There is a good way to communicate with prospects on LinkedIn and there is also a "not so great" way. We will discuss both of these areas during our next webinar "How to Message Prospects on LinkedIn". In this webinar, we will not only discuss some of the do's and don't with messaging prospects, we will also show you a process for building your own messages and this can be applied to sending emails both through LinkedIn and also through your main email inbox.

1. How to Message Prospects on LinkedIn
Michael Halper
Founder and CEO
SalesScripter

2. Do’s and Don’ts
6 Email Templates
Following Up
Another Approach

3. Don’t make it about
you.
Don’t: Do:

5. Don’t make it about
you.
Don’t: Do:
Make it about them.

6. Don’t sound like a
salesperson trying to
sell something.
Don’t: Do:

7. Product Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale

9. Don’t sound like a
salesperson trying to
sell something.
Don’t: Do:
Sound like a business
person or a
consultant.

10. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation

11. How to Be a Consultative Salesperson
https://salesscripter.com/what-is-consultative-
selling-and-how-to-be-a-consultative-salesperson/
More info on Consultative Selling

12. Don’t do the ”instant
pitch”.
Don’t: Do:

13. Salesperson Sends Invite to
Connect
Prospect Accepts Invite
Salesperson Sends Email Selling
Product
The Instant Pitch

15. Don’t do the ”instant
pitch”.
Don’t: Do:
Either delay your
message with your
pitch or decrease the
amount of pitch in
your message.

16. Don’t put your prospect
to work.
By asking broad
questions:
• What do you do?
• What are you working
on?
• What are you biggest
challenges?
Don’t: Do:
Send a message that
is more specific or
does not put the
prospect to work.

17. Don’t try to sell the
product.
Don’t: Do:

19. Don’t try to sell the
product.
Don’t: Do:
Try to start
conversations.

20. Initial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Early Sales Process Steps

21. Don’t be inauthentic
with your message.
”I read your profile
and found it
interesting.”
Don’t: Do:
If your mention their
profile, tailor your
message to them.

22. Don’t’ send long
messages.
Don’t: Do:
Try to stay within 3 to
4 sentences.

23. Don’t to the bait and
switch.
“would love to
connect, would love
to sell”
Don’t: Do:
Be authentic and
consistent with your
messaging.

24. Don’t send your
articles fishing for
likes, shares, and
comments.
Don’t: Do:
Send articles written
by other people as a
way to share valuable
information.

25. Don’t automatically
add someone to your
email marketing
system after
connecting.
Don’t: Do:
Engage with them
before adding to your
system or get them to
opt-in on their own.

26. Don’t customize your
invite message
without changing the
message.
Don’t: Do:
If you customize invite
message, try to
personalize it to the
contact.

27. Don’t guilt the
prospect into reply.
“I would appreciate a
response.”
Don’t: Do:
Communicate with
confidence and
respect.

28. Do’s and Don’ts
6 Email Templates
Following Up
Another Approach

29. The Problem Solver
Hello [contact first name],
I came across your profile and wanted to reach out because we find that
[prospect title]’s can have challenges with:
• [Pain Point 1]
• [Pain Point 2]
• [Pain Point 3]
If you are concerned about any of those areas, we could probably have a
productive conversation because we help to fix those challenges.
Are you interested in a scheduling a brief 15 minute introductory call?

30. The Improver
Hello [contact first name],
I came across your profile and wanted to reach out because we help [prospect
title]’s to:
• [Benefit 1]
• [Benefit 2]
• [Benefit 3]
If you are interested in improving any of those areas, we could probably have a
productive conversation as we help to drive those improvements.
Are you interested in a scheduling a brief 15 minute introductory call?

31. The Informer
Hello [contact first name],
I came across your profile and since you are a [prospect title], I thought you
might find this article interesting:
[Article Link]
[Description of article and/or why it might be helpful to contact]
Hope you find something of value in that and great to have you as part of my
network!

32. The Networker
Hello [contact first name],
Great to have you in my LinkedIn network, but that does work as well if we
don’t know much about each other.
To make my connections more powerful, I try to spend 15 to 20 minutes with
my contacts so that I can learn a little more about what you do and can share
any information from my side that you would like to know.
Are you available to put a quick call on the calendar?

33. The Keep Me In Minder
Hello [contact first name],
I see that you are a [prospect title] so you might need or purchase [your product
or service] from time-to-time.
We sell that but I am not reaching out to see if you need it because you are
most likely not looking to purchase that when you get this message..
So what I would like to do is ask that you keep this message in one of your
email folders as an new option for you when you are ready to purchase or
make a change.
Some ways that we differ from your other options are [differentiation 1],
[differentiation 2], and [differentiation 3].
Let me know if you would like to schedule a brief call.

34. The Inviter
Hello [contact first name],
We have an event coming up and I wanted to share an initiation with you. You
can register here – [link to register]
By attending this event, you could expect to:
• [Benefit 1]
• [Benefit 2]
• [Benefit 3]
We hope to see you there!

35. Do’s and Don’ts
6 Email Templates
Following Up
Another Approach

36. Don’t question if they
have seen your other
messages.
Don’t: Do:
Just send your next
message.

37. Don’t send one
message. Don’t send
too many without any
reply.
Don’t: Do:
Send between 3 to 6
messages total if
there is zero replies.

38. Don’t message too
frequently.
Don’t: Do:
Message weekly or
biweekly.

39. Do’s and Don’ts
6 Email Templates
Following Up
Another Approach

40. Please
Like
Comment
Share
Subscribe
Thank You!!!

41. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

42. SMART Sales System
Sales Methodology Software Platform Professional Services

43. SMART Sales System
Sales Methodology Software Platform Professional Services

44. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

45. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

46. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

47. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools

48. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter