The Ultimate LinkedIn Messaging Guide

CHAPTER 26CONVERSATION TO OPPORTUNITY

LinkedIn is by far one of the most effective ways to start a conversation with a prospect. As you've seen in this book, there are four ways you can message that will help you start conversations with lots of prospects when done properly.

What is important to remember is that messages on LinkedIn, in any of their forms, are instant messages. In the B2B world, where what you sell is probably not a simple transactional purchase, you'll need to have quite deep conversations. These can rarely be accomplished on LinkedIn alone.

NOTE: It is worth noting that the amount of money people are comfortable spending online grows each year, and so the value of sales that can happen on LinkedIn alone will grow each year as well. I've sold products and services valued between $10,000 and $50,000 via LinkedIn messages alone, and I anticipate those values will grow.

However, most sales conversations that start on LinkedIn will need to leave LinkedIn at some point to continue progressing. These usually progress into an email, phone call, video call or face‐to‐face meeting.

The key is navigating the conversation and, when the time is right, looking for or creating an opportunity to progress it outside of LinkedIn.

Assuming you've done some level of pre‐qualification and you genuinely believe that you can help the person you're messaging, then navigating the conversation shouldn't be too difficult.

It often becomes challenging when you're messaging a complete ...