Using LinkedIn For Targeted Outreach And Lead Generation
October 9, 2024 - 25 minutes read - Contributed Posts, LinkedIn, LinkedIn TipsLet’s face it: simply sending “Hey, just want to connect” on LinkedIn isn’t going to get ‘qualified’ leads anymore. With over 67 million companies on this platform, only 2-12% of industries know how to convert their outreach into leads. To laser-focus your campaigns without coming off as too sales-y, targeted outreach is what you need.
In this article, we will help you find high-value prospects on LinkedIn where you can send personalized outreach. After reading, you will find it easy to build rapport so you can attract quality leads that fit your ideal customer profile.
Let’s get started.
What Is Targeted Outreach?
Targeted outreach is all about connecting with people who genuinely show interest in your products or services. Instead of reaching out to everyone, you focus only on those who are more likely to say “yes” to what you bring and offer.
If you are wondering if targeted outreach is really worth it, here’s how it can help you:
– Avoid spamming potential leads.
– Boost conversion rates by up to 30%.
– Prioritize outreach quality over quantity.
– Reduce customer acquisition costs by 30%.
– Achieve 30% open rates and 50% click-throughs.
Still unsure whether to opt for a targeted outreach approach? Well, this marketing tactic works across all industries—from e-commerce and healthcare to real estate and tech brands. No matter what business you are in, you can tailor your outreach to drive more targeted conversions.
6 Steps To Implement Targeted LinkedIn Outreach
Create a 1-week plan to implement these 6 steps into your LinkedIn outreach routine and highlight the tools and resources you need to make it work as expected.
Step 1: Create a High-Impact Thought Leader Profile
LinkedIn profiles with professional headshots receive 14x more profile views and 36x more messages. Use this as your first impression potential connections and clients will have of you, so make sure to optimize your profile before reaching out to your target leads.
Here’s a rundown of how you can make it:
I. Write a Professional Headline
Your headline is your 5-second pitch. Make this a spot to showcase what you do and how you help businesses. As a rule of thumb, keep it ideally below 120 characters. Potential clients or connections should quickly understand the value you bring to help them know if you have the skill sets they are looking for.
To help you stand out, here are the key aspects you need to do:
– Clearly state who you are, what you do, and whom you help (ex. “I help tech founders scale from $1M to $10M with strategic B2B partnerships.”).
– Mention the role and skills you excel at, and make them clear and specific (ex. “Digital Marketing Specialist | Helping Brands Grow With Targeted Strategies”).
– Highlight your key achievements or metrics to support your expertise, like “I scale up to 200% ROI for top B2B sales outsourcing companies, like Genius and Leadium.”
II. Make Your LinkedIn Profile Picture Eye-Catching
Before anyone reads a word in your profile, they will look at your photo. A quality profile can create a quick, positive impression and set the tone for how others perceive you. To make sure it stands out, use a clear, high-resolution image that reflects your professionalism.
You don’t necessarily need to dress in overly formal attire—just stay casual and appropriate for your industry. What’s more important is that your face should take up about 60% of the frame to make sure your facial features are easily seen and make your profile more inviting. For the best fit, set it to at least 400 x 400 px. See the image above for a great sample.
III. Position a Compelling Summary
This section can make or break someone’s decision to connect with you. Instead of simply outlining your career history, pitch your expertise with enthusiasm. Tell about your passion, goals, and why others should engage with you.
You can do this by following these key steps:
– Use a strong opening line that grabs attention (ex. “I believe in transforming complex ideas into simple, impactful solutions.”)
– Craft your Unique Value Proposition (USP)—how you solve specific problems. Here’s a sample: “I help e-commerce brands streamline their sales funnels and boost conversions by up to 30% within 3 months.”
– Give a brief overview of your achievements. Example: “I helped over 50 startups refine their go-to-market strategies and grow their revenue by 200% in 2 years.
– End with a Call to Action (CTA). For example, you can say, “Let’s connect to boost your B2B lead generation efforts by up to 20% today.”
IV. Highlight Your Experience & Skills
Telling about your experience isn’t enough—you need to show how you made an impact. Profiles that include their skills get 13x more profile views than those without.
To get started, pin your top 3-5 skills or strengths that are most relevant to your audience. Don’t forget to add your education to be credible. You can reach out to your previous clients or colleagues to endorse your achievements and help build your authority.
V. Ask for Recommendations From Past Clients
LinkedIn recommendations act like mini-testimonials from people who worked with you. They let your potential connections know about how you work and what it’s like to collaborate or team up with you. To make the most of those recommendations, you can ask your former clients to give you thoughtful reviews and mention a particular project you achieved together.
Step 2: Build Your Ideal Customer Profile (ICP)
An Ideal Customer Profile (ICP) describes the type of customer who will benefit the most from your product or service. Use your ICP as a roadmap to avoid wasting time and resources on prospects who are not a good fit. Since they are most likely to benefit from your products or services, they will likely stick around and drive meaningful engagement.
To get started, identify your target demographics. Use LinkedIn’s search function or use the LinkedIn Sales Navigator tool to look for their age, location, industry, income, relevant keywords, and purchasing habits. These data points can narrow down your focus and easily help filter through LinkedIn’s user base.
Step 3: Use Advanced Market Research Tactics To Identify Prospects
With more than 1 billion LinkedIn members in 200+ countries and territories worldwide, using an advanced search helps you filter potential clients who truly fit within your ICP.
Here’s how you can do it:
– Narrow down your search based on industries and specific job roles.
– Refine by company size to make sure that the businesses you target have the capacity to benefit from your offerings.
– Filter by location to find and connect with LinkedIn prospects in your local area. Combine geographic filters with industry and job titles for hyper-specific targeting.
– Filter your connections for 1st, 2nd, or 3rd degree. This is helpful if you want to target prospects who are already connected to people in your strategic networking, which creates warmer connections.
Use filters for company sizes: small businesses (11-50 employees), mid-market (51-200 employees), or large enterprises (500+ employees) to focus on prospects that align with your resources and needs.
Step 4: Run Your Targeted Outreach Marketing Strategies
Keep in mind that a well-planned outreach marketing strategy is about them (the business), not you. So, instead of just talking about what you can do, focus on how you can help them with their specific problems. Show them you understand their challenges and that what you are offering is exactly what they need.
Here’s how to make your messages pop:
– State your purpose in the first sentence.
– Highlight mutual connections or shared experiences.
– Use their first name and mention their company or role.
– Reference something specific about their background or interests.
Here are templates you can use:
Cold Outreach: “Hi [First Name], I came across your profile while looking for innovative companies in [Industry]. At [Your Own Company], we help businesses like yours reduce downtime by 25% through our advanced CRM solutions. I’d love to share how we helped similar organizations. Would you be open to a brief chat next week?”
Follow-Up: “Hi [First Name], I hope you’re doing well! Just wanted to check in on my previous message about [Value Proposition]. I’d love to set up a quick call to discuss how we can help you achieve [Desired Outcome]. Looking forward to hearing from you!”
Value-Based: “Hey [First Name], I recently came across this [Case Study/Report] and thought it might be helpful for [Company Name]. It covers [Pain Point] and solutions other companies in your industry are implementing. Let me know if you’d like more details.”
Note: Follow-up messages boost response rates by 18%. So if you don’t hear back after 1 week of your initial message, don’t hesitate to send a friendly follow-up.
Step 5: Execute Your Campaign Using Email Sequences
Instead of relying on a single message, implement a multi-touch sequence to engage with your prospects over time. A multi-touch sequence is a fancy way of saying that you don’t try to connect with someone just once and hope for the best.
You can do this by reaching out multiple times in a friendly way. Start by sending a connection request, follow up with a quick thank-you message, and then slowly share helpful info without being pushy. It’s all about building a relationship over time.
To help you out, here are the sample email sequences:
I. Connection Request
“Hi [Prospect’s Name], I came across your profile and noticed your work in [specific industry]. I’m really impressed by [something specific about their profile]. I’d love to connect and share insights about [common interest]. Looking forward to connecting!”
II. Thank You Follow-Up
“Hi [Prospect’s Name]. Thank you for connecting! I appreciate it. If you’re open to it, I’d love to hear more about your experiences with [specific topic]. Let’s keep the conversation going!”
III. Value Offer
“Hi [Prospect’s Name], I hope you’re doing well! I recently came across an article on [relevant topic or trend] that I thought you might find valuable. [Include a brief summary or key takeaway]. Would love to hear your thoughts on it!”
IV. Non-Intrusive Engagement
“Hi [Prospect’s Name], I wanted to check in and see how things are going with [their recent project or area of interest]. If you’re facing any challenges, I’d be happy to share valuable resources or insights that might help. Let me know!”
V. Soft Pitch
“Hi [Prospect’s Name], I really enjoyed our discussions and thought it might be helpful to explore how my expertise in [your service/solution] can support your goals at [their company]. Would you be interested in a brief chat about our potential collaboration?”
Step 6: Follow Up & Nurture The Relationship With Your Leads
The truth is that 80% of leads don’t respond to the first message. But that does not mean they are not interested. Usually, it takes them at least 5 follow-ups before they engage in a conversation. A follow-up shows genuine interest that can set you apart from others who give up after the first attempt.
However, the right timing is vital in this process.
Too soon might come across as sales-y, and too late may have already forgotten about your initial email. A rule of thumb is to follow up after 7-10 days. Be sure to share something of value each time you reach out, like a useful resource or industry insight.
Tracking your media outreach efforts is just as important as the outreach itself. It lets you know what’s working and where you need to improve. The KPIs to consider include:
– Response Rate: The percentage of people who reply to your messages.
– Engagement: Are your messages leading to meaningful conversations?
– Conversion Rate: How many of your connections turn into clients or partners?
3 Best Examples Of LinkedIn Outreach Efforts To Learn From
For each example, consider your target audience and how you can tailor your content approach and tone to better connect with your specific LinkedIn prospects.
A. Personalized Connection Request
If you are scrolling through LinkedIn, don’t just hit ‘connect’—take a moment to craft a message that shows you genuinely admire the other person’s endeavor.
Here’s what you can say:
Hi [Name],
I hope you’re doing well! I came across your profile while researching [specific area related to their work], and I was truly inspired by your work at [Company or Project].
Your insights on [about their work or a recent post] really resonate with me, especially how they relate to my career-building goals.
Would you be open to connecting? I’d love to learn more about your experiences!
Best,
[Your Name]
B. Follow-Up Message
So you’ve successfully connected with someone, but you don’t stop there. A few days later, you send a follow-up message to keep the conversation going:
Hey there [Name],
Thank you for connecting! I appreciate it. I like your recent post about [mention a specific post or topic they discussed], and it makes me think about [briefly share your thoughts or insights related to their post].
If you’re open to it, I’d love to chat more about your experiences and any advice you might have for someone looking to [mention a relevant goal or aspiration you have].
Talk soon!
Warm regards,
[Your Name]
C. Offer Quick Value Chat
To deepen the relationship, reach out with an offer of value to showcase your expertise while inviting a meaningful discussion and connections of up to 10+ requests/day. Here’s a sample:
Hi [Name],
I hope this message finds you well! I came across your profile while exploring a sales consultant in [specific industry or area] and was impressed by your work at [Company]. Your approach to [specific customer service strategy] is quite inspiring.
I recently wrote a brief article on [topic related to their industry], which I believe aligns with your interests. If you’re open to it, I’d love to share it with you and hear your thoughts about it. I look forward to connecting!
Best,
[Your Name]
3 Common Challenges In LinkedIn Outreach & Ways to Overcome Them
For each challenge, consider how you can adapt the suggested solutions that fit your industry to improve your collective LinkedIn outreach efforts.
A. Low Response Rates
One of the biggest challenges with LinkedIn outreach is getting a low response. Many messages go unread or ignored, which makes you wonder what went wrong.
So, what can you do about it?
– Personalize your messages. Avoid using generic templates. To grab their attention, mention something specific about the person or their work.
– Keep it short and engaging. Long, wordy messages can be daunting. Aim for concise, value-driven content that gets straight to the point.
– Send follow-ups. Don’t give up after just one message. Many people respond after receiving a second or third follow-up, so it’s worth the effort.
B. Getting Stuck in the Sales Trap
Jumping straight into a sales pitch is a common mistake that turns potential leads away. People want to build relationships, not feel like they are being sold to right away.
To help solve this issue, offer your value upfront. Share helpful content, insights, or tips related to their industry without expecting anything in return. This is a great way to build rapport as you start a friendly conversation that catches their interest.
Once you manage it well, time your pitch carefully. Wait until you establish trust before introducing any of your sales pitches. An example of the pitch you can use is the GTM sales strategies—practical tactics on how you roll out your product, connect with the right people, and build momentum to drive more sales.
Let’s say you run a company that sells premium supplements, like these multivitamins from Green Supply. To reach more customers using LinkedIn outreach, you need to research first who you’re talking to instead of pushing for a quick sale like, “Buy our multivitamin gummies now for a healthier life!” This approach does not build trust right from the start.
With that, you can tweak that message with:
“Hi [Name],
I’m impressed by your commitment to promoting holistic wellness and sharing valuable health insights here on LinkedIn. It’s inspiring to see someone dedicated to living a healthy lifestyle!
You might also find our new strawberry-flavored multivitamin gummies at Green Supply a great addition to your health regimen. They are gluten-free, non-GMO, and allergen-free, which makes them gentle on your system.
Would you be open to a quick chat about how our gummies can boost your health? I’d love to share how we can help you on your wellness journey. Let’s connect!”
Best,
[Your Name]
C. Managing Multiple Conversations
As your outreach expands, track responses and follow-ups to make sure you don’t miss any opportunities and maintain consistent communication with your leads.
Here’s how you can stay organized:
– Use the LinkedIn Sales Navigator with your sales teams to connect with potential clients, engage in meaningful conversations, and manage their sales pipelines.
– Set up a follow-up schedule to organize your outreach efforts and establish specific timelines for following up with leads.
– Keep notes on each prospect. Make brief notes about your discussions and make it easier to personalize your future interactions.
Conclusion
Now, it’s time to send targeted outreach. As you implement the steps above, think about how you can personalize your messages to naturally engage with your leads. What special value do you want to bring so you can get a 90% response rate on LinkedIn?
Here at Mod Girl Marketing and Luminetics, we know how effective LinkedIn is when using it for targeted outreach. To be successful with your LinkedIn outreach you must have an optimized profile and our Lumi LinkedIn profile builder will help you revamp your profile in under 5 minutes and it’s included in our LinkedIn Profile Profits program.
Author Bio:
Sarah Mitchell is a freelance writer dedicated to producing premium blog content for entrepreneurs and SMBs. Her work helps them streamline their content marketing and you may recognize her name from platforms like Hubspot, Outbrain, Flippa, and many more. Gravatar: burkhard@heynovum.co
Tags: Linkedin, LinkedIn Outreach, linkedin profile, LinkedIn Tips, Targeted Outreach
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