIn the past 30 days. Five. It’s fair to say there was a need to refine the search to focus on a different group or alter the strategy altogether.

Sales Navigator shows us right out of the gate that there are no active profiles within that target, so we waste no time reaching out to those individuals.

Without Sales Navigator:

Industry: Medical Practice

Title: Physician

Location: Greater Chicago Area

Without Sales Navigator, we can’t narrow the search by the number of years in the current position, but we can use the other three fields. The results? There are 4,071 profiles that match this search criteria.

At first glance, this might seem like a fantastic route to take. The only problem: when we put that same search criteria into Sales Navigator, we receive similar general results: there are 3,914 profiles that match … but there are only 55 that posted on LinkedIn over the past 30 days. See how Sales Navigator saves us a lot of time? If you’re hiring someone to engage on LinkedIn for you, you’re also saving money.

Reason 3: Targeted Engagement

My final reason for subscribing to Sales Navigator is targeted engagement. I will admit that I haven’t used this much for myself, but that might change considering a recent added feature that has me excited.

Sales Navigator has always allowed users to save leads, which adds it to a list. You can then go into Sales Navigator and select “Lead Shares” for a feed of recent posts by your saved leads. This allows you to stay top of mind with users you believe will give you business.

The feature recently added? We can now save leads into lists, much like with LinkedIn Recruiter. That way, if I have multiple target audiences, I can divide them into those audiences through lists:

sales navigator lists

My System

Sales Navigator is a key piece of my LinkedIn funnel system, which includes optimizing the LinkedIn profile for keywords and inbound marketing, sending targeted reach-outs to add relevant individuals to your network, and then posting optimized content to nurture those leads.

Engaging with leads — whether they’ve connected with you or not — is also critical in the process. If they don’t remember you exist, they won’t remember to buy from you!

What is your opinion of Sales Navigator? Do you use it now? If you don’t, would you consider using it in the future? Why or why not?

Feel free to comment or add questions below!

About Chrissie Wywrot

Chrissie Wywrot is a LinkedIn specialist working with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her at chrissie@chrissiewywrot.com.

Does LinkedIn Confuse You? Let’s Change That!

Does LinkedIn confuse you? Overwhelm you? Make no sense to you?

Let’s change that.

If you’ve been avoiding LinkedIn, there is a good chance you have untapped potential. Whether it’s networking, selling, collaborating, or influencing, LinkedIn has something for just about everyone … and it’s growing at a rapid pace.

As of August 2018, there were more than 26 million companies represented and more than 15 million open jobs on LinkedIn. Add to that the steady increase of engagement – members are taking or sending more than 200 million viral actions and messages every week – and LinkedIn is at least worth a look.

What You Need to Know

Before we dive into how to use LinkedIn, it’s important that you understand these three things:

1. LinkedIn has evolved.

To the dismay of early adopters, LinkedIn is no longer a place to have virtual coffee with the people you already know. Do you remember the slap on the wrist you would get back in the day when you’d try to connect with someone you didn’t know? Those days are gone. Now it’s all about growing your network.

2. The news feed is the place to be.

Forget groups, forget article posts … LinkedIn wants you on the news feed, engaged in conversation. If you don’t believe me, post a link to the news feed with a one-sentence description and watch it die. Today’s LinkedIn is all about posting engaging content (use ALL 1,300 characters!) and generating comments.

3. Hashtags actually have a purpose.

Remember when LinkedIn tried to implement hashtags awhile back and they promptly had no purpose? That’s not what happened this time! Hashtags are like LinkedIn’s filing system. Trust me, you want to use them.

We Know This Isn’t Facebook

… Though you will be reminded of this frequently by annoyed LinkedIn users who are upset by “personal” posts.

While it is a good idea to keep things business-focused, it’s important to incorporate personal thoughts and feelings into posts. If we didn’t, LinkedIn would be pretty dry … the way it was when you stopped using it three years ago, remember?

But content isn’t the only reason LinkedIn isn’t like Facebook. The most exciting reason it isn’t like Facebook is because it has the potential for organic reach.

Yes, that’s right! As opposed to Facebook (where we can’t even get our content in front of the people actually following our business pages), you can post to LinkedIn and your posts have the potential to go viral on the platform.

How exciting is that?

Simplifying LinkedIn

I simplify LinkedIn by breaking it into three primary components:

  1. Your profile
  2. Content/posts
  3. Connection requests

Here’s how they work in tandem:

1. Optimize your profile.

What does that mean? LinkedIn is a heavily searched platform. In fact, LinkedIn makes its money by selling the ability to perform detailed searches. Make sure your profile has relevant keywords, is easy to read, and has all of the necessary components filled in. If you want a breakdown of those components, you can download my free LinkedIn checklist.

2. Post quality content and posts.

What you post will depend on you and your audience, but – regardless of what you post – you want to make sure you optimize. Use hashtags, use your 1,300 characters, and don’t put links in your original post (add it to the comments).

3. Send connection requests (with a note).

Reach out to individuals that will improve your bottom line, but do so with an eye towards a relationship. With the potential for organic reach, the connections you make may not be the people who help your business or career, but they might lead to the people who help your business or career!

Did that help?

I hope this provided ample evidence that you should at least explore the possibilities LinkedIn has to offer!

If you have any questions, please comment below!

About Chrissie Wywrot

Chrissie Wywrot is a LinkedIn specialist working with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her at chrissie@chrissiewywrot.com.

Can You Take Advantage of an Accelerated Sales Cycle on LinkedIn?

What is an accelerated sales cycle and how do you know if you’re one of the lucky ones who gets to use it?

Allow me to explain. There are two types of businesses on LinkedIn: those who leverage a “typical” sales cycle using the LinkedIn platform and those who have a strong advantage because of the LinkedIn platform.

It all comes down to industry, specialty, and how you identify your target audience.

Typical Sales Cycle

This is a typical sales cycle with added LinkedIn elements. Anything done specifically on LinkedIn is in blue. As you can see, these individuals are executing the sales cycle the same way they would whether they are on the LinkedIn platform or not.

 

The benefit to leveraging LinkedIn for a typical sales cycle is access to target audience. The ability to search using Sales Navigator and nurture leads through engagement provides a different method for an existing practice.

A relationship is established with a potential lead through connection on LinkedIn instead of a cold call, web search, or in-person engagement. The ability to ask whether the potential lead has interest in the product or service right away is a more forward method and another advantage to using LinkedIn.

Even if the potential lead doesn’t have an interest right away, the sales cycle continues with the nurturing process, which may come before or after closing the sale.

Accelerated Sales Cycle

If you are in a camp that can take advantage of the accelerated sales cycle on LinkedIn, you are one of the lucky ones. The accelerated sales cycle allows you to recognize and execute two of the steps before even reaching out to your potential lead.

How is this possible? It’s possible because you are in an industry or have a specialty that allows you to identify the individuals that needs your product or service through a LinkedIn profile — the individual’s title, company, industry, location, etc.

Examples:

  • A lawyer who works specifically with real estate agents
  • A CPA working with nonprofits
  • An event planner specializing in corporate picnics in Phoenix, Ariz.
  • A freelance writer that specializes in whitepapers for tech companies

Each of these examples can know the individual they are reaching out to has a vested interest in their services before reaching out, skipping to the third step of the sales cycle. Even if the individual isn’t interested in that moment, connecting on LinkedIn adds a qualified lead to that person’s network for nurturing.

If you fall into the Typical Sales Cycle …

You should still leverage LinkedIn reach-outs, but you should alter your messaging to a softer approach. The goal in a typical sales cycle is to add potential leads to your funnel for nurturing with the hope that a handful will happen to need your services when you reach out.

Potential messaging in a connection request:

Hi Sarah! I’m a business coach working with female entrepreneurs. I know we don’t know each other yet, but it would be great to connect with you so you can take advantage of my content and learn a little bit more about what I provide my clients. Thank you!

If you fall into the Accelerated Sales Cycle …

First, get excited.

Second, make sure you have Sales Navigator.

Third, take advantage of the potential you have on LinkedIn!

When you have the ability to target exactly the right individuals before you reach out, you can be more direct and shorten the sales cycle.

Potential messaging in a connection request:

Hi Sarah! As the director of employee development with XYZ company, you probably put on events throughout the year. I’m an event planner working specifically with individuals in your position to take a lot off your plate! Do you have any coming up? Either way, I’d love to connect!

Regardless, stick with LinkedIn!

Whether you are in the typical sales cycle camp or the accelerated sales cycle camp, make sure you are using LinkedIn to its full potential! It provides the ability to add leads to your network and nurture them along using your knowledge and expertise!

Optimize your profile and — if you don’t have time to conduct your own reach-outs — take advantage of my reach-out offering. I look forward to hearing from you!

About Chrissie Wywrot

Chrissie Wywrot is a B2B lead generator and personal brand strategist who works with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her at chrissie@chrissiewywrot.com.

How to NOT Make A Fool out of Yourself on LinkedIn

It’s so simple, but it’s so true.

Whether you’re looking to send an InMail message, a connection request, comment on a post, share in a group, WHATEVER IT IS … the key is to focus on the mutual benefit of what you’re doing.

Will anyone else benefit from what you’re about to do or is it all about you?

It’s a message I share with my 7 1/2-year-old daughter all the time. She wants to go outside and ride her scooter. Our next-door neighbor wants to go to the park. My daughter is beside herself, not quite understanding why the next-door neighbor is not understanding the importance of scooter riding.

“But it’s what I want to do!”

Precisely. It’s what she wants to do. She’s not thinking of the next-door neighbor and what she wants to do. It’s simple, but it’s so important and it applies to sales.

What is “appropriate” sales behavior on LinkedIn?

So often, I see people posting advice about what to do and not to do on LinkedIn. I’m one of those people. It is action-oriented advice, looking at the method and not the intention.

“Don’t ever ask people to buy from you in the first message!”

“Don’t ever use a connection request for sales!”

“Don’t ever post an article link in a group!”

Here’s the thing: there are valid points to each of those arguments. I get that. But the intention behind the actions is more important than the actions themselves. If I reach out to someone and ask them to buy from me because I recognize a clear need that person has, my genuine desire to help will come through.

If, on the other hand, I reach out without reading someone’s profile — therefore knowing nothing about the person — and ask him or her to buy from me, I’m going to come off like a self-absorbed jerk.

The actions are the same, but the intention is different.

I truly believe this is the difference between success and failure in sales. If the intention is to form a working relationship with someone based on both parties receiving a clear benefit, the strategy will work.

Sometimes that means nurturing a relationship because reaching out to someone to be his or her business coach without ever having a conversation is a bit forward. On the other hand, it may not be.

Hear me out.

Let’s say you are a business coach for female entrepreneurs who have a podcast. That is a narrow scope and you can find those women without ever reaching out to them. This is so important in the LinkedIn lead generation game!

This provides the opportunity to conduct a thoughtful, relevant reach-out, but only if you think through the process and have a genuine desire for a mutually-beneficial relationship.

Example of a thoughtful reach-out:

Hi Sally! My name is Chrissie and I’m a business coach for female entrepreneurs who also have podcasts. I have a ton of experience in this segment and believe I can really help you leverage your podcast for your business. Are you interested in a quick call so I can learn more about you?

Now, this is a forward reach-out. You can change the final line to any variation of the following to “tone it down”:

  • Are you interested in this article I wrote that details how to do this?
  • Are you interested in connecting on LinkedIn to learn more about each other?

Example of a self-absorbed (and bait-and-switch) reach-out sequence:

Hi Sally, I’d like to connect with you to learn more about your business.

Once Sally accepts the message, the almost-immediate follow-up message includes a full sales page worth of services and a statement (not question) of, “Let me know when you’re available for a call next week.”

If you’ve ever received a bait-and-switch like this (and you probably have), you feel dirty for having experienced it. It’s low, intrusive, and not effective.

These types of interactions have turned people off from the idea of sales on LinkedIn, believing the platform should be solely for relationships. While I understand their post considering the tactics being employed on LinkedIn, I completely disagree.

The idea of being on LinkedIn is to form business relationships, yes, but that might mean services are exchanged. The key — as always — is to know your audience, recognize whether they need what you’re selling, and convey your mutually-beneficial relationship.

Whether that’s through inbound or outbound marketing is irrelevant. The key is recognizing the person you’re trying to sell to as a valued person and developing a relationships that will serve both of your interests.

About Chrissie Wywrot

Chrissie Wywrot is a B2B lead generator and personal brand strategist who works with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her at chrissie@chrissiewywrot.com.

Does LinkedIn have a connection request limit

Does LinkedIn Have A Connection Request Limit?

Back in the day, LinkedIn was intended to be an intranet of sorts … you were only supposed to connect with individuals you knew. Try to connect with someone “outside of your network,” and you’d get a not-so-friendly slap on the wrist.

That has changed the past two years since Microsoft purchased LinkedIn. Now, LinkedIn is meant to be a networking tool. You can reach out to individuals you don’t know personally to expand your reach – much more beneficial for business owners and job seekers!

I have based my business on this practice, helping individuals connect with relevant professionals on LinkedIn as a way to grow their businesses. I see connection requests as a great way for professionals to grow their networks while engaging in active lead generation. In my opinion, using InMail for cold reach-outs sends a warning to the recipient, which is: I’m trying to sell you something!

I generate a lot of interest with my lead generation service, but have had the same question asked multiple times over the past week:

“Does LinkedIn limit the number of connection requests you can send out?”

The answer is yes and no. There isn’t a publicized limit, but LinkedIn does pay attention to whether your connection requests are converting. In other words, if you are sending request-after-request-after-request and people aren’t accepting (or worse, they’re reporting you), your account may get flagged for spamming.

Here is what LinkedIn has to say, word-for-word:

“If you’ve sent a large number of invitations, your account may be limited from inviting more members. This is generally due to many of your invitations being rejected or ignored by the members you’ve invited. We recommend you send invitations only to people you know and trust to be part of your network, as stated in the LinkedIn User Agreement. Having only quality connections in your network greatly improves the relevance of content shown in your feed, surfaces more appropriate matches in your searches, and better guides other features to help you discover opportunities on LinkedIn.”

Does this mean you can’t send connection requests to individuals you don’t know? Absolutely not. The key is to send relevant connection requests.

What constitutes a relevant connection request in my book?

The relationship must be mutually beneficial.

This, to me, is Sales 101, but it is critical to recognize that what constitutes a mutually-beneficial relationship is always relative to the business making the request and the person receiving it. There is a spectrum of “sales asks” on LinkedIn, ranging from connecting as a way to network to connecting as a means to sell. I will use three “for instance” examples to illustrate my point.

Example 1: The direct sell

Let’s say you manufacture desks. You want to connect with furniture stores on LinkedIn to ask if they want to stock your desks in their stores. Because you know before you reach out that they have a vested interest in purchasing desks, it is a reasonable reason to connect. In fact, the person you’re reaching out to may be thrilled you did. They are on LinkedIn as part of their profession and you are connecting with them to directly benefit their job.

Example 2: The information share

You also may connect with someone outside your network to share relevant information. If you are a financial advisor specializing in real estate, you may send connect requests to real estate professionals on LinkedIn with a note letting them know you publish articles they may find relevant to their business. This helps them by providing them with information and helps you by expanding your reach.

Example 3: The survey request

It is reasonable to connect on LinkedIn as a way to increase knowledge of your target audience. If you are a business coach, perhaps you send connection requests asking individuals what they look for in a business coach or how they find their business coaches.

With all three of these examples, though, one thing is critically important:

The note you include should be truthful.

Whether you’re looking to sell directly, share information, or request information, be honest about what you want. There is nothing worse on LinkedIn (or sales, for that matter) than a bait-and-switch. Don’t tell someone you want to learn from them only to send them a hard pitch 48 hours later.

Approach your LinkedIn strategy realistically and truthfully, knowing what you want to get out of your cold reach-out strategy and staying true to that goal.

Finally, know that every single professional and industry is unique. You may work in a field made up of people who hate to be solicited. That happens. If that’s the case, go with a networking strategy for connection requests and use InMail for your sales pitches.

The point is that no two situations are identical and it’s critical to approach your situation as a unique one. Know yourself and your audience and stay true to both. That is the best way to be successful on LinkedIn and to avoid being flagged as a spammer!

About Chrissie Wywrot

Chrissie Wywrot is a B2B lead generator and personal brand strategist who works with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her at chrissie@chrissiewywrot.com.

Are You Leaving Money on the Table By Not Using LinkedIn?

LinkedIn could be a gold mine for you and your business, especially if you are business-to-business and offer premium services. Unlike other social networks, LinkedIn provides the ability to talk to the decision-makers of businesses you are targeting. What’s more, people are on LinkedIn to talk business. You don’t get that with Facebook, Twitter, and Pinterest.

How do you know if you’re leaving money on the table? Ask yourself these three questions:

1. Is my LinkedIn profile optimized?

If you have a half-filled-out profile, you are leaving money on the table. Period.

Your LinkedIn profile should serve as a lead page for you and your business. It should follow inbound marketing practices and include specific keywords related to your business. A friend and business associate of mine, Maggie Patterson of Scoop Industries, told me that following my advice to add keywords to her profile resulted in significantly more attention to her profile.

It makes a difference.

Additionally, having a profile that guides curious individuals through your initial sales process will be the difference between them reaching out with an inquiry and clicking away to something else.

2. Does my business offer premium services?

Let me put it to you this way: if you stand to make thousands off of a single conversion, you can’t afford not to invest in LinkedIn for your business. Nowhere else in social media marketing can you achieve what you can with personal, one-to-one reach-outs on LinkedIn – a platform created to talk business.

I am working with one client that needed just two conversions over the course of a year to consider the work put into LinkedIn a success. We achieved that in less than two months. If your business offers a premium service, the pressure to convert immediately goes away, resulting in a much higher likelihood of conversion.

Why is that? People are more likely to buy from those not pressuring them to buy. It’s that simple.

3. Is my sales team struggling with cold calls?

If you have a sales team cold-calling with little success, consider optimizing their profiles and conducting reach-outs on LinkedIn. It is a less intrusive process than cold-calling, allowing the potential lead to consider the conversation and respond on his or her own time.

The key is to reach out with the intention of setting up a discovery call. Don’t reach out and provide a link to buy. Instead, work to spark a respectful conversation with potential leads.

If you don’t want to invest in LinkedIn profile optimization for sales team members that might leave your business, invest in optimizing your own profile and pay for a business summary. That way, your sales team can add the business summary to their profiles and personalize their full profiles to their own liking.

Another option is to have members of your sales team conduct reach-outs with a higher-level executive’s profile. Often times, the weight of an influencer will generate more interest, especially when combined with a solid content strategy.

So … how did you do?

Are you leaving money on the table? That’s actually great news!

For a couple thousand dollars per month, your business could conduct regular, personal reach-outs to your target audience. If you are interested in developing a strategy like this, take a look at my B2B LinkedIn Lead Generation page and reach out for more information.

About Chrissie Wywrot

Chrissie Wywrot is a B2B lead generator and personal brand strategist who works with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her at chrissie@chrissiewywrot.com.

Should You Leverage LinkedIn Cold Reach-Outs for Your B2B?

Are you considering cold reach-outs on LinkedIn for your B2B?

In some instances, leveraging Sales Navigator to conduct cold reach-outs is better than using targeted ads: they are more personal and direct.

My process is as follows:

  1. Search for your target audience on LinkedIn
  2. Filter those results to see who is most active on the platform
  3. Send unique InMail messages or connection requests to individuals who fit your ideal client
  4. Engage those who respond to set up a discovery call

Simple right? For the most part, yes, but there are factors that can impact the effectiveness of the process. One I speak about in today’s video, and it is: how many reach-outs do those within your target audience receive each day?

The truth is that I have worked with clients who receive an insane number of InMail messages each day from individuals trying to work with them or sell them something. It’s overwhelming.

That means that it will be much harder to get that person’s attention, so you either need to leverage a different sales tactic or get creative.

Connection Requests

One way to test the effectiveness of LinkedIn reach-outs for your business is to use connection requests. I find that connection requests get through to professionals with a lot of LinkedIn noise better than InMail messages.

Here’s why:

1. InMail is “salesy.”

Especially for those who receive a lot of solicitations, InMail messages may be something they now ignore.

2. Connection requests are still personal.

You have fewer characters to work with when you send someone a connection request, but you can — and should — still add a personal note. For my clients, I start with an introduction and then touch briefly on what I’d like to speak about.

3. There is an inbound marketing benefit.

There is residual benefit from a connection request beyond the reach-out. If the person accepts, he or she is now in your network. So, even if they don’t respond to your initial reach-out attempt, they will be nurtured through your sales process as you publish content and remain active on LinkedIn.

4. You have future access.

Once someone connects with you, the message you sent as part of your connection request becomes active in their messages. Even if they choose not to respond to that, you are now connected with them and can message them in the future.

Think it Through

It is possible that your target audience is too bombarded with solicitations for your reach-out to be worthwhile. Test out the theory by working with connection requests and see if you gain any traction. At the very least, you will learn invaluable information about your target audience to apply to future tactics!

If you would like help with this process, don’t hesitate to reach out via LinkedIn or chrissie@chrissiewywrot.com!

About Chrissie Wywrot

Chrissie Wywrot is a B2B lead generator and personal brand strategist who works with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her atchrissie@chrissiewywrot.com.

The 3 Things I Did to Get a Response From a Cold Reach-Out

I was conducting lead generation on behalf of a client and received a response that made me smile. The individual said:

I actually looked at your link because you wrote a very personal and to the point note.

He went on to say that what I was offering wasn’t for him, but the fact that he took the time to respond should speak volumes to you if you’re in sales (and, if you’re an entrepreneur, you’re in sales).

What did I do that was so personal? Three basic things:

1. I read his LinkedIn profile.

Yes, that’s right. I read it. It seems simple and — to some — a waste of time, but it is a few minutes that goes a long way.

As someone who conducts cold reach-outs, when I’m on the receiving end of them, I know exactly why they bother me or why I’m happy to respond:

If you have clearly done your homework (which could mean spending all of three minutes reading my LinkedIn profile) and recognize I’m truly a good fit for what you’re offering, I’m interested … or, at the very least, happy to respond.

If it’s obvious you’ve sent the same message to me that you’re sending to another 100 people, I (shake my head and) move on.

2. I referenced his experiences.

This person had a long career in journalism — it’s clear he’s led an interesting life. When I wrote him a note, I mentioned that. Suddenly, he recognizes I care. He recognizes I took three minutes to read his profile. He recognizes I’m not a bot or an automated system.

I’m seeing him as more than a target.

I’ve read a number of articles lately that talk about solving problems instead of selling services. This is completely true, but let’s take it one step further. We should care about solving those problems. Caring goes a long way, and it can be felt … even through the written word on LinkedIn.

3. I was conversational.

I read a great article today about dealing with objections in sales and agreed with the concept, but the example language used was way too formal and “salesy” for me. My No. 1 tip when it comes to reach-outs: just talk.

Yes, it’s important to be grammatically correct. It’s important to spell things properly. It’s important to sound intelligent. But it’s also important to talk to people as though they’re human beings instead of a statistic.

You can tailor the language to the industry — a doctor will probably respond better to more formal conversation than a life coach — but don’t sound like you copied the text out of a Sales 101 textbook.

In closing …

I truly believe 10 personal reach-outs beat 100 stock reach-outs any day of the week. Yes, there are other factors to being sales savvy, but being personal is No. 1 in my book.

Spend that three minutes reading someone’s LinkedIn profile. Trust me, it’ll pay off.

About Chrissie Wywrot

Chrissie Wywrot is a B2B lead generator and personal brand strategist who works with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or email her at chrissie@chrissiewywrot.com.

What to Do on LinkedIn When You Have Little Time for LinkedIn

LinkedIn is an untapped resource for many entrepreneurs … how do you know if you’re leaving something on the table? It’s a question I’m asked time and time again. Let’s get started by gauging the value the platform has to offer you and your business.

Ask yourself these two questions:

  1. Are you business-to-business or business-to-consumer? If you are business-to-business, LinkedIn is a must. If you are business-to-consumer, you can still leverage the platform to network, generate media coverage, or – in some cases – generate business.
  2. Is your industry active on LinkedIn? Individuals in some industries use LinkedIn as a critical business tool. Those in other industries have a profile, but rarely use it. If you are in an industry that regularly uses the platform, you should engage on LinkedIn in some capacity.

Businesses should map out a plan before engaging on any social media platform, especially LinkedIn. I’ve heard too many entrepreneurs say things like,

“I’m on Twitter/Facebook/Instagram because I thought I was supposed to be …”

Many of those same entrepreneurs are so strapped for time, the last thing they think about doing each day is engaging on social media. I’ve learned this is especially true of LinkedIn.

Have you found yourself uttering any of these statements?

“I have a profile, but have no idea what to do with it.”

“I plugged in my resume to LinkedIn … is that right?”

“I get a ton of requests, but don’t do anything with them because I don’t want to get a bunch of solicitations.”

“I want to learn more about LinkedIn, but have no time.”

If any of these are you, today is your lucky day! I am going to spell out the three things you should do if you:

  • have no idea what to do on LinkedIn
  • have no time to even think about LinkedIn, let alone the time to log in and engage with someone on LinkedIn

Alright, let’s get started!

1. Determine your LinkedIn purpose

Before you do anything, you need to pinpoint what LinkedIn can do for you and your business. If you conclude the benefit of LinkedIn isn’t worth your time, you can move on to something else. On the other hand, you may realize LinkedIn is a huge untapped resource.

Ask yourself these two questions:

1. What is the best thing that can happen as a result of using LinkedIn?

Think pie-in-the-sky. Perhaps you want to …

  • be featured on a major news outlet
  • get a big-time freelance writing gig
  • connect with one of the biggest influencers in your industry and schedule a networking call
  • land your dream client

2. How do you achieve that “best thing?”

Let’s say your purpose is to land your dream client. What steps would or could lead up to that? Do you reach out cold? Comment on his or her posts or articles? Offer a free trial for your product or service?

If you’re looking to be featured on a major news outlet, you probably start by writing or producing your own original content and then reaching out to media.

No matter your goal, lay out the exact step-by-step process that will result in achieving your LinkedIn purpose.

2. Optimize your headline and current experience

Once you’ve determined your LinkedIn goal, you can gear your profile toward it. The most important sections of your profile are your headline and current experience. You want both to reflect your purpose or strength and include keywords.

Think about the people you want to notice you. What do you want them to know? Put that in your headline.

If it’s possible someone would search for your services, what would they search? Make sure those words or phrases are included in your current experience section. The tone of what you say will be dependent on your personality and industry, but the overall goal is to sell yourself through your profile.

3. Execute or hire based on the potential benefit

This is where the time factor comes in.

If you go through steps one and two and recognize a benefit to using LinkedIn, you’ll want to make sure you invest some time or hire someone to invest time on your behalf.

What does “investing time” in LinkedIn look like?

Engage in the following steps, starting with the first item and adding subsequent steps as you can:

  1. Make relevant connections. LinkedIn is a Rolodex of business value — don’t let it fall by the wayside! At the very least, connect with relevant people and build a quality network.
  2. Like or comment on posts. The more you like or comment on posts, the more users see your headline and, hopefully, click on your profile.
  3. Share relevant content. One step further than liking or commenting on other people’s posts or content is to post yourself. Share content helpful to your target audience that accurately represents you as a professional.
  4. Go premium. If there is money to be had through LinkedIn, you probably want to invest in a premium account. There are five different types of premium accounts: Premium Career, Sales Navigator, Recruiter Lite, Premium Business, and LinkedIn Learning. Each provides a unique set of benefits – you can “see who’s viewed your profile,” InMail individuals who aren’t connections, and do some serious prospecting through Sales Navigator.

If you see a significant benefit to using LinkedIn but don’t have time to do it yourself, you can always hire someone to do it for you. Helping clients engage and convert leads on LinkedIn is one of my favorite things to do!

There are plenty of options to get started with me, including a strategy session to learn more about how you can leverage your brand, LinkedIn profile optimization, or a strategy audit to receive specific steps to grow your online presence.

I’m looking forward to your comments below and emails to chrissie@chrissiewywrot.com!