096: How to generate leads on Linkedin - Part 2

This is part 2 in our 3-part series on LinkedIn lead generation.

In this episode, we’re going to dive in on how to use outbound connection requests to generate leads and conversations on LinkedIn.

With my new service, Lead Cookie, we generate leads for our customers on LinkedIn. We’ve had some people who literally told us they need us to stop, because we were generating more leads than they could handle.

If you don’t have time to optimize your LinkedIn profile and use all its capabilities to generate leads, find us at LeadCookie.com.

Narrow Down with a Boolean Search

Go to LinkedIn Sales Navigator and get crystal clear on who your target customers are. Using this tool, you can use a Boolean search to target management roles in the industry you want to target. You can really nicely refine who you want to connect with.

See my post on LinkedIn tricks or Google Boolean search cues to learn more about how to use them, and then build a detailed search for your prospects. Getting this built is step one.

Make Connection Requests

Once you have your search narrowed down, you’re going to send 100 connection requests per day. I don’t necessarily personalize every single message, but instead use a more mass approach. This can work with the right script.

Here’s what I use: Hey [First Name], I was browsing around interesting people in the [ your industry] and stumbled on your profile. I’d like to connect and learn more about what you do.

Casual, simple messages have gone a long way in having people connect and engage.

In these requests, make sure you have a signature with your tagline. That positioning statement will drive your request home.

While you won’t be directly pitching, you’ll see people connect and ask more about what you do. Just doing this, you’ll generate leads on LinkedIn.

Drip Messages to Engage

At Lead Cookie, we take this even further and drip messages over time. After they accept the connection, we’ll send them a message thanking them for connecting and let them know they can contact you to learn more.

After that, you can drip useful content that talks about their niche and what they’re focused on. A week after that, make the ask. 

The key is that we’re not being salesy. We’re putting ourselves out there in a casual way.

While this wouldn’t work through cold email, it works through LinkedIn.

This is a simple approach to outbound connection requests, and the quantity of leads from this has been incredible. While optimization is the foundation, this step is where the power is.

With the next episode in this series, we’ll dive into what you need to do when people respond. LinkedIn is a unique platform where a lot of people will respond with a conversation. How do you turn a conversation into a paying client? Check out the next episode in the series.

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