This is working, big time, with several clients.
In a nutshell, it quickly creates and automates a value-added drip campaign from your sales reps directly to their prospects, customers and overall network. And once you get the process up and rolling, it all happens automatically.
When your reps get new leads, you first encourage them to connect with those prospects via LinkedIn. This assumes they have optimized their profile to begin with (more on how to do that here). But when those reps get new leads, encourage them to invite new prospects to connect directly via LinkedIn.
When they click the “Invite” button and they already are using a Business Pro or Sales Navigator premium LinkedIn subscription, they’ll just need to choose an association. Ask the sales reps to customize the invite message too, something like “Thanks so much for downloading a copy of our latest white paper, I look forward to staying in touch.”
My experience shows you’ll get a 60-70 percent acceptance rate, even with new prospects, using this strategy.
When your sales reps and prospects are connected via LinkedIn, they’ll see updates from each other via Daily Digest emails, the Activity stream on the LinkedIn home page, etc. And that’s where things get really interesting.
Work with each of your sales reps to set up a dlvr.it connection between your blog and their LinkedIn account. This works particularly well when your blog is focused on value-added content (not regurgitated press releases and company news).
With dlvr.it, each time your blog is updated, a headline and shortened link to the blog post is automatically posted as the sales rep’s “Update” in LinkedIn. And that update shows up in each prospect’s Daily Digest emails, on their LinkedIn home pages, etc.
So, by connecting directly with new prospects in LinkedIn and automating a blog feed via dlvr.it, your sales reps will essentially drive a direct drip campaign that accelerates awareness, trust, credibility and response.
Not bad.
