LinkedIn Marketing
The Fastest Way to
Get New Clients
Edgemont Strategies
WARNING:
With most things in life, “one-size-fits-all” approach doesn’t always work.
This LinkedIn marketing strategy is best suited for Marketing Agency
Owners, Software Development Agencies, Consultants, Coaches, Advisors
and other Professionals selling high value goods or services.
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Why Linkedin?
Chances are no matter who you are looking for - they are already on
LinkedIn. LinkedIn is the largest social business network in the world and
this platform makes it easy to search, find and connect with your ideal
clients online.
The Fastest Way To Get Clients?
Within LinkedIn, you can connect, message and start conversations with
your ideal prospects almost immediately. Connecting with and having
conversations with decision makers all over the world has never been easier
or faster.
Best of all, LinkedIn supports advanced searches on its ½ billion users
making it faster to laser target and connect with your ideal clients with ease.
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Step 1: Define your Ideal Client
What makes “The Fastest Way to Get New
Clients” strategy so effective is the laser
beam precision matching your messaging
to your audience.
The first step is defining your ideal client.
To do so, define the following:
● Type of Industry
● Location / Geography
● Title of Decision Maker
● Size of Company (# of Employees)
● What industry do they operate in?
● Type of Company (LLB, C-Corp)
Not yet clear on who your ideal client should be?
Take a look at your biggest clients, past and present. Which ones did you
like working with the most? Which ones generated the largest revenue? Use
your past client profiles to help define your ideal client.
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Step 2: Searching LinkedIn
Now that we have identified your ideal client, let’s search for them using the
advanced search feature on LinkedIn. This is a subscription service offered
by Linkedin called: LinkedIn Sales Navigator
Do the search results show the type of ideal clients you are looking for?
Does the search need to be refined. When you are happy with the results,
move to the next section.
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Step 3: Crafting “Expert Statement”
Before we can start reaching out to these prospects, we need to craft the
messaging. The first part of the messaging is the Expert Statement. The
expert statement is one sentence that describes who you help and how you
help them.
This is where the laser focus in your messaging comes in:
I help {ideal client} to {achieve benefit}
Consulting Examples:
-commerce companies t o add 10-30% in revenue in 90 days with s trategic email campaigns.
I help E
olorado Businesses, Nonprofits and Start-Ups to generate massive sales through video.
I help C
etail Companies t o i mprove results with employees, sales, & consumers by using behavioral
I help R
economics best practices.
I help Health Care Owners t o Generate More Patients with Video Marketing
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Step 4: Niching Down
Where possible, niche your expert statement down to a deeper level of
specificity.
I help Businesses get More Customers i s very high level.
Let’s take that down to a deeper level...for example:
I help Online Businesses g
et More Customers Online →
I help Online Flower Shops get M
ore Flower Customers Online →
I help Online Flower Shops get M
ore Wedding Customers Online
If you were the owner of an online flower shop that specializes in custom
wedding orders, which messaging would you prefer?
- I help businesses get more customers, or
- I help online flower shops get more wedding customers online
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Step 5: Writing the Value Offer
The value offer is content within your messaging that offers value to your
potential client.
This can include:
- Link to a LinkedIn Article you wrote
- PDF or helpful information
- White Paper / Online Video
The value offer is something of value you give to your potential client with
no expectation of anything in return.
A short 500 to 700 word article published on LinkedIn that helps to illustrate
the situation the client is experiencing and a potential solution (you offer) is a
good formula to start with when testing and developing your value offer.
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Step 6: Campaign & Sequence
There are two main sequences we use for our clients:
Direct Sequence (Fast):
You will get responses within 24 hours of using this approach:
1. Connection Request
2. Thank-You Message + Expert Statement (within 15 minutes)
3. Followup (3 days later)
or
Standard Sequence:
You will get responses within 2 days of using this approach:
1. Connection Request
2. Thank-You Message (within 15 minutes)
3. Expert Statement (1 day)
4. Follow Up Question (3 days)
5. Value Offer #1 (7 days)
6. Value Offer #2 (30 days)
Alternatively, you can use a variation of the two above.
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Direct Sequence (Fast):
1. Connection Request (immediate):
Hi {First Name},
It looks like you have an impressive background in {Industry}!
I’m always looking to grow my network and thought it made sense for us to connect. {First Name}, if you’re
open to it, lets connect.
Owen
2. Thank You Message (within 15 minutes):
Great! Thanks {First Name} for connecting. It’s a pleasure to connect with you.
Just to quickly introduce myself -- I {EXPERT STATEMENT}.
{First Name} just curious if that is that something you need help with? If not, I’m still glad we connected and
look forward to following you here on LinkedIn.
Have a great one,
Owen
3. Follow Up Message (3 days later):
Hey {First Name},
I never heard back? If I may ask, are you {state problem client has}?
If you’d like help with this, I’d love to share with you my {brand name} {product/service/system} with you. If
so {First Name}, what does your calendar look like over the next few weekdays for a quick 10-minute chat?
Let me know a couple of dates that work for you?
Owen
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Standard Sequence:
1. Connection Request (Immediate):
BASIC MESSAGE:
Hi {First Name},
Looking to connect with other successful business people.
Owen
ADVANCED:
{FirstName},
Looking to network and connect with other successful business people in the {industry} space.
I’m always looking to grow my network and thought it made sense for us to connect. If you’re open to it,
lets connect
Regards,
Owen
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2. Thank You Message (within 15 minutes)
BASIC MESSAGE:
Thanks for connecting
Owen
ADVANCED:
Thanks for connecting {First Name}. It’s a pleasure to connect with you. Glad we connected and look
forward to following you here on LinkedIn.
Have a great one,
Owen
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3. Expert Statement (1 day):
The objective of the expert statement is to in one sentence determine if the
prospect is interested in your offer and if so, offer an opportunity to discuss
further (schedule an appointment):
Hi {FirstName},
Just to quickly introduce myself, I help {EXPERT STATEMENT}.
{First Name} just curious if that is that something you need help with? Either way, still glad we have been
able to connect and looking forward to following your success here on LinkedIn.
Have a great one,
Owen
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4. Follow Up Question (3 days):
The follow up question is simply to follow up with the prospect to ask if they
have received your message.
{First Name},
I never heard back? If I may ask, are you {state problem client has}?
If you’d like help with this, I’d love to share with you my {brand name} {product/service/system} with you. If
so {First Name}, what does your calendar look like over the next few weekdays for a quick 10-minute chat?
Let me know a couple of dates that work for you.
Owen
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5. Value Offer (7 Days, 30 Days):
If you are planning on running an awareness campaign (long term
campaign), it's important to ensure that every contact you have with your
potential client offers value. LinkedIn articles which describe the clients
issue and solution to that issue is a great methodology to test and refine
your messaging for your target audience.
The value offer should look something like this:
STANDARD:
{FirstName},
Thought you might be interested in my article about {issue} and {how it solves problem}:
https://www.linkedin.com/pulse/article1/
Thanks,
Owen
Alternatively, value offers can include free consultation or assessment,
PDF’s and whitepapers and any other offering that can add value to the
prospect. Additional follow up value offers can be added to the campaign
every few weeks to help keep you top of mind with the prospect.
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Step 7: Update Your Profile
Your LinkedIn profile is the goto place for people (and potential clients) to
learn more about you and it forms their first impression of you.
Make sure your LinkedIn profile is professional and includes the following:
Most Importantly:
- Professional Photo (smiling)
- Clear Headline
- Call to Action in the Description
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The Perfect Strategy to Test New Markets & Products
If you are considering reaching out to new markets or looking to sell new
products or services, this is an excellent marketing strategy to test your
market assumptions, branding and messaging.
Additionally, if you are a coach, trainer or have the ability to cater your
product or offering to a specific audience, this is also a great marketing
strategy to help you customize the perfect offering for your ideal clients.
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Done for You
Does this sound like too much work for you?
Fortunately, we offer Done-For-You LinkedIn Outreach where we take care
of all these details on your behalf so that you don’t have too.
This includes helping you to define your ideal client, craft your expert
statement, offer of value as well as write, launch and maintain the campaign
so the only thing you need to worry about to taking the sales calls.
Just want to focus on closing sales? Let us handle your LinkedIn Outreach.
To learn more, schedule a call with me: www.EdgemontStrategies.com/apply
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