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:
- Continuing a conversation after a prospect has responded
- Being more engaging on LinkedIn
- Scaling LinkedIn results – even across multiple profiles
Setting the scene
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.
How do you pivot that response to get what you want and achieve your call to action?
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:
- Make conversations natural and genuine - so when you ask for a meeting, it’s the obvious next step
- Allow you to qualify further by using open ended qualifying questions
- Creates a level of trust and builds rapport quickly
- Allows for an easier way to ‘Ask’ for your call to action
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.”
- Acknowledge the response -
- “Yes, absolutely, totally agree”
- Next, add additional context to the prospects reply -
- “Totally agree, social media engagement is a crucial element for sales and marketing teams.”
- Then, PIVOT the conversation to the next Objective, Call to Action or Question -
- “Totally agree, social media engagement is a crucial element for sales and marketing teams.”
- “Out of curiosity, who do you think is leading the market for social engagement tools on LinkedIn?”
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.
- Automated campaign from Dux-Soup Turbo…
- The Prospect responds back and the campaign stops…
- It’s now time to manually respond, using a pivot. This prospect responded with quite a lot of information which can happen if you use really engaging questions to the right audience. This pivots to a meeting, with a soft ask….
- The pivot achieved a ‘yes’!
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!
- Make it as easy as possible for the prospect to take a meeting
- Don’t send out a block of times
- Try not to use Calendly or other meeting links
- Ask for their email and book the appointment blindly.
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.
- Reply to the prospect with…
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.
- It’s quick and easy for the prospect to type their email and send it straight back
- You reply confirming the date and time you’ve chosen and what they can do if that time slot doesn’t work.
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.
Scaling your Outreach with Dux-Soup
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:
- You’ll want to use multiple different Google Chrome profiles, plus an associated email for each.
- Use Calendly to manage the profile of your boss or someone else. When the prospect says ‘yes’ to a meeting; you set up the meeting and give the link to your colleague having the meeting.
- Does the person you are setting up these meetings for actually have time in their schedule?! If their calendar is full, or their availability is uncertain Scott suggests you go ahead and set up the meeting and include other members of the team. If they haven’t been able to free themselves up when the time comes, send a message from their email and let the prospect know “I’m running late, but you’re in good hands with my team.”
- Every message will be different and will depend on the persona of the prospect. Consider the tone of the email and base it on who you are acting as, and who you’re reaching out to. Check out Scott’s first webinar where he covers this in more detail How to go from 0-350 sales appointments in 3 months!
- When you get a couple of responses to a campaign, meet with the person you’re managing this for. Craft out your responses together so you understand how they speak and this will enable you to mimic them more effectively.
Awareness of your entire Dux-Soup strategy
- “Dux-Soup is a beautiful tool”, says Scott. At the same time (to quote Spiderman!), “With great power comes great responsibility”. Tread lightly and know what the best Dux-Soup tool will be for the job.
- Remember - Dux-Soup is a tool and not a service that will do everything for you!
Enrolling versus Visit and Connect
There are different tools for different jobs…
- Enrolling - You can control the number of people you want to enrol with the ‘set and forget’ approach. However, enrolling people still requires organization and awareness. Do your due diligence at the start and check the list is correct and the content is accurate, as any changes will create more work down the line.
- Visit and connect - This is a more controllable approach. If you do need to make changes after you’ve launched you can stop it, pull the pending connections and the damage will be minimized. However the stop and start to ensure success takes more time to monitor.
- Use Sales Navigator lists as much as you can to keep organised.
- Use Sales Navigator Teams (Advanced) search functionality to include or exclude account lists and searches. The Advanced version allows you to share lists within your organisation.
Want to listen to the Q&A with Scott?
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:
- Is there a certain time of the day that works best when you book blindly?
- What is the ideal length of the initial meeting?
- When there isn’t a response to the first question, what’s the follow-up strategy?
- Why are dummy chrome accounts necessary for managing multiple LinkedIn accounts?
- What are the risks of being blocked by LinkedIn?
About our guest presenter - Scott Wright
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.