17 Feb 3 ways YOU can be more effective on LinkedIn - with Morgan J. Ingram
When one of the 2019 LinkedIn Top Sales Voices came to Sales Confidence… well, he wasn’t there to talk about mowing the lawn! Meet Morgan J. Ingram.
In September 2019, Sales Confidence staged another one of its exclusive live events for individual contributors at Box HQ in London. We were thrilled to welcome four of London’s rising stars of SaaS sales to speak at our event. Based on their talks, we’ve put together some articles. Even if you couldn’t be with us, you can still get inspired.
Morgan J. Ingram
If you’ve ever been on LinkedIn, Morgan J. Ingram probably needs no introduction. As well as being Director of Sales Execution and Evolution at JB Sales Training, he is one of the most prominent thought leaders on LinkedIn. Morgan also presents The SDR Chronicles, the podcast and YouTube channel. He has featured in Forbes, Sales Hacker and many more.
We were thrilled to welcome Morgan to the Sales Confidence stage, where he talked about what he does best, LinkedIn.
‘If you’ve been in sales for a while, you’ll know that you have to focus on continuing to grow, to innovate and to iterate your process to be successful.’
Morgan went on to share three things you can do today to improve your LinkedIn game.
1 — What’s your headline?
Everyone who visits your profile is going to see your headline, so make it count. Use your headline to allow them to figure out one thing:
‘What do you help someone do?’
Who do you empower? Who do you help? Who do you increase and enhance?
If you don’t set this out in your headline, when people come to your profile, they’ll quickly move on.
‘People don’t want to know if you’re a sales rep or an AE. Everyone is a sales rep or an AE! They want to know how you will help them.’
So, as an example, here’s Morgan’s headline…
Empowering Sales Reps To Become Prospecting Rockstars
2 — Be unique with personalisation when you connect
Your prospects may have hundreds, maybe thousands, of unanswered connection requests on LinkedIn. How do you cut through the noise and start a conversation?
For Morgan, who is a master LinkedIn connector, it’s all down to personalisation. He follows three steps:
· Acknowledge — Mention something about them, perhaps a piece of content they’ve recently posted
· Context — Tell them something about their industry
· Question — Ask them something thoughtful, something you would like to know more about
This is the best way to get prospects to engage. Then, follow up until you’ve got a conversation going.
3 — LinkedIn voice messages
Did you know you can send voice messages through LinkedIn? Not many people know you can do it. Even fewer people are actually doing it!
If you can master LinkedIn voice messages, you can mark yourself out from the crowd.
When Morgan tried it, he sent 125 messages. From those 125 messages, he received 50 responses, leading to 25 meetings. That is some conversion rate!
You only need to spend 50 seconds on a LinkedIn voice message. Here is how you should structure it:
· First 10 seconds — Get their attention. Tell them about a piece of their content that you enjoyed.
· Next 30 seconds — Your value proposition
· Last 10 seconds — Your call to action, what they can do next
You have nothing to lose by trying this approach. See if your response rate compares to Morgan’s.
Over to you
It was great to hear Morgan’s tips on getting the most from LinkedIn. Now I want to know what you think.
What do you do to stand out on LinkedIn?
Share your tips and hacks with the Sales Confidence community. Leave us a comment below.
If you’d like to be at the next Sales Confidence event, please click here to see our schedule.