Just Listen!
It’s easy to get caught up in the numbers game: sending countless messages, connecting with random prospects, and watching or wishing the LinkedIn leads will roll in. However, one skill that transforms LinkedIn targeting from cold and transactional to meaningful and effective, is the art of ‘active listening’.
This doesn’t just mean hearing or understanding what your prospect is sharing; it’s about reading between the lines to truly grasp what makes them tick and then to fully engage with what the other person is ‘saying’.
To do this effectively you need to take the time to read through your prospect’s profile, see who they follow, what groups they belong to and what content they share.
Show them you’ve done your research and respond thoughtfully by refining these two steps:
1. Offering a solution to their pain points
Instead of pitching your product or service based on assumptions, craft a tailored solution that resolves their real problems. This builds trust and helps your prospects feel heard and valued.
For instance, rather than sending a generic message like, “Hey, are you looking to grow your business?” you could say something like:
“I noticed that many leaders in your industry have been struggling with [specific problem]. How are you currently addressing this issue?”
This approach demonstrates that you’re not just blasting messages but truly investing in solving your prospect’s challenges.
2. Building a Two-Way Dialogue, Not a One-Way Pitch
Too often, LinkedIn outreach feels like a monologue – you send a message and hope for the best. Active ‘listening’, however, encourages a two-way dialogue engaging in a meaningful exchange that can uncover valuable insights.
For example, instead of sending a message like:
“We help businesses like yours increase sales by 20%. Let’s talk.”
Try asking an open-ended question to stimulate a deeper discussion:
“I’d love to learn more about your current challenges with lead generation. What are the biggest roadblocks you’re facing in this area?”
This question invites a conversation and shows that you’re focused on the prospect’s needs rather than simply pushing your product.
Standing Out in a Crowded LinkedIn Inbox
LinkedIn is flooded with salespeople all sending similar outreach messages. But when you ‘actively listen’, you immediately set yourself apart.
Remember, it’s not just about talking; it’s about engaging, empathising, and connecting. When you ‘listen actively’, you don’t just create opportunities for sales, you create meaningful, lasting relationships.