let's talk best LinkedIn Outreach strategy for 2024 today in this video what we're going to give you is a four-part framework where you can use LinkedIn to secure meetings with some of those busy Executives that you've been trying to get a hold of uh before we get into that thanks for checking out the video my name is Jason I run a company called outbound Squad and what we do at outbound Squad is provide sales training to some of the fastest growing software companies out there so your gongs your rip links medallas zooms of the world I work with their bdrs and account Executives to help them do one of the hardest things in sales land that first meeting generate some pipe if you will so today what we're going to talk about is LinkedIn does LinkedIn fit in I think one of the things that's super important about outbound is it isn't about the phone or email or social it's really about doing all three of those things and according to our latest data sales Loft has got some great stuff out there Outreach has got some great stuff Apollo Zoom info most of the sequencing data will tell you that your contact rate will go up about 3x if you combine phone email and social together so I'm going to focus on LinkedIn today but what I want to remind you of is that it's just as important to make the phone calls and send the emails to get in touch with the prospect so LinkedIn the common mistake that people make with LinkedIn is once they connect with a prospect there's what's been referred to on LinkedIn as a connect and Pitch the rep will typically pitch slap the prospect as soon as they connect with a here's what our company does would you like to schedule a demo here's my calendar link so what we want to do is reverse engineer the process a bit and do what's called a pattern interrupt which is a really fancy way of saying let's do something unexpected that actually feels like more of a delighter than you being a pesky salesperson so I'm going to walk you through the framework and I'm going to show you an example of what this looks like in action and if you hang around until the end I'm going to share how you can get access to some of these templates so the the four-part framework works like this step number one is connect the first thing that we have to do is get the prospect to accept our connection request so there's a lot of theories on whether or not you should send a blank connection request or customize the connection request I've seen both work my advice would be if you're going to send a blank connection request make sure that your profile and headline are optimized so that when someone clicks through on your profile or at least when they see the headline they know that you're someone that they would like to connect with if you're going to write something in the connection request what I would recommend is don't write something unless it's personalized so if you can copy and paste the connection request and send it to a bunch of other prospects it's not personalized enough you're better off leaving it blank step number two is give so as soon as the prospect accepts our LinkedIn connection request we want to give them something valuable ideally that's a piece of content I'm going to show you an idea of what that looks like and what you can do three is invite so I want to invite the prospect to something so I've given them something valuable the next piece if your company runs webinars has events whether iners or digital has a podcast whatever it might be you want to invite the prospect to check out something and then four convert that's the time in which we go in and ask for the meeting so let's take a look at what this looks like in action all right so what we're looking at here is an example of some messaging back and forth that I've done with Med here who is VP of global sales development and harness so I have not talked uh to Meda yet but I wanted to show you an example of what this looks like so uh I'm using a tool called magical one of the things I really like about magical I can save my templates and the SBC stands for sell by chat it's something that uh Taki more over at million dooll coach it's a process that he taught me and called it sell by chat so just to give him a little bit of credit there's kind of four parts here so the first thing that we wanted to do was connect so I connected with her and said hey I saw that you checked out my post that I put up on this topic so that I can send some more content your way does that sound like your world at all so there's a couple different ways that you can approach this first message and I'm going to give you some examples here so one thing again that's super cool about magical is I have these pre-made templates and it'll actually help kind of customize it as well so here's an example of something that you could send to a prospect so how would this apply to you let's say that you're not making LinkedIn content like I am because I run a business I create cont content Etc what you can look for is people engaging with your company's content what you can look for is prospects engaging with other content you can look for commonalities in people that you follow there's all kinds of things that you can do but what I would look at is what is something that you could point out in that connection request and if there isn't again you can leave it blank but here's a template that you can use hey saw you checked out this thing I post content every day for people like you or our company posts really great content on things like this or we have some really good guides and in-depth xyz's on this thought it would be helpful let's connect or you send the blank connection request that's step number one step number two we look at this and I'll show you an example here is the give okay so once you connect with a prospect often times what I'll do is I'll ask them hey you checked out this post here's a lot of what I hear from people like you so that I can send more content your way does that sound like your world at all cool oh by the way way I gathered our best content on Landing meetings and building pipeline into a document that's free so step number two the give there's a couple different ways that you can do this and let me open that on a separate tab so what I did is I put together a Google doc that has a best of all of our content that we've posted it's organized for leaders by topic so this is just a hit list of all of our best LinkedIn content podcast content Etc there's some tactical content in here here for reps now do you need to do something this in- depth Maybe not maybe what you do is you have a one-page PDF and it's got your four or five best pieces of content specifically for that Persona and what I would recommend is bite-sized stuff so if your company has case studies that aren't just pitching your company a ton but actually helpful if there's webinars where you guys have featured company experts it doesn't even have to be content that your company created it could be podcasts webinars white papers Etc of other content out there from non-competing companies that would be helpful for your prospect so this is a really great piece of content that you can do where hey I can share stuff with the prospect I don't even have to be the person that created it but you need to make sure that addresses common challenges that your prospects tell you in sales calls that you have with them so that's one of the first things that I do and usually what I'll do is get a lot of responses like this hey thanks for sharing that so that's step number two I need to give step number three is I want to invite and this is what that template looks like hey by the way we have a webinar coming up on this topic I'm sure you're too busy to watch it do you mind if I share a quick recap with you afterwards right and that's a little bit more about what that template looks like here so if you have something to invite the prospect to or something else that you think that they would find Value in checking out it could be a live event could be a webinar again it doesn't have to be one that your company hosts it could be a third party that you think would be really relevant the move here is how can I invite them to this and then offer to do all the heavy lifting for them and actually put in work to timestamp the email and all of this other kind of stuff I'll show you in a second to where you're not just inviting them to a webinar that's 1 hour that they're not going to watch you're going to follow up with them afterwards and that's the last step the convert step so this is an example and this would be something you probably would send through email once you confirm the email address hey here's a recap of the webinar highlight one highlight two we're helping a lot of other companies like yours in these areas open for a quick conversation to share more so that's the four-part framework here of I want to connect I want to give something a value right away ideally I want something to invite them to if you don't have a lot of that stuff you could skip that step but I really like having something to invite them to that your marketing team is creating that is actually good that you feel really good about inviting them to and the fourth step is convert you're going to follow up via email you're going to rec cap what you think would be valuable to them in that piece of content or that webinar then you're going to ask for a meeting so these templates you can get access to by checking out our LinkedIn magical pack which is linked in the description of this thanks for checking out the video comment below if you have any questions and would love to hear how this strategy works for you [Music]