formula for successful social selling: maximizing your outreach
TRANSCRIPT
Lindsey Boggs Director of Inside Sales & Operations
SmarterHQ
Formula for Successful Social Selling:Maximizing Your Outreach
My Background
Topics
3 Key principles to successful InMails
How to track success
Sales Navigator features
Lead Builder
Empowering sales organizations through LinkedIn
WhatNow?
FirstSales Job
84%
87%
50%
• 300salesemailsperday• 1-5InMailsperday• InMailsgotopersonalemail–treataspersonalemail• Re-InMail.3-7Re-InMailstogetresponse.• 3P’s:Personalize,Persistence,Patience
Be the 1 in 300
Key Principles for Successful InMails
• Personalize• Buildaconversation• Keepitshort–oneswipe• Nurturesocially• LeadBuilder
Breaking it Down: Successful InMail Example
Successful Subject LinesZero mutual connections, zero similar interests and zero things to relate to them: • Big fan of X company / Connect next week? • Have been following your career / would love to connect • (Find an article of them online and mention the article) ex: ‘Congrats on being top 50 women in
Forbes’ • (Quote them in an article that you found them in) ex: ‘Marketing spend up 15% from last year,
saw your quote’
Subject lines where you have mutual connections:• Referred by X person / Connect? • Several mutual connections including X person / Connect? • Over 20+ mutual connections / Connect? • In town first week of June / Coffee or Lunch? • Several mutual connections / Customers include Bloomingdales and Finish Line
How to Track Success
Nurture Socially with Sales Navigator Accounts & Leads
• “Like” their content
• Comment on content
• Follow companies
• Daily/Weekly emails for changes in companies and prospects
• Post YOUR company’s content
• Publish articles!
Weekly UpdatesSuggestions on other prospectsVery specific criteria
Lead Builder in Sales Navigator
• Visualization of who you are; a person, not just a name
• Personal / Mutual connections
• Different inbox; a break from ‘work’
• Similar interests
• Better inbox rate / can’t go to spam
• Building relationships that last
InMails > Emails
• Empower by doing
• 3 P’s: Personalize, Persistence, Patience
• One scroll rule – no one wants a thesis!
• SHARE your successes with each other; #sharingiscaring
Empowering Your Sales Development Team
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