Learn LinkedIn Outreach from Champions - Webinar Takeaways
Discover proven strategies and actionable tips to elevate your LinkedIn game. Learn how to connect with decision-makers, and boost your response rates.
Do you ever feel like LinkedIn outreach is one of the most difficult things to crack?
You’re not alone.
For many sales professionals, connecting with prospects on LinkedIn and securing a meeting always feels like a challenge. On the other hand, there are a few sales champions who get the majority of their meetings from LinkedIn outreach.
We conducted a webinar, “Learn LinkedIn Outreach from Champions,” on August 13th with Saad Khan and Ashley Zagst. Over 70 sales leaders and professionals attended and took away some amazing insights. We even received a few thank-you notes via email.
Here’s an introduction snippet of the webinar -
So, we decided to write a newsletter based on the discussions that took place during the webinar.
“LinkedIn isn't just another platform—it's the platform for building your personal brand, creating meaningful connections, and driving your sales strategy forward. But here’s the kicker: LinkedIn requires a different approach compared to cold calling or emails. It’s not just about pitching; it’s about positioning yourself as a thought leader, someone worth listening to.”
Suggestions for Sales Folks:
Build your Personal Brand: Don’t just be another voice in the crowd. Share your journey, insights, and what makes you unique.
Engage Thoughtfully: Engage with your audience regularly, not just when you need something. This is about building trust.
Leverage Multi-Channel Outreach: Yes, LinkedIn is key, but don’t neglect your other tools—email, phone, and even other social platforms. The magic happens when they all work together.
Whether you’re a sales leader, BDR, or just looking to up your LinkedIn game, this newsletter is your chance to learn from the best. So, open your notebook (or open your notes app), and let’s start…
Why LinkedIn?
“At Chili Piper, SDRs would often hear, ‘I don’t know what you do, but I see you everywhere.’ That’s the power of LinkedIn. It warms up your prospects before you’ve even made the first call.”
Linkedin is not just another tool in your outbound toolkit. It’s “the” tool that can help you cut through the noise.
Why LinkedIn should be at the heart of your multi-channel sales strategy:
Massive User Base: With over 65 million users, many of whom are business decision-makers, LinkedIn offers a vast and actively engaged audience.
Personal Branding: On LinkedIn, you’re not just a salesperson—you’re a brand. Building a personal brand on this platform isn’t optional; it’s essential. Your brand is what will make you stand out in a sea of connection requests and direct messages.
Research and Engagement: LinkedIn isn’t just for posting updates. It’s your research hub. Use it to dig into the accounts you’re targeting, understand the personas you need to reach, and engage with them consistently. Think of it as a long game—every interaction is a step toward building trust.
Deliverability: LinkedIn guarantees something email can’t—visibility. Whether it’s a post, a comment, or a direct message, your content is more likely to reach your target audience on LinkedIn than in an over-filled email inbox.
Trust Building: The more you show up on LinkedIn, the more familiar you become. And familiarity breeds trust. Imagine cold calling someone who says, “I’ve seen your posts everywhere—what exactly do you do?” That’s half the battle won right there.
“LinkedIn isn’t just another sales channel—it’s a powerful tool that, when used correctly, can make your outbound strategy more effective and your outreach more impactful. So, if you’re not fully leveraging LinkedIn yet, it’s time to start.”
This isn’t about quick wins—it’s about building a sustainable presence that will pay off in the long run.
What's Working?
“Before you can withdraw anything from a bank, you’ve got to make deposits. The same goes for LinkedIn. Make meaningful contributions before you ever ask for a meeting.”
The linkedin game is about more than just showing up; it’s about showing up the right way .
Let’s break down what’s working and what you should avoid to make your LinkedIn outreach successful.
LinkedIn is all about playing the long game. Think of it as a place to build genuine connections. When you’re reaching out, make it personal and real.
For example, when one of our experts started as an SDR, she didn’t just aim to book meetings—she aimed to learn. She’d send connection requests saying, “I’m new to sales and looking to grow in my role. Would love to connect.” Simple, honest, and it worked.
What’s the process?
Build relationships first: Before asking for anything, make relationships. Engage with content, offer insights, and be helpful. This way, when you finally do reach out, it’s not cold.
Do your homework: Personalization isn’t about mentioning where someone went to college anymore. It’s about understanding their current challenges and offering relevant solutions. If someone in your target company engages with your post, don’t jump straight to a pitch. Instead, do some research—what’s their role? What’s their company struggling with? Can you help?
Provide Value without expectations: Share insights, resources, or industry trends that could help your prospects—without immediately asking for something in return. This builds trust and positions you as a thought leader, not just another salesperson.
What to Avoid:
Generic Connection Messages: Skip the vague compliments or generic messages like “Congrats on your webinar.” Be sincere. People can sense when a pitch is coming, and it makes your outreach irrelevant.
Pressure Tactics: Nothing kills a relationship faster than pushing too hard. If someone doesn’t respond right away, don’t follow up with a guilt trip like, “Where do we go from here?” Instead, take it as a sign to back off and give them space.
Pitching Too Soon: Just because someone engages with your content doesn’t mean they’re ready for a pitch. Instead of jumping straight into selling, start a conversation. Ask for their thoughts, offer additional insights, and build the relationship.
LinkedIn is a powerful tool, but only when used thoughtfully. It’s not about quick wins; it’s about creating a sustainable strategy that builds trust over time. Think of it as a conversation, not a transaction. When you focus on providing value and genuinely connecting with people, the conversions will follow naturally.
So, what’s working on LinkedIn?
Genuine engagement, thoughtful content, and a value-first approach.
If you can master these, you’re well on your way to becoming a LinkedIn champion.
How to thoughtfully and successfully engage on LinkedIn
“I used to reshare posts that I found valuable. Initially, it was just a way to save those posts for later reference, but over time, it became a way to establish my voice and build a personal brand. This habit, born out of genuine interest, eventually positioned me as a thought leader in this niche.” - Saad
The key is to strike the right balance between being genuine, building your brand, and knowing when to move forward.
How to engage thoughtfully:
Meaningful Comments
When you see a post from a prospect, don’t just hit ‘Like.’ Leave a thoughtful comment that adds value.
For instance, if your prospect shares an insight on sales strategies, share your perspective or experience on the topic. This shows that you’re not just engaging for the sake of it but because you genuinely have something to contribute.
Ask Questions
Asking questions in your comments or messages is a great way to start a conversation. It shows you’re interested in the other person’s thoughts and invites them to engage with you.
For example, if someone posts about a new sales tool, ask how it’s working for them or how it compares to other tools they’ve used.
Personalized Messages
After engaging with prospect’s content, consider sending a direct message. But don’t jump straight to the pitch. Instead, compliment the post and share why it resonated with you. This approach opens the door to a more meaningful conversation down the line.
Don’t over-engineer
There’s no perfect formula for LinkedIn engagement. What works for one person might not work for another. So, experiment! Try liking and sharing posts, leaving comments, or sending DMs, and see what feels most natural and effective for you.
Building Your Personal Brand:
Your LinkedIn profile is your digital storefront. Every time you engage with someone’s content, there’s a good chance they’ll check out your profile. Make sure it’s polished and aligned with your personal brand. Regularly update your profile and share content that reflects your expertise.
One expert we spoke to shared how they decided to focus on just a couple of core topics in their content. By consistently posting about these areas, they built a strong, recognizable brand. So, think about what you want to be known for and stick to it.
Engagement Strategies:
When someone in your target audience engages with your content, take it as a cue to start a conversation. Rather than immediately pitching, ask them about their thoughts or challenges related to the content you shared.
If someone engages with your content but doesn’t respond to your messages, consider reaching out through another channel, like email or a phone call. Reference your LinkedIn interaction to create a connection between the two.
Not every engagement will lead to a meeting, and that’s okay. If you’ve tried a few times and haven’t received a response, it might be time to move on and revisit that prospect later. Persistence is important, but so is knowing when to redirect your efforts.
Engaging thoughtfully on LinkedIn is a skill that takes time to develop. It’s about being real, consistent, and strategic. Remember, there’s no one-size-fits-all approach. It’s about finding what works for you and your audience.
Whether you’re commenting on posts, sending direct messages, or sharing your own content, the goal is always the same:
to build trust, add value, and create opportunities for meaningful conversations.
Building Your Personal LinkedIn Brand
I started my LinkedIn journey by simply documenting my day-to-day experiences as an SDR. Using the hashtag #AshleyInSales, I started sharing the challenges, wins, and learnings from my new role. It wasn’t about selling or self-promotion; it was about sharing my journey. This transparency and authenticity quickly gained traction, helped me build a following and establish a personal brand. - Ashley
Your LinkedIn profile is more than just a digital resume—it’s your brand, your voice, and your reputation all wrapped up in one.
But how do you build a personal brand that not only gets noticed but also resonates with your audience?
1. Start with the Basics: Your Profile
Before you even think about posting content, make sure your LinkedIn profile is in top shape. This is where your prospects will land when they see your name in their feed. It needs to reflect who you are and what you stand for.
- Professional Photo: A clear, professional photo is a must. It’s the first thing people see, so make it count.
- Headline: Your headline should go beyond just your job title. Use it to tell people what you do and how you add value.
- Summary: Your summary is your elevator pitch. Keep it concise, but make sure it tells your story—what drives you, what you’re passionate about, and what you’re working on.
2. Content Is King: Share what you know
When it comes to LinkedIn, content is everything. But what should you post? The key is to share content that’s both valuable and relevant to your audience.
- Document Your Journey: Whether you're just starting out or have years of experience, your journey is unique, and it can provide valuable insights to others in similar roles.
- Focus on Your Niche: Identify the topics you’re passionate about and want to be known for. This could be anything from sales strategies to industry trends. Stick to these core topics to build consistency and become a go-to source for information in your field.
- Humanize Your Content: Don’t be afraid to share aspects of your life outside of work. Whether it’s a hobby like golf or a personal achievement, these posts can make you more relatable and help you connect with others on a more personal level.
3. Engage Thoughtfully
Building a brand isn’t just about what you post—it’s also about how you engage with others.
- Comment with Purpose: When you engage with other people's posts, make sure your comments add value. Ask questions, share your thoughts, or offer additional insights. This not only builds your credibility but also keeps you top of mind.
- Meaningful Message: If you choose to send a direct message after engaging with someone’s post, make it personal. Mention what you liked about their post and why it resonated with you. This approach is much more effective than jumping straight into a pitch.
- Be Consistent: Building a brand takes time. Be consistent in your posting and engagement. Over time, people will begin to recognize your name and associate it with the value you provide.
4. Keep It Real: Authenticity Wins
Above all, be yourself. LinkedIn is a professional platform, but that doesn’t mean you have to hide your personality. In fact, letting your true self shine through can make your content more relatable and engaging.
- Share Your Interests: Whether it’s triathlons, surfing, or DJing on the weekends, sharing your hobbies can help you connect with others who have similar interests. These connections can often lead to more meaningful professional relationships.
- Don’t Overthink It: There’s no need to over-engineer your posts. Share what’s on your mind, what you’re learning, and what you’re passionate about. Authenticity is more powerful than perfection.
Building a personal brand on LinkedIn is about showing up consistently, sharing valuable content, and engaging genuinely with others.
How to Make Your Life Easier by Using LinkedIn and Technology
To actively prospect on Linkedin, You need to search for posts to engage with, and try to keep track of all your interactions. But it doesn’t have to be this way.
With the right blend of LinkedIn strategies and technology, you can streamline your process, save time, and be more effective in your outreach. Here’s how.
- Leverage AI for Research: One of the biggest time-savers technology offers is in research. Tools like Perplexity or EvaBot can pull together information from multiple sources—whether it’s financial reports, job postings, or LinkedIn Sales Navigator data—into one place. This means you can get the insights you need without jumping between tabs.
- Hashtag Search: Use LinkedIn’s search bar to find posts by specific hashtags relevant to your industry. This is especially useful if you’re targeting a niche like finance or engineering. By searching hashtags, you can quickly find and engage with posts that matter to your audience.
- Track Engagement: Keep an eye on who’s following your company page or engaging with your content. If someone has interacted with your posts a couple of times, they’ve extended a digital handshake. This is your cue to start a more personalized conversation.
- Score and Prioritize Prospects: If you’re serious about LinkedIn outreach, consider scoring the engagement levels of your prospects. For example, if someone in your target market comments on a post, that’s a signal they might be ready for deeper engagement. You can create a simple spreadsheet to track these interactions or use more advanced tools if available.
- Use AI for Repetitive Tasks: There are some tasks that AI can handle better and faster. For instance, instead of manually searching for company news or financial data, let AI tools like Evabot gather and summarize this information for you. This frees up your time to focus on the human side of engagement—crafting messages and building relationships.
- Customize Your Outreach: Even when using technology, keep your outreach personalized. After gathering insights through AI or other tools, take the time to craft a message that shows you understand the prospect’s needs and challenges.
- Blend Manual and Automated Efforts: While AI can help with research and data collection, some tasks still benefit from the human touch. For example, commenting on a post or sending a direct message should reflect your personal voice and style. This blend of automation for efficiency and manual effort for engagement is the way for LinkedIn success.
Using LinkedIn doesn’t have to be overwhelming. With the right tools like Evabot, you can make your life easier and your linkedin outreach more effective.
Questions and Answers
Q1: How much time should I spend on LinkedIn each day?
Great question! It's easy to get lost in the endless scroll on LinkedIn, especially when you're trying to engage with prospects. The best approach? Time blocking.
- Set Specific Times: Dedicate a specific time in the morning and another in the afternoon to check LinkedIn. This ensures you stay focused and avoid the rabbit hole of endless scrolling.
- Stay Focused: Use this time to engage with posts, comment thoughtfully, and check any saved lead lists. After that, close the tab and move on with your day. If you find LinkedIn is helping you book meetings regularly, you can always adjust and spend more time on it.
Q2: Is there a best time of day to post on LinkedIn?
Timing can be tricky, but it’s all about maximizing visibility.
- Early to Mid-Morning: Posting around 10 a.m. Eastern Time is often a sweet spot because it catches both the early birds on the East Coast and the mid-morning crowd on the West Coast.
- Experiment with Timing: There’s no one-size-fits-all. Test different times and see when your audience is most active. You might find that afternoons or even evenings work better for your specific network.
Q3: Should I mix personal content with professional posts on LinkedIn?
Absolutely! People connect with people, not just profiles.
- Personal Touches: Don’t hesitate to share personal interests or hobbies that humanize you. For example, if you’re passionate about golf or DJing, sharing a post about these activities can make you more relatable.
- Balance Is Key: Aim for a mix—perhaps three professional posts to every one personal post. This keeps your feed interesting while maintaining your professional focus.
Q4: How can I use technology to enhance my LinkedIn engagement?
Technology, when used wisely, can be a game-changer for LinkedIn outreach.
- AI for Research: Tools like EvaBot or Perplexity can help you gather insights quickly. Instead of manually searching for company news or financials, let AI tools do the heavy lifting.
- Personalized Automation: Use automation tools to help with repetitive tasks, like finding relevant posts or drafting comments. Just remember, the key is to personalize your outreach—don’t let automation replace your human touch.
Q5: How do I ensure my LinkedIn activity doesn’t overwhelm my day?
LinkedIn is a powerful tool, but it’s important to manage your time effectively.
- Save Lead Lists: Create saved lead lists in LinkedIn Sales Navigator to streamline your engagement. This way, you can quickly see who’s posted recently and engage with them during your dedicated LinkedIn time.
- Use LinkedIn Efficiently: By having a clear plan—like using saved searches or lead lists—you can make the most of your LinkedIn time without it dominating your day.
Would you like to evaluate “Evabot AI” for engaging with your prospects on Linkedin? Book a meeting on the button below.
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