Do you want to know how to book 100 appointments a month via LinkedIn? We KNOW you do!!
In his second webinar with us, Scott Wright, Dux-Soup Turbo user and Founder of AMPED Marketing, shares his winning formula for turning connections into customers in what he calls ‘The art of the Pivot’.
To hear first hand how Scott successfully uses LinkedIn automation to close deals, and the simple, yet powerful techniques he uses, head over to the Dux-Soup channel to watch the full recording ‘How to book over 100 sales appointments in a month on LinkedIn’.
The session was so crammed full of practical tips and real-life examples, we couldn’t resist turning his genius into a pocket-sized blog too! So, to discover just how Scott achieves 100 appointments a month, keep on reading to explore Scott’s (not so) secret formula to:
In his first webinar with us in 2021, Scott talked us through what he calls the ‘Art of the Approach’ - the formula guaranteed to successfully connect you with new prospects. (To recap his principles you can watch the first webinar, or take a look at the corresponding blog How to go from 0 to 350 sales appointments in 3 months).
In this session, Scott now moves on to what happens when you get a response.
Remember - Social not sales
Just like Twitter, Facebook and Instagram, LinkedIn is a social media platform not a sales platform, it’s meant for your professional network. You’re probably using LinkedIn to look up an ex-colleague, to change your job title or share an article - well, that’s how others will be using it too. When you’re messaging, treat prospects as you’d like to be treated and be conversational in your approach. In general, people don’t like to be sold to, but they do like to network and make connections.
Scott offers a couple of great examples of how to / not to communicate when sending your connection requests.
An introduction to Pivoting
Pivoting is the technique of enticing a response and guiding a conversation to your desired outcome using engaging questioning or topics, ideally in a conversational format
Put simply, if you talk to someone at a networking event or a party, it’s always important for you to be more interested in the other person, than for them to be interested in you. You can control the conversation by asking engaging questions and putting forward topics that entice a response and keep the conversation going.
This approach can be implemented in your Dux-Soup drip campaigns, or in a reply to a prospect.
Implementing the pivoting technique will:
Pivoting - Structure
Let’s look at the framework with an example Scott shared:
You’re selling Dux-Soup and reaching out to the VP of a marketing of a company. You ask “How important is social media?” and they say “social media is crucial for sales and marketing teams to utilize.”
This last question is crucial…
The back and forth conversation is essential - even if they say no to you now, you have the connection and will now be able to prospect to them at some point in the future.
To listen to the Pivoting Structure examples in full go to 13:12 mins of the recording.
Pivoting Example #1
Scott shared with us a real-life example of a conversation Amped had with a client.
The Dux Soup user was a VP of Marketing at an art executive consulting firm. Their targets were sales leaders who landed in new roles in the last 90 days. The LinkedIn prospect was the VP of Global Sales for an American multinational technology conglomerate corporation.
Avoid Scheduling Hell
Once the prospect has said “yes”, how do you move to the next stage of scheduling without them going quiet? Here are Scott’s winning tips!
Data shows they are more likely to send their email straight away while they’re in the conversation with you. So go ahead, book a time at your convenience and send the invite out.
With this approach you’re not introducing a new medium that takes them off the LinkedIn platform and into somewhere else, and you’re not trying to write out a long list of times for them to spend more time checking against their calendar.
For another great example of a real life conversation demonstrating how you can use Dux-Soup to have a genuine conversation, go to 28:24 of the webinar recording.
When it comes to using multiple profiles, Scott shared a few of his personal tips…
When you’re Managing outreach for others, here are a few things to consider when you’re setting up your environment:
Awareness of your entire Dux-Soup strategy
Enrolling versus Visit and Connect
There are different tools for different jobs…
Scott loves taking questions and handed over a full 20 mins to the audience listening live. If you’d like to hear what was said go to 47:24 mins of the webinar
Here’s a small sample of the questions discussed:
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Scott Wright is the Co-Founder and COO of AMPED Marketing, based in California. The company launched in 2020 and works with start-up businesses and small to medium sized enterprises (SMEs). Assisting businesses with their go-to-market strategy, AMPED has already helped clients to generate several million dollars in revenue - and all without a single cent of investment.
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