The problem with this approach is its self-centeredness: Our messaging is all about us and our solutions. This type of me-monster messaging inundates the inboxes of decision makers, rendering it less effective. Even worse, it puts the burden of figuring out how to apply the solution to the recipient's specific circumstances on the recipient.
Jump-starting a conversation with a stranger is hard enough. If you want to make it near-impossible, focus the conversation on yourself.
Permission-first lead generation ensures you don’t annoy your prospects with me-monster correspondence. It means you first seek, implicitly or directly, the prospects permission to delve deeper into a conversation about your solution.
Permission may come in many forms, such as, “Sounds interesting; tell me more,” “What is your pricing?”, or, “Does this integrate with [xyz]?” These are all responses from a person who wants to learn more about your solution — i.e., a sales lead.
So the question is: How can you elicit these types of responses from prospects and avoid me-monster messaging? The answer, unsurprisingly, is to make your messaging is all about the prospect. To accomplish this, ensure your messaging is personalized, brief, and creative.
To truly personalize a message for a recipient, you will need to research him or her. Look for a piece of information that reveals a need for your solution. Common ways of finding this information include:
Use this information as a lead-in to the rest of your message. For example, you might open with, “Hey John, I noticed you posted a job for [xyz].” Let the prospect know that you have done your homework and you’re not sending them a generic sales email. For example, you might say, “Something that stood out to me while reading about your company was [xyz].”
Brevity is king. Business people are busy and most don’t have time to read a lengthy message. The best way to ensure a complete reading of your message is to keep it short. I try to keep my messages shorter than six sentences.
Creativity is a must. Many of us have fallen into the email marketing trap meaning we put too much emphasis on email. Using a creative medium will help you stand out. Some creative mediums include e-cards, hand written notes, origami cards, and personalized video email.
Applying these principles to your lead generation will not only give you better results but it will also make people feel like people rather than a receptacle for our marketing.
July 16, 2018
A significantly improved version of LinkedHub is now available.
July 16, 2018
LinkedHub video tutorials to install & setup, update contacts, add & remove properties, and much more! All videos are under 2 minutes.
July 11, 2018
If you are using Dux-Soup (a chrome extension for LinkedIn) you need to be alerted to their recent broad & sweeping permissions update.
July 17, 2017
For many B2B salespeople, the whole sales process starts with a LinkedIn search. Why?
June 29, 2017
If you’re in sales, you know that every second you save can help you meet your targets...
June 28, 2017
What if you knew the secret to performing outbound sales in a personalized, cost effective, and measurable way?
June 26, 2017
Does your outbound lead generation produce a inbox full of “not interested” messages?
June 25, 2017
You’ll never have to tediously copy and paste LinkedIn conversations or profile info into your HubSpot CRM again.
June 24, 2017
Have you ever needed to upgrade an employee’s LinkedIn account? Or maybe your assistant needed a subscription to some nifty app?
June 22, 2017
Sales is filled with mind-numbing activities that have nothing to do with actual selling...
If you provide LinkedIn marketing, lead generation, content posting, or any LinkedIn service for multiple clients then you need a easy way to switch between LinkedIn accounts.
June 12, 2017
If you’re in sales and want to reach out to a prospect, you simply won’t be able to without a valid email address.
April 8, 2017
Generating leads for a B2B business, particularly those in technology, has never been so easy!
February 5, 2017
Lead generation can be frustrating because it is deceptively counter-intuitive. We naturally want to tell the world about how great our solution is and the interesting things it can do.