The Sales Evangelist

In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn’t show you was how to turn these prospects into appointments. You’re going to find out in this part two series of my little LinkedIn rant.

Connect, Share, and Engage to Generate Leads on LinkedIn

• If you remember from the last episode, I discussed how connecting and engaging with a prospect is better than the generic connecting and pitching method. 
• Connect with a prospect on LinkedIn, share relevant content there, and engage with those who engage with your content. Even if no one is commenting on your posts, still keep sharing. 
• Another idea is for you to comment on other content in the groups your ICP is in. Remember the data I shared on why people are on LinkedIn?
• When you’re engaging and sharing content that your prospects are interested in, it helps you pop up in their news feeds more and become seen as an industry expert. When they become more familiar with you, they’ll be more likely to respond when you pitch.

Start a Newsletter

• It’s never too late to start a newsletter, and don’t get lazy with it. Consider the questions and challenges your prospects are having and share solutions on how they can fix them in your weekly LinkedIn newsletter. 
• Doing this once a week will show you as a source of information for the industry. People are coming to you to become educated! I share how you can create weekly emails with ChatGPT without just copying and pasting.
• Also, once you’re well connected with your prospect, shoot them a message asking for permission, and then pitch them your services. If you’re not sure how to do this, send me a connection request and ask how.

“Information from you allows you to engage with people on LinkedIn.” - Donald Kelly.

Resources

LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I’m sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated messages.

Why Sending Pitch Messages Is A Mistake?

• Recently I did a LinkedIn poll that said, “When you accept a connection request, what percentage of them turn into pitches right after?” Out of the 316 people who responded to the survey, 60% of them received pitches in the next line of communication and did not like it.
• My poll result shows that prospects really hate those automated LinkedIn messages, especially right after you just connected with them. Just because they match your ICP, doesn’t mean it gives you the authority to pitch your services. Your prospects aren’t machines who are just going to do business with you because you have a great product.
• Sales reps who think that prospects are supposed to say yes to their first pitches often believe that sending out hundreds of automated LinkedIn messages works. It doesn’t, and you’re making it harder on yourself to close deals by doing it this way.

What Do Prospects Want?

• I share more stats to help show you how to stop automating messages. For example, regarding content consumption, 40% of users between 30-49 consider LinkedIn as their primary news source. 
• The stats I share show why people are even on LinkedIn, which is to grow their network, find industry insights, solve business problems, and engage with thought leaders.
• From this research, you can see why your prospects are on LinkedIn: they’re trying to find answers, solve problems, and get news.

What Can You Do To Get Their Attention?

• Instead of sending automated LinkedIn messages after a connection, consider sending, “Hey, thank you so much for connecting with me,” and then figure out a way you can connect back with them in the message. 
• Prospects are networking to build a community; how can you become a part of their community without pitching to them right away? I share how you can keep the engagement going to help close a deal by simply being a friendly person.

“We’re polluting everything just for a short-term win, hoping to get by. But in reality, we’re damaging ourselves, our company, our careers, and our industry. The way we pitch on LinkedIn is why 30% of people are deleting messages after they see them.” - Donald Kelly. 

Resources

There’s no way around it; you’re going to hear "no" repeatedly in this industry. However, how you handle those "no's" is what turns you into a better seller. My guest, Jacob Hicks, is going to show you how he turned 70% of his "no's" into future "yes's."

Meet Jacob Hicks

• He is a successful sales coach passionate about empowering leaders, professionals, and entrepreneurs to achieve clarity and fulfillment in both their business and personal lives. 
• Since 2014, he has been a sales leader who has exceeded goals, set records, and effectively led teams across diverse industries. 
• When he isn’t working, he is dedicated to continuous growth through reading, music, investing, and mission work.

What to Do When You Get Rejected

• Jacob believes that all success stems from prospects telling you "no." You learn significantly more from setbacks.
• This is where you can reflect on what went wrong and how you can improve your deal-closing process.
• He also believes that without a strong follow-up system, you will not be able to grow as a seller. You can work on your closing techniques, product knowledge, and other systems, but without a strong follow-up system, nothing else will be effective.

Why Following Up Is Important?

• You call a prospective buyer, and they tell you they are not interested. Is there a way to still follow up, even after they have said "no"?
• Jacob views it as a retreat point and interprets the "no" as the buyer saying they are not interested in the product or service at this moment.
• His preferred line for this type of rejection is, "Would you be offended if I stayed in touch with you?" He has found that 90 to 95% of the time, people are open to you reaching out to them again.
• This allows you to continue following up with them a couple of times a month and provide value until they are ready to do business with you.

Following Up Role-Play

• Jacob and I engage in a sales role-playing scenario where he is the seller and I am the prospective buyer. He demonstrates how he handles my rejection by providing value and establishing a follow-up system. Our role-playing illustrates that a "no" can evolve into a "yes" over time.

"When you’re stuck in a rut, you have to do something to change the dynamic. If you’re sitting at your desk all day, get up and stand or do something different to get you out of your comfort zone, helping you remember that you’re trying a new closing technique." - Jacob Hicks.

Resources

A big problem a lot of sellers have is they don't know who their Ideal Customer Profile (ICP) is. But, with the right framework, you'll be able to go after the right buyers every time. My guest, Ronnell Richards, founder of Sayless Academy, will share how to find your ICP and how to reach them the right way.

Meet Ronnell Richards

• Ronnell Richards is a best-selling author, entrepreneur, and sales consultant with over 20 years of experience. 
• He's put his sales and marketing expertise into comprehensive LinkedIn Learning courses and his book, "Shut The Hell Up and Sell." 
• On top of his professional work, he mentors entrepreneurs and supports community initiatives, helping businesses succeed and creating social impact.

Why You Got to Know Your ICP

• Ronnell says a lot of tech companies don't actually have an ICP and just sell to anyone who comes along. 
• But, in today's tough market, knowing your ICP stops you from getting pulled every which way and missing out on big wins. 
• The more specific you are with your outreach and messages aimed at your ICP, the less you get lost in the crowd.

What's the Difference Between an ICP and a Strong ICP?

• Ronnell made 37 questions for his clients to answer about their absolute best customers.
• This helps them figure out all the things they have in common with those top clients.
• They usually find their ICP is way more complex than they thought. 
• A strong ICP means you're targeting buyers you know you can crush it with, and avoiding those who aren't a good fit.

Seeing Your ICP as a Person