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As a growth marketer do you use LinkedIn drip campaigns along with cold emails to generate leads?

I'm evaluating sending cold emails and linkedIn in mail requests to prospects, wanted to know what's the best way to stay on top of these activities.

  • CH

    Chris Hornak

    over 2 years ago #

    I try to avoid cold emails. I try to make a connection before an email is sent and LinkedIn is a great way to do that. I use LinkedIn Sales Navigator to make new contacts, via custom messages, and if they show interest I ask for their email to continue the conversation.

    • SS

      Stephanie Seputra

      over 2 years ago #

      Hi Chris, is there any reason why you avoid cold email? And, what is the difference between using LinkedIn Sales Navigator and cold emailing?

      • CH

        Chris Hornak

        over 2 years ago #

        I think a key difference between cold emails and LinkedIn is there are more trust and verification of your LinkedIn profile (they can easily see who you are) than a spam email. People are on LinkedIn to conduct business and LinkedIn does a good job limiting inbox spam.

        Of course, this all depends on your initial message.

      • NS

        Nishant Sharma

        over 2 years ago #

        Hi Stephanie, LinkedIn Sales Navigator offers advanced search filter which saves you all the trouble to gather/buy email id's of your target audience. Moreover the filters are so rich with properties such as Job titles, Keywords, Years of Experience and many more.

        Refer here - https://www.linkedin.com/help/sales-navigator/answer/71541/filtering-your-search-results-in-sales-navigator?lang=en

        Although one must not avoid cold emailing if there are budget constraints. The problem with cold emailing is the results are too hard to get as there are many factors that can affect the response.

    • SS

      Sai Shyam Girish

      over 2 years ago #

      Is it easy to stay on top of multiple conversations using Linkedin sales navigator? Especially when you're sending requests to multiple people?

      • CH

        Chris Hornak

        over 2 years ago #

        Honestly, it could be improved upon. The easiest thing to do is only keep track of the contacts who respond to you. If they respond I'd put them in some kind of list or CRM.

        Once they show interest you should try to get an email address as quickly as possible to get the conversation into something more manageable.

        I also recommend when reaching out filter contacts by those who have recent activity on LinkedIn (posted or changed jobs). No sense wasting credits on people who don't check LinkedIn frequently.

        Once I have their email I like to use https://x.ai/ to automate call scheduling and https://www.rebump.cc/ to automate follow-up on unanswered emails. Then https://www.boomeranggmail.com/ for instances where I need to remind myself to look at something that may not fit the other tools.

        Through implementing these tools I've increased my number of calls with potential clients by 400%.

  • AC

    Akash Chatterjee

    over 2 years ago #

    Cold emails rarely work for me. How often do you reply to cold emails?

    One problem that I've noticed with cold emails is, we often forget that there is another human reading on the other side. I saw a huge change in my open rates after I personalized my email drips. Send more client-specific emails, talk about how you can solve their individual problems. Give them industry-specific insight, talking about how you can help them.

    LinkedIn drips may turn out to be more successful as the viewer can peruse through your profile making it more credible.

    What matters the most is how you communicate.

    • SS

      Sai Shyam Girish

      over 2 years ago #

      Have you tried doing Linkedin drip campaigns? Would love to know your thoughts on how it's worked out if you've tried it in the past.

  • MV

    Mary Lorson Vergenes

    over 2 years ago #

    Re: LinkedIn inmail requests: I find that even people I know are pretty slow to respond to LinkedIn in mail, requests, so I have to believe that people who don't know me will be able to ignore me completely. Re: cold email: plan to be in it for the long haul. Most people don't reponde until the third of fourth round. Even when you're offering a high value offer.

    Although it's not free, LinkedIn ads are really pretty effective if you have a targeted message, take time to hone your audience and offer something tangible for people who response to your ad - a report, a checklist, a white paper. One of the most successful sales strategy I ever had was to offer a presentation on the future of the industry. Hope it works for you. Good luck!

    • CH

      Chris Hornak

      over 2 years ago #

      A key to increasing your chances of responses on LinkedIn is 3 fold:

      1. Only reach out to individuals who show recent LinkedIn activity (posts or job changes).

      2. Personalize your message for each individual and ensure you're only contacting an ideal prospect. (So do your customer persona research)

      3. Form your message as a question and use their name more than once.

      I typically get approximately a 20% response rate and that 20% converts very well.

      Whether it's right for you or not depends on your ROI.

  • AG

    Amar Ghose

    over 2 years ago #

    I wrote about this in a recent book I published on LinkedIn Marketing - what we do is get active in the groups and run paid advertising before we start messaging members (via LinkedIn or email). This gets them more familiar withour brand before outreach, though it does still end up being completely cold some of the time.

    https://www.amazon.com/B-S-LinkedIn-Marketing-2018-Beyond-ebook/dp/B0778982B3/ref=sr_1_3?ie=UTF8&qid=1517877437&sr=8-3&keywords=linkedin+marketing

  • KW

    Katie W

    almost 2 years ago #

    LinkedIn InMails and cold emailing are both effective ways to generate leads.

    If you’ve nailed down your buyer persona, then I’d suggest testing both tactics out to see what works and what doesn’t. Until you try a marketing tactic, you won’t know if it’s effective specifically for your company.

    The benefit of cold emailing is the ability to reach many people at once.

    By sending emails to cold contacts on a targeted industry-specific list, you have an opportunity to reach new leads that have not yet heard of your business. Those that choose to respond to your message can either opt-in to your marketing automation for nurturing or move directly to sales.

    If you are truly looking to accelerate your B2B lead generation growth, outbound email marketing is one of the absolute fastest ways to keep the sales funnel continuously topped up with warm leads.

    To learn how to set up an outbound, cold email campaign check out this blog: https://www.clickback.com/blog/effective-outbound-email-marketing/

    Hope that helps!

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