LinkedIn Drip

Charly Johnson
January 23, 2024

LinkedIn Drip

So I’ve had a lot of questions around the process I use on LinkedIn so here we goooooo!

And to note, the below process is more orientated around someone who has connected with me on LinkedIn. I will share the InMail structures I use on the next newsie doozie.

Structure

I use a similar process & messaging when reaching out on LinkedIn. And I split it into 3 sections; Deposit, Challenges, Last Attempt.

Example process below:

Section 1: Deposit

Here I am trying to “add value”. The challenge most reps make is they go straight in with a pitch slap which is just a bit annoying. Instead, I’m encouraging a reply > a meeting.

Connection Request

YES I ADD A NOTE.

Here I am showing them I’ve done my research (not one of those annoying bots) + tempting them to accept 👀

Example:

“Hey Billybob, great to see the growth in the AE team with new hires like Phil. With the AEs being full cycle, guessing they might struggle with the pipeline gen part of their role. If so I created a doc on outbound best practices, want me to share?”

Deposit Message

Hopefully, they’ve accepted and if so I will send a quick message asking if they want me to share the resource mentioned in my invite note.

Example:

“Hey Billybob, my invite mentioned a best practice doc I created on pipeline gen. Worth me sharing if booking meetings is a focus/struggle?”

Send Deposit

If they’ve not replied then you can simply share the resource. I try not to share internal content just because it adds a bit more credibility.

Example:

“In case you were remotely interested, here’s the doc I mentioned. Recommend checking out the video prospecting links as we’ve booked a fair few from the tips there.”

Section 2: Challenges

Now we’ve added some “value” It feels like we’ve earned the right to “pitch” and I don’t mean “Salesloft is…” I mean focusing on research & challenges. But we’ll still sprinkle in a more “nurture” approach which I’ve found to be more effective on LinkedIn.

Tag in post

Tag them in a post, this can be a random person posting about best practices (e.g. 30mpc, Jason Bay, Josh Braun, etc) or it can be a legendary internal company or person post (I dunno like that legend Tom Boston or Charly Johnson).

Challenge

So we’ve earned the right to “pitch” in my opinion. But remember this ain’t 2020 where we can say stuff like “Salesloft is… we help companies like..”. We need to focus on research & challenges.

Example:

“Usually when companies have a large AE team like yours there will be a couple of high performers when it comes to pipeline gen (maybe Billybob?), but leadership struggle to get insight into what sales activities are leading to outbound meetings, making it tough to replicate that process across the team - Am I way off or something you’re thinking about?”

*Pro Tip: Space out your messaging.

*Pro Pro Tip: use a voice note or video if you want to switch up the channel within LinkedIn.

View Profile/Comment

If they post on LinkedIn then you can like/comment on their post. If not just view their profile.

Section 3: Last Attempt

It’s the final countdown “du du du du…. Dududududuuu”.

”Any thoughts”

The classic. Here you can add a GIF if you want, make it jokey, but the point is a “bump” on the challenge message.

Example:

“Here’s the part where you tell me I am completely off with my hypothesis above, Billybob haha?”

View Profile/Comment

Repeating this step. If you’ve already commented on a post then go for the like/view option so we’re not overdoing the “touches”.

Missed the boat

Optional - similar to a “break up” email & everyone has a different opinion on this but personally I don’t mind it!

Example:

“654354 LinkedIn, Calls, Emails later, Billybob - let’s just put it down to that classic objection “bad timing”. But has been great researching you & {company}, best of luck with the growing team.”

AND VOILA

Again I will use a slightly different process & messaging for those who haven’t accepted me on LinkedIn.

But will share my InMail secrets in the next post.

Thanks for reading, hope it helps!