Time’s Killing Your Deals: LinkedIn Sales-Saving Tips To Block The Knife
Reading Time: 9 minutes
Superman has kryptonite, Batman has…bullets (and kind of everything), and the top weakness sales has is time. Time is deadly for deals. The longer we have to wait for leads to get back to us, the longer it takes them to get on a call with us, the worse chance we have to close. We’re going to cover some ways to speed up the sales process and keep the attention of prospects using LinkedIn.
Let’s talk about it:
Sometime around the age of 8 (let’s go with that), I’d been inspired by all those kids shows with cartoon animals.
Note: As a latchkey kid, I was raised by television — it was my reality.
Specifically, I thought of chickens and how they made baby chicks. I knew that the cartoons showed that eggs sitting around somehow led to baby chicks. So, I became resolved to hatch my own baby chick. I did not consult my parents on this one.
My ingenious plan, as I’d imagined it, was amazingly simple:
Step 1: Get an egg
Step 2: Simulate the warmth of it being sat upon
Step 3: Watch the chick hatch
Step 4: Play with my new friend
Getting an egg would be easy. My parents had hit up the grocery store and I could snatch one from the refrigerator.
I placed the egg in the bedroom closet, stuffing it into one of my older brother’s shoes in order to keep it warm.
Now all that needed to happen was for this warmed up egg to eventually hatch, follow me around and generally be my friend. I waited for weeks, imagining the glory of new birth.
Yet, in actuality, what happened is my nonplussed father ended up complaining about some rotten egg in my closet for weeks and threw it out with the trash.
I learned then, that a greater amount of the wrong activity could never produce the right result.
No matter how much time and attention I gave that egg, It was not going to turn into th baby chick I wanted.
Simple Hacks For Getting More Meetings From LinkedIn
Similar to my past egg fiasco, I’d spent a full 7 years on LinkedIn doing lots of activity that never worked, such as publishing content on the platform every once in a while and trying to connect with the most strangers possible.
These misguided efforts only left me a non-existent return at worst and a rotten one at best.
Skip the ineffective with these hacks for getting more meetings and appointments with LinkedIn:
Connect first (or the problem with InMail)
Because there are millions of people potentially available to us via LinkedIn, we want to make the best use of time and money by contacting those who have the best chance of buying from us.
These people, it stands to reason, would
- Be interested in chatting with us
- Have a need for our goods or services
- Have the willingness and ability to pay
Without level one, the other 2 levels cannot be accessed. It would be the same as trying to ascend from ground level to the second floor, without gracing the first. Crazy in the real world of physical things, it’s just as crazy in B2B lead generation and sales prospecting.
This is why InMail, message packages sold by LinkedIn, are a sham. Because even if you can reach someone with whom you aren’t connected — and even if they click on some link or CTA — there is no proof they’d be interested in this message from you.
I am confident I would do a disastrous job selling weight loss programs to women 1-on-1. By extension, I’m also confident that in that case, any semi-interested click would easily be dwarfed by acknowledging the originating source of content (me).
The easy hack for this is to craft a connection request with a note that explains why this person should want to connect. Only after this person connects would I continue with lead generation and attempts at appointment setting, across any channel. What we’re looking for is some kind of permission.
One thing I’ve learned the hard way, from making meetings and sales happen, is that you need to give people options.
You might readily agree and say
“I can meet Monday at 5 or Tuesday at 1”
But then consider this old adage courtesy of Tony Robbins,
Having 2 options is not offering a choice. You need at least three.
Recent neuroscience tracks with this, calling the ability to offer only ‘either-or’ scenarios getting caught in the “teenage brain.”
Remember when you were a teenager (and lacked a fully-functioning prefrontal cortex) and problems arose? You’d typically turn things into a dilemma:
Either I go the party OR I stay home alone
Either I’m a nerd who makes straight A’s OR I can have fun
Either I work after school OR I hang with my friends
These were never our only options, instead of going to the party or staying home one could invite friends over for a movie night or host an after party. The lack of our fullest mind hindered our ability to recognize alternatives.
Treat your new customers like the adults they are and give them a few options wherever it makes sense,
- Dates to meet
- Options of service
- Ways to engage
- Medium of delivery
Get emails to increase channels
Along with the idea of offering your new customers options, offer a variety of ways for them to get in touch.
The other day, I had someone who was looking to meetup ask me a question that sort of spun me around,
“What is the best way to reach you? How do you prefer to be reached?”
Maybe you care, but as long as I don’t owe a particular person some deliverable, I couldn’t care less.
Reach me how you reach me, don’t expect me to do the heavy lifting to figure it out dude.
The easiest way to start expanding your conversation from LinkedIn is by using it to ask people for the best email address for contacting them.
Email is one of those interesting modes of contact that seems to tie all the others together:
- Phones often send updates to email
- Video chats send updates to email
- Social media sends updates to email
And the more points of contact you have for a prospect the more varied tactics you can use to stay relevant and in their life.
Let prospects know you’ve emailed
Hanlon’s Law is a common maxim that dictates,
You should not ascribe to malice what can be explained by carelessness.
As someone who sells and markets, this means people are not likely shutting you out on purpose, they’re probably just really busy taking care of the thousands of items in their work and personal life that do not involve you.
So, make it easy for new customers by keeping in touch across platforms.
Remember, “Time Kills Deals!”
If I’m connected to people on LinkedIn, I’ll send them a message to let them know I’ve just emailed. Just before writing this, I texted someone to let them know I just emailed.
New customers can’t do business with you if they aren’t paying attention to you. Encourage that whenever and however you can, LinkedIn included.
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