Using LinkedIn for Lead Generation [2024 Updated Guide]
In this video, I'm going to share with you the exact LinkedIn lead generation strategy responsible for generating millions of dollars for our company over the past few years. You see my beautiful friends. LinkedIn has changed and the previous videos that are on YouTube are a little outdated because most of them rely on the volume gain. The numbers gain. Hey, just send a hundred messages out every single day and you'll eventually get booked appointments and close deals. Yet LinkedIn has caught on to it, and now you must focus on a quality of over a quantity game. And we have made those adjustments for our company and are actually making more money now from the platform than we were before. Now I know what question must be going through that pretty little head of yours right now. What makes me qualified to talk about LinkedIn? Well, let me introduce myself. My name is Ravi Abuvala Founder of Scaling with Systems, which is where we build profitable client acquisition systems for our clients and we actually guarantee their success. So because of that, I need to make sure that we are always up to date on the most cutting edge lead generation and client acquisition strategies around.
I work with thousands of clients over the past few years, with over 90 percent of them being in the business, the business world, and we have collectively generated tens of millions of dollars from the LinkedIn platform alone. So I could say that I possibly slightly a little bit may be qualified to talk about this. Also, if you just did a quick search on YouTube with the words LinkedIn and lead generation in it, you'll notice that my videos take up 80 to 90 percent of the top videos on your screen because I have been putting out LinkedIn content for over two years now. So with all of that out of the way, let's dive into how I'm going to break down this video. First, we're going to talk about the power of LinkedIn and who should be using it. The second thing we're going to talk about is why you're likely not currently seeing results on LinkedIn. The third thing I'm going to cover is what is now the most important aspect of LinkedIn lead generation and has nothing to do with your messaging.
The fourth thing I'm going to do is actually share my screen and walk you through the step by step process that we use, and we've trained thousands of our clients to use as well to generate leads. The fifth thing I do is actually share with you one of the best converting LinkedIn lead generation templates that we've ever used. The sixth thing. I'm going to show you how to actually scale your LinkedIn lead generation if you're stuck capped at the number of connection messages you can make every week.
And finally, number seven, I'm going to walk through some common LinkedIn lead generation troubleshooting so you know how to handle problems as they arise. If you're watching this video right now, you're probably already sold on the platform, but there's two main stats that I want to run by you. Number one is that over 50 percent of internet users report that they have a LinkedIn profile, and of the people that have LinkedIn profile, 75 percent of them drive business decisions for their company. So if you combine those two stats together, it means that LinkedIn is the best place in order to find decision makers that are actually earning enough money to afford your services. Now, in regards to who should be using LinkedIn, it's quite obviously going to be business to business products or services. But more specifically than that, it's going to be a higher ticket business of business products or services if you are selling something for $30 or $50 or $80. It may not be worth the amount of energy required to turn a LinkedIn connection into a paying customers, so you should either look to sell higher ticket items on LinkedIn or your lifetime value for the product or service you're selling should be in the thousands of dollars in order to make it worth it for you.
Now, for this next part of the video, I'm actually going to dove in my computer here and show you a graph and an asset. We give our clients inside of scaling the system. So I call this the qualification funnel. And essentially the idea behind it is that as LinkedIn has lowered the amount of connections that you're able to send out on a daily and weekly basis, they've essentially throttled it back then. It becomes even more important that the messages that you're sending out are as effective as possible. And what this graph here shows us is that if you are doing qualification later on in your sales process, such as you're using your messaging in order to do the qualification or you're using maybe a sales letter to do the qualification or discovery call, or heaven forbid, on the actual sales call you're seeing.
If these prospects are qualified, then you have to do a significant more amount of work than if you started with the audience as far as qualification is concerned. So in layman's terms, what that means is that because you're only able to send a few messages a day on LinkedIn instead of just shotgun spraying, which is what most people teach and what maybe did work even a year or two ago? What's the most important thing to do now is focus on the audience.
Who are you sending that original connection message to? Because the more qualified they are, the more likely. Not only are they going to respond to your sales message that you send them, but the more likely they're going to be able to get on the phone and actually sell or be sold to on your product or service. Now, if you know anything about me, I'm not going to stop there. As far as this example is concerned, I'm going to pull up. LinkedIn sales navigator here now, I do have another video that covers LinkedIn Sales Navigator in depth like an incredible depth of how to set up and how to use it effectively. I'm not going to use that for this video here because you can go check that one out and the link in the description down below.
Once you're done watching this video, but on LinkedIn Sales Navigator, I'm going to use this in order to go back and find that really qualified audience of people that I need to be sending this message out to. Because remember, if I'm just sending it to everybody and I'm starting over, you're on the messaging, then a lot of my messages are going to go to deaf ears are going to fall to people that either aren't qualified or that don't actually want what I'm selling.
So, for example, we work with a lot of marketing and advertising agencies here at scaling with systems. So I actually set up a connection or a sales navigator search here where I said people that are second degree connections mean that I am not already connected with them. They're in the United States, their industry is marketing and advertising, and then I may come in here and say I want their company headcount to be at least 11 people because if they are maybe just one person in marketing advertising agency, unless they're really highly profitable and already successful, they may not be a client that we'd be able to work with.
But that's not all, ladies and gentlemen. If we come down to see all filters, we can add things such as job title or seniority level. So I only want to speak to owners. I only want to speak to people that have been inside the company for six to 10 years.
So as you can see, we're taking a list that was in likely the hundreds of thousands, and now I have less than one point out of 5000 results. And even if just, you know, I get a 10 to 20 percent response rate from these people that I'm sending these messages to all of these people or founders of marketing and advertising agencies that have been around for six to 10 years and have 11 plus employees, which means they're likely making a good bit of money. And so they can be able to be able to be qualified and afford the services that we offer at scaling with systems.
So now that we've talked about the most important aspect of LinkedIn lead generation, which is getting that audience right, let's walk through a step by step process of what I would do if I was to reach out to these people. So obviously I'd come in here and click these little three buttons. I click Connect and then I could actually type it in a personalized message to Christopher on LinkedIn. Now it goes right back to what I talked about earlier, which was We don't just want to be saying the same copy and paste message to everybody because our messages need to matter more as we are able to send less and less.
So what before you might say Hi, Christopher would love to connect thanks. Instead, I might take two more seconds to go to Christopher's profile over here. I actually see a little bit about his website, you know, which is fit. Time.com love entrepreneurship and helping others transform lives. You know, I might go over to his his website here ready to start your health journey, become a preferred customer. Look at opportunities here. So I might be like, Let's see if I can learn anything from this year. Oh, let's so he has a social media here. So, oh, come on, Christopher, I can't even click on your social media.
Maybe if I click out of that, I'll be able to. There we go. Let's see here. Last post was four hours ago, Nice saw today is stronger tomorrow, so then I might even come back here, so that took maybe 45 seconds and connect and say, Hey Christopher, love the sword today. Strong tomorrow post on your Instagram. Would love to connect, right? So I'm adding that line of personalization for Christopher here, so that he knows that I'm not just doing the same. You know what that every single person teaches on YouTube, which is copy and paste, copy and paste, copy and paste. And I just took thirty five seconds out of my day in order to make sure that this person's going to have a much higher response rate when they are looking at this connection message. Now, if I click on Send Invitation right here, obviously I just sent Christopher that invitation and then I'm going to wait for him to either respond back or accept that LinkedIn connection message really quickly. Guys, if you are getting value out of this video, please be sure to smash the like button and hit subscribe.
It means an incredible amount to myself, my team, and we're able to continue to grow the channel and get these videos to more people. OK, so now that we have the connection message out of the way, let's assume that Christopher has accepted our connection message. What we want to do is now send him our direct message in the message following that. Now this is where there are multiple schools of thought. I will tell you that I have generated over $10 million online, personally doing what is known as direct response marketing, where I am telling somebody straight off the bat, I'm going straight for the jugular and I'm saying, Hey, Christopher, I know that you can potentially have this problem. I can help you solve this problem in the next 90 days, guaranteed or your money back. I just like to do it that way because it's direct and to the point.
And for me in the business, to business world, I don't want to waste any time and most other business owners don't like to do the same. If I get messages in my inbox on LinkedIn or on on Instagram and they say, Hey, how are you doing today? There is a zero percent chance that I'm responding back to that message, not because I don't like that person. I simply don't have time to respond back and start a conversation of how you're doing today. Plus, it adds the complexity of this process by like a hundred fold because you're having like eight or nine conversations every single day with different people that are at different stages, which makes it very, very difficult to keep track of what you're doing.
So I like to do what is direct response messaging, and this is what we help set up for our clients where I would come in after Christopher sent me the original message and I might go back to his website here. And let's see, I have a few extensions like so Facebook Pixel helper. So he does have a pixel on Facebook here. So I might even go over to Ads Library on Facebook and I might actually pull up his advertising platform. So if I just type in his page right here, fit team, you can see I can probably come down here and find it looks like health and wellness website right here. So 15 Team Global This looks a lot like what their website says. Here they are running no ads, which is just always so funny to me because most advertising agencies aren't even running ads themselves require clients, and that's what we help people with. So I might take this information I now have and come back over to an outbound message that I will send Christopher.
And I might say something like parts First Line's always personalized. So hey, Christopher, thanks so much for the connection. Love the Instagram or love what you're doing over at fit team. The reason I'm reaching out is because I noticed that you're an advertising agency that is decently successful, but that you don't have any ads running right now to acquire new customers. I actually help advertising agencies build client acquisition machines that give them a 300 percent return on investment and eight point five days or their money back.
We've worked with over two thousand businesses in the past three years, and we have one of the best track records in the industry. And then boom straight for the jugular people. If you're interested in learning a little bit more about this, I'd love to potentially hop on a call. You can either respond back and let me know your best phone number, or you can click the link down below and book a time to speak with us. And then you can go into additional things like, Hey, check out some of these case studies or assets or video sales letter. But even just that enough, because I've taken the time to add the personalization taking one or two minutes just to get a little bit more information on Christopher's company here, I can actually have a much higher chance of getting a response from Christopher because he sees that I actually give a you know what? And if you're able to send 10 to 20 personalized connection messages and personalized direct messages every single day, it is almost guaranteed that your LinkedIn lead generation strategy will work.
And most of the time when people don't have their LinkedIn lead generation strategy working, it is because they are not. If we come back over to this qualification funnel, they are not spending any time on the audience and they are just sending the message to everybody and they are sending a generic copy and paste message that they send to every single person. So taking two seconds or realistically three to five minutes per lead on LinkedIn to do these things can make it so much easier on the rest of your sales process here on your sales calls on. Once they become customers, they become better customers if you just take that few minutes upfront in order to make sure they're qualified, OK? And so now let's talk about how to scale up LinkedIn lead generation campaigns.
So we don't to do this too quickly, because if you scale up something that you don't know is working or something you know is not working, then you're just going to get more of that. Not going to solve any of your problems. So one of the things that we work with our clients is to nail a messaging down just on one LinkedIn profile. So we're getting a 10 to 20 percent booking rate, meaning if we send 10 messages a day, we're going to get two bookings every single day from those messages of qualified people that know that you're trying to sell them stuff, not like some kind of bait and switch thing.
Then once we have that down, we're going to scale and LinkedIn messaging, typically by using additional LinkedIn profiles. Now this is a great way to do it because what we used to be able to do is just use LinkedIn automation software, and that is still a viability. I'm not going to say don't use LinkedIn automation software, but even if you use LinkedIn automation software, your quality of the messages would go down because you're not going to add that
personalization and you can still really only send one hundred a week. So in order to actually scale on LinkedIn, what we'd like to do is get multiple LinkedIn profiles, and the best ways that I like to do it is from my employees. So every single one of my employees inside my company actually has to lend their LinkedIn over to our sales team so that they can use it in order to do outbound prospecting and generate appointments for our calendar. At one point, we had over 36 outbound sales reps for our company, generating leads through LinkedIn profiles. Now, we no longer have that to be transparent because I spend around half a million dollars a month in ads because ads are much more effective at scaling than LinkedIn.
But I know at any time I could spin that up again if I needed to. And then finally, ladies and gentlemen, let's talk about LinkedIn lead generation troubleshooting. So what if you do all of these things and you're still not getting booked appointments, you're still not getting close deals? There are a few things you should look out for.
Number one, do you even have product market fit in the first place, meaning that you might be coming out here and you bought some gurus course for ninety seven and they're telling you send LinkedIn messages, but you don't even know if people are trying to buy what you're trying to sell, so you're upset at him or her and you're upset at the world.
But in reality, you didn't actually take a few moments out front and identify, is this thing that I'm reaching out to people on direct messages? Is this something large enough of a pain point? And do they have a strong enough desire that they're willing to respond back and get this thing fixed? For example, direct response marketing won't work if it's like, Hey, I can paint your toenails like I don't have. Although I could probably use a pedicure right now, that's not absolute like dying desire that I need solved. And it's not a pain point that I'm so worried about. I'll just wear socks around when I'm with my girlfriend and with other people.
So you have to make sure that you have product market fit, and that's a strong enough desire and a strong enough pain point to make a difference. The other thing that you need to identify is where is the gap in the lead generation campaigns? So I love it when my clients come to me and they go, Oh, I've tried LinkedIn before, it doesn't work and I go, great, what didn't work? Because it's multiple facets of it, right? There is the finding the audience or the source of audience. There is the initial connection message you're sending. Then there's the direct message you're sending after that, then there's the sales call. Then after that, it's once they become customers.
So at what point was there the drop off every single thing was wrong. Or usually what I've noticed is this typically one out of those three or four things. So maybe they had a great audience, but their connection message was garbage, so they were sending to the right people. But their next message was bad, and they had a connection message rate of like five percent or 10 percent. So then if we come in there and just tweak the connection message, boom, everything else falls in place and it starts scaling.
So the other main troubleshooting thing you need to be aware of is where in the lead generation campaign is the thing going wrong and then solving that one thing may unleash everything else. Now, ladies and gentlemen, if you do currently have happy customers and you are in the business, the business world, we guarantee that we can generate new appointments and sales for your company or your money back. I want to invite you to click the first link the description down below, where you can learn a little bit more about our guaranteed process and how we work with over 2000 business owners in the past few years. I'll walk you through every single thing that will do from you, from the moment that you decide to book the appointment to the moment that you become a client of ours to when you make your first sale, all you have to do is click the first link in the description below.
And if you need additional training on how to use LinkedIn Sales Navigator to get the most quality audience possible to send that original message to make sure you click on the video on your screen now, I hope to see you guys in that video..
