LinkedIn Prospecting:

How to send a LinkedIn Invite that Gets Accepted, Not Rejected

I’m constantly getting bombarded with LinkedIn requests from salespeople who are clueless on how to properly grab my attention. This is a common problem as more and more sales reps try and use LinkedIn for prospecting.

LinkedIn Prospecting Best Practices:

Know Your ICP (Ideal Customer Profile)

For starters, make sure the person you are reaching out to meets your “pre-qualified to be a suspect” checklist. Something as simple as being in an industry you help and having the title of someone who would normally at least be part of the decision-making conversation. How many LinkedIn invitations have YOU received and had ZERO use for their services? Don’t make the same mistake.

Know Your WIIFT Messages

Next, have a WHAT’S IN IT FOR THEM message that hits where it hurts.

If you don’t know what pain points your prospect would HAVE TO HAVE in order for them to ever be interested in your solution(s), step away from the keyboard and don’t come back until you can clearly articulate that message.

LinkedIn Prospecting Scripts

The Bore-Me-To-Tears LinkedIn Invite Script:

We’ve all got this one before… it goes something like this:

“Hi Name: We have several common connections on LinkedIn and I’d like to connect.” (YAWN)

Or Worse…

They send you a LinkedIn invite that includes a written presentation on what they do.

Here’s a Bad Example of one of those LinkedIn Invite Messages:

“Hey Michael,

I wanted to quickly introduce myself and our XYZ service. Our US-Based team of XYZers will prepare you a XYZ, then our team will (BLAH BLAH BLAH)… the best part is that it’s only $197! You can check out some of our work here!”

How to send a LinkedIn Invite that Gets Accepted, Not Rejected

If you are going to send a LinkedIn invite to a potential prospect in order to eventually draw them into a dialogue to determine if a win/win opportunity exists, you’ll need to pique their curiosity and the best way to do that is to speak their language that drives the point home in as few words as possible.

Here’s one of the LinkedIn invite script messages I send that get’s a great response:

Hi (name) –
I help Sales Directors reach projected forecasts. I’ve already worked with other teams in the SaaS space who are using my playbook to grow new revenue. I’d like to add you to my network on LinkedIn in case I may be of some assistance to you in the future.
—Michael

The Anatomy Of a Winning LinkedIn Script Invite

Notice how I lead off my LinkedIn invite by mentioning how I have helped others that are just like them?

NOTE: Avoid using “catch-all” phrases like “we help people like you”. Instead, use their actual title. Using a catch-all phrase puts prospects on the defense (they will wonder if you really do help people “just like them” or do you just say that to everyone?)

Once I grab attention, I want to pique interest. Mentioning that others in his/her field are already succeeding from my “playbook” naturally increases the desire to want to know about the playbook.

The Close of a LinkedIn Invite Script

Finally, you want to close. Here’s how. Be non-threatening. You want to create a low-risk, high-reward situation for the prospect.

Stating “I’d like to add you to my network on LinkedIn in case I may be of some assistance to you in the future” offers a safe invitation to get to know each other while allowing the prospect to feel in control of the situation.

Following a simple process like this… a process that you would most certainly appreciate if the situation was reversed (only having people that can help you achieve your goals/solve particular business problems) will allow you to create the right LinkedIn invite scripts that your prospects will gladly accept.

– Michael Pedone

Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.

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