Are you tired of the deafening silence from your prospects?
Phone calls go unanswered. Messages go unread. Emails disappear into the abyss.
It's like trying to get a busy executive to stop and smell the roses on their way to a meeting — it feels impossible.
But here's the thing: LinkedIn holds the key to unlocking those elusive connections and turning them into valuable leads.
And we’re not talking about cold, impersonal outreach that falls flat.
We’re talking about a personalized, authentic approach — one that you can use to break the ice and keep conversations warm and engaging over time.
In this article, we'll unveil a 3-step strategy tailored for B2B SMB owners like you who are seeking to break through the silence and turn prospects into engaged leads through meaningful conversations.
Engage with prospects using Engage AI and build rapport.
Instead of bombarding prospects with sales pitches, focus on engaging with their content through thoughtful comments.
Ask questions, share insights, and show genuine interest in their posts to initiate meaningful conversations.
By engaging with comments, you're not just selling; you're building relationships and establishing trust — a crucial step in the sales process.
Do it consistently over a period of time. As Woody Allen famously said: “80% of success is showing up.”
Pro Tip
How can I make comments when they don’t publish content?
Check your prospect’s profile for comments they’ve made on other people’s posts. Engage with them by responding thoughtfully to their comment.
How can you tell if you’ve captured your prospects' interest and motivated them to learn more about you and your business?
Check if they’ve visited your profile recently here
Check if they’ve reacted to your comment on their post (likes, comments, etc.)
If they take any of the above actions, move them to the next stage in the pipeline: getting ready to start a conversation
If a prospect does not show a positive response or engagement even after the 11th touchpoint, consider removing them from your prospect list.
Redirect your efforts towards other prospects who have shown more promising interest to optimize your engagement and maximize results.
Now that you’ve gotten their attention, let’s take a quick moment to decide your next approach. Each approach offers its own set of benefits and challenges, so let's break them down.
Inbound Strategy:
Imagine this.
A prospect stumbles upon your profile, intrigued by your engaging comments on their posts. They're interested, but they're not quite ready to reach out just yet. That's where the inbound strategy comes in.
The beauty of the inbound strategy? It works for you around the clock. Whether you're asleep, in a meeting, or enjoying some well-deserved downtime, your LinkedIn profile is hard at work, attracting prospects and nurturing leads.
Outbound Strategy:
Unlike its passive counterpart, the outbound strategy is all about taking the initiative and making an impression. You're not waiting around for prospects to reach out to you. Rather, you’re establishing a personal connection from the get-go, making it easier to build rapport and establish trust.
But here's the thing: this approach requires time, effort, and finesse. It's not enough to simply blast out generic messages and hope for the best.
Think of the inbound strategy as your LinkedIn profile's secret sauce. It's all about enticing prospects to come to you, rather than chasing after them.
You’ve enticed your prospects to visit your LinkedIn profile.
Now, the question is:
What will keep them scrolling, engaged, and ultimately, visiting your website? Above all, how can you guide them toward discovering more about the products and services you provide?
Do you…
Your headline is the first thing your prospects see
It should speak directly to your prospects' needs and interest
It should make them want to learn more about you and your business
Discover more on how to create an amazing LinkedIn profile here
The Featured section on your LinkedIn profile is prime real estate for showcasing your lead magnet. And the key to an effective lead magnet?
It lies in offering an irresistible offer with a compelling hook. Here are some creative examples to inspire you:
$1 per month for IT Managed Service to manage all your IT hassles
Get a free evaluation of your leadership skills
Canva: Start free with our design software for all your creative needs
Dropbox: Get 2GB cloud storage for free
Engage AI: Win 10x Pro Account for 2 years, valued at $720
Listen to my podcast interview with Tony Robbins
See how I closed a project deal worth $1 mil for my client
How I grow from 0 to 50,000 followers on LinkedIn in 12 months
Here are some possible lead magnets you can share with your target audience:
A free webinar where you share insights and strategies
A free-to-play podcast interview with a C-Level from a large corporation
A free diagnosis assessment or consultation with results tailored to the problems of their audiences
A free physical copy of your book
A free ebook or guide
A free trial or discounted first-month subscription
Free storage
Contest or giveaway
Pro Tip
When people can't resist my offer and are eager to discover my secret sauce, what's the best way to keep them engaged?
Ask for their email address. This allows you to include them in your email marketing campaign, ensuring continued interaction and potential conversions.
Don't underestimate the power of a well-placed call-to-action!
Turn on creator mode to add a custom button to your LinkedIn bio
Click View Profile and click the Edit Intro icon
Select the edit custom button in your introduction section
Use this custom button and link to increase visibility for your website, content, upcoming event, and lead magnet
Feeling a bit more proactive?
Rather than waiting for prospects to come to you — reach out to them!
When you first reach out to them in the LinkedIn inbox, consider these tips:
Start by picking up where the conversation left off on the public post
Whether it's a shared interest, a common challenge, or an insightful comment, use it as a springboard to further engage with your prospect
Show genuine interest in their work, opinions, or recent achievements
Avoid jumping into scheduling a call, inviting them to attend your webinar, bombarding them with sales pitches
After your initial outreach, continue to keep the dialogue alive over time
Keep conversations casual and natural, just like you would at a networking event
Reference another recent post, article, webinar, or achievement of the prospect
Share an event or news article you’ve come across that would be relevant to them
Connect on their level. Dive into their interests, whether professional or personal. Ask yourself, “What can I do to make their lives easier or better?"
Respect your prospect's time and boundaries — after every touchpoint, make sure to wait a few days before reaching out again
As you engage with prospects, take the time to understand their challenges in the areas where your products and services can offer solutions. Once you've built rapport and established trust, you'll have earned the opportunity to share how your offerings can address their needs effectively.
Happy engaging!