If you want to send qualified (and free!) traffic to your webinars, landing pages or other lead magnets you have online, there is no better method than LinkedIn lead generation.
With nearly 600 million members in 200 countries, and with 2 new members joining every second, LinkedIn is basically the world’s biggest Search Engine for B2B sales prospects.
Finding those ideal clients and customers is easy enough using LinkedIn’s built-in search engine.
The hard part, however, is knowing what to say to those people once you connect with them on LinkedIn.
I walk through the whole process in this video:
The video above walks through the single most effective script I’ve created to date when it comes to engaging and enticing your ideal prospects to check out your webinar or another piece of content you have ready to share online.
This script can also be tweaked to ask for time on the phone, a free consultation or similar activities if you don’t have a piece of content online that you want to direct others to.
Make sure as you watch and utilize the approach I outline in this video that you notice how it is not pushy, sales-y or spammy.
Why This LinkedIn Lead Generation Method Works
What I’ve noticed with LinkedIn lead generation efforts in recent months is that people are very wary of feeling “sold to” inside of their 1-on-1 messaging exchanges.
Also, even if you’re not coming on strong with a sales offer, people don’t appreciate you just assuming they want to see a link to your latest blog post or webinar.
Nor do they want to be interrupted with a request from you out of the blue to jump on the phone for a free consultation or something else.
Instead, they want you to ask permission before you offer them any type of content or consultative insights.
This is where the magic is!
Also, your prospects on LinkedIn are only interested (to paraphrase Dale Carnegie) in themselves – Morning, Noon and after Supper.
So if you have something to say, it needs to instantly talk about a benefit they want or offers to solve a problem they need a solution to.
Are You On Target?
Now, if you target the right type of prospects and match your messaging to appeal to that specific, niche audience’s desires, then their answer more times than not is going to be a resounding “Yes!” to your messages.
(In this video example, I’m targeting Business Coaches and Consultants. My goal is to get them to register for a free webinar on how coaches and consultants can use Automated Webinars to pre-qualify potential clients, book discovery calls and sell their services.)
Once you have that niche audience sorted and ready to send messages to using LinkedIn, you want to make sure your message will appeal to their specific desires and pain points.
What a LinkedIn Lead Generation Script Looks Like
As an example, here’s the script I send as a 1-on-1 message to Business Coaches and Consultants I connect with on LinkedIn:
Hi [NAME] – curious if you ever use automated webinars to pre-qualify coaching or consulting clients, book discovery calls and/or sell your services?
I work with a ton of Coaches & Consultants on the lead generation side, and have developed a way for my clients to use automated webinars to build their coaching or consulting practice without having to spend all day long cold calling, doing 1-on-1 coffee meetings or attending networking events.
If you’d like to see how the entire method works, just reply “YES” and I can send over a link to a free online training where I walk through the whole system.
(It’s a lot easier than you think!)
If you’re not interested, no worries at all.
How The Script Works
Now let’s break down the strategy behind this 1-on-1 message.
There are four key components to this script:
Part 1: You ask a question (“Curious if you ever …”) about a specific topic (“Automated Webinars”) and tie it to some specific benefits they want or problems they need solved. In the case of Business Coaches and Consultants, I’m tying the topic of Automated Webinars to the benefits of saving time by pre-qualifying potential clients, booking discovery calls and selling coaching or consulting packages online.
Part 2: You offer something of value (“If so, I have a free training …”) related to the topic and question you asked in Part 1. This could be a webinar, a blog post, an eBook or even a free phone consultation. The key here is that what you are offering is free and of value to your target audience.
Part 3: You ask permission (“Just reply ‘YES’…”) to share your content or information and give them a simple way to tell you they want to learn more (“YES”). Remember too, I’m not assuming these coaches and consultants will automatically want a link to my webinar. Instead, I’m asking them if they do. This makes all the difference!
Part 4: You don’t pressure them (“If you’re not interested, no worries at all…”) and give them an easy out if they’re not interested. Remember the long game! Even if the person isn’t interested in this specific message or topic, he or she might be the next time you send a note about something else. Keep it conversational, friendly and easygoing in tone, and people won’t feel pressured or pushed or “sold to.” That way, when you circle back again in a few weeks with another message about a different topic, they’ll be open to hearing about it.
The Follow Up
Now, if someone replies “YES” to the initial message I send, then I immediately send a follow up reply that gives the URL to my promised piece of content.
Here’s what I send in the case of Business Coaches and Consultants with my webinar:
Here’s a link to the free webinar: https://webinarsthatwork.net/coaching-webinar/
Can’t wait to hear your thoughts!
Note that my second message is short and sweet – I give them the URL to take whatever the next step is (read the blog post, go to the webinar registration page, etc.) and get out of the way.
With 1-on-1 messages like the one I’ve outlined in this video and post, I’ve found that sending around three of these types of messages per month to the same person is plenty. You should always offer something different in each message, and you should always spread it out so people are only getting about 2-3 messages per month from you.
If it’s been a few months, you can circle back to an earlier message you sent and try it again if the person never replied the first time.
The key to all of this is how you phrase things, and following the script and approach I’ve outlined here will work wonders in sending free, qualified traffic anywhere you want online.
Remember to use LinkedIn to first target the right audience, and then talk to them like I’ve outlined, asking questions, seeking permission and not being pushy.
If you do, you’re going to tap into the #1 LinkedIn lead generation method I see working these days!