Post by Morgan J Ingram

I was working with an SDR team in our last Sales Team Six workshop where they were sending 1 LinkedIn message per prospect which got crickets... Then I told them to do one thing that started 10 conversations the next day. Follow up. That's it. I know.. I know.. it sounds so simple. Yet I look back at a team's messages.. and see oh wait great messages are not getting a follow up. So.. nothing came back... people move on... Next prospect... Fresh message... Repeat. This is what I see 80% of the time when I work with AE/SDR teams. SDR/AE teams treating LinkedIn like a slot machine. Send one message and thinking it will hit the lotto. Which by the way I thought the same thing. So in the workshop I told them go back to every single prospect. Send a follow-up message with a different angle. • Make a video and send it • Send a screenshot based on an insight you found • A GIF message After that we saw 10 responses by the end of the week. Some no's... Several booked meetings... All from prospects that they thought wrote them off. Think about it like baseball. Your reps are stepping up to the plate.. taking one swing.. and walking back to the dugout. In baseball you get 3 strikes before you are out. LinkedIn is the same. Strike 1: Your fastball. Lead with something about THEM. Specific. This is the swing most reps already take. Strike 2: The change-up. Switch format. Written message first? Ok now let's send them a voice note or video with different messaging. Strike 3: The slider. Try a simple GIF to make it funny so the prospect engages. So moving forward every single SDR team should be focusing on.. 3 attempts per prospect then you can move on. Mixing this with email.. phone.. will make this even more impactful. Being pleasantly persistent is the name of the game. P.S. Sales leaders.. if your team is sending one message and moving on and you don't have a proper LinkedIn system.. you might be leaving pipeline on the table every single week. This is exactly what we fix inside Sales Team Six. DM me ST6 if you've been wondering your reps more magnetic through their LinkedIn outbound efforts.