I have an unhealthy obsession with LinkedIn.

By Troy Munson

About 2 years ago, I developed an unhealthy relationship with LinkedIn. I was selling Martech and my ICP lived on LinkedIn so I decided to use it as one of my main channels to generate pipeline. After being active daily and hitting my groove, I’ve found out how to book meetings and create conversations every single week. Now, I’m here to share it with you.

^{Here’s what you’re in for:}

• My LinkedIn Workflow

• What I do to create conversations

• An example of the value-led approach

LFG.

For starters, use some sort of social selling tool to automate a lot of this. K thx bye <3

My LinkedIn Workflow

8am: Send out 25-30 connection requests to your ICP using SalesNavigator. I do not add a note to the request unless I know them or was referred to reach out to them.
8:30am: View & comment on recent posts from your lead list. The best way to do this is to create a massive lead list in SalesNavigator and filter the dashboard to only that list.

Here’s how to comment at scale:

9:00am: DM everyone that accepted the request yesterday (on LinkedIn, not SalesNav)
9:30am: Follow up with everyone you sent a message to the previous week. (on LinkedIn, not SalesNav)

Now, your morning workflow is complete by 10:00am. When you do this for 2-3 weeks, you’ll notice that you’ll be messaging dozens of people & the results compound.

Two things to note:

1. If you have a call during this time, you can break these into 30 minute tasks throughout the day.

2. If you finish a task early, engage on LinkedIn until it’s time for the next task.

How I Start Conversations

There are 4 ways I start conversations on LinkedIn, the Value-Led approach being the one that has the highest response rate. Let’s dive into them:

1. The Immediate Picture Post-Connection

This works well for Sales, Marketing, and HR Personas. As soon as they accept your request (within the same day), send them a selfie with a whiteboard that says "thanks for connecting!" on it. Leave it at that.


2. The Audio Message + Note

Send them an audio message on mobile (30 seconds max) and right after the audio message send a note saying "Apologies if you're not in a good spot to listen to that right now".

Structure the audio message like this:
→ Start with something about them
→ Why you connected
→ End with "happy to help however I can"


3. The Value-Led Approach

𝗧𝗵𝗶𝘀 𝗶𝘀 𝘁𝗵𝗲 𝗯𝗲𝘀𝘁 𝗼𝗽𝘁𝗶𝗼𝗻. Offer them value.

"Hey Troy, we see lots of threats here at Proofpoint and publish them weekly. Care if I send you what we're catching every so often so you can be aware?"


4. The Video

Shoot them a video 1-2 days after connecting. Try to make it 45 seconds or less. Here's my structure:
→ Personalized Intro
→ A hook to keep them entertained
→ How I can help
→ CTA

"Hey Troy, I'm part of your sales community and it's really helpful, however, I noticed engagement was lacking in the local channels. 84% of communities die because of lack of engagement. I worked with the Holistic Sales Community and increased engagement by 40% in 28 days. Had some ideas for you if you're open to chatting this week or next."

Example:

Here’s an example of how to do the Value-Led approach and then continue digging into what they’re focused on. Tailor the messaging to your company & give it a shot.

Next time we’ll be talking about..

• I don’t know - I’m not even sure what I’m going to have for lunch today so next week will be a surprise 🙂 

Thanks for spending part of your day with me! See you next time — Troy

P.S. i luv you