The LinkedIn Edge

10Integrating LinkedIn Direct Messaging into Your Prospecting Sequence

LinkedIn Direct Messaging (LIDM) is an ever‐evolving tool that gives you direct access to communicate with prospects through text, voice, video, images, and attachments.

The good news is that LIDM is free (for now). Unlike InMail, though, you may only send direct messages to your first‐degree connections. (This is a big incentive to invest in building out your LinkedIn network, which we'll discuss in detail in upcoming chapters.)

Skip Past Gatekeepers

When you're moving fast, gatekeepers often get in your way. They block access to decision‐makers and slow you down in your quest to set appointments and get information.

These days gatekeepers come in two flavors:

• Human gatekeepers that block phone and in‐person access to decision‐makers
• Technology and filters that decision‐makers deploy in their email inbox to keep you out

This is another reason to love LinkedIn Direct Messaging. It allows you to skip past these gatekeepers and communicate directly with your prospect.

Fast Prospecting Use Cases

Like any communication channel, there are multiple layers of use cases. Over the course of this book, we'll introduce you to the various applications of LIDM. In this chapter our focus is on the fast prospecting use case.

For fast prospecting you'll leverage LIDM in two ways:

• Indirect prospecting touches that remind, educate, and build familiarity.
• Direct prospecting touches that interrupt, engage, and convert ...