7 things I learned from more than 820 B2B LinkedIn conversations
I have around 4 years making business and meeting people from Linkedin and there is no better place to create digital business networks.
I have been talking with investors, developers, meetup organizers, designers, CEOs, Teachers, weed enthusiasts, Hustlers, Vloggers, and serial funded entrepreneurs from the U.S.
What is a good conversation? A good conversation will give you desirable delivery like a personal email, cellphone, demo presentation scheduled, a SaaS trial or just top advice without talking a lot about your product features.
If you can convince someone with your core value this could mean many things maybe your targeting was great, you are maybe a good conversationalist and maybe you have a good value proposition.
Find a reason to speak.
1. Almost 90% of the headlines and titles are wrong. I mean your contact is much more than what you expect.
So a good starting point for your conversation is about hidden skills, last jobs, experience from the past and of course challenges.
In the past, I meet Bob a Cannabis guy with an amazing story and exceptional skills for Angular. Well, Bob was around 63 years old and in his first job he worked for Disney, I remember many chats about Disney nothing regarding the business. In my chat number 8, he asks me about the services I was providing. Not all is about your service or your product.
2. People love to make business but they usually don’t know how to create value.
When you connect with people they are focused on their own business they are producing value for their business you have the responsibility to be a craftsman in value creation.
3. Never pitch a sale in the second message or third.
It’s usual to go fast and after connecting with someone jumps with the sales script but this is a common failure. When I started talking about services and products at the beginning the result is not equal. Around 90% of my best conversations.
Engage prior to pitching.
4. If you spent 20min researching from someone you will be a better conversationalist.
Use cases in B2B are the best key for great conversations. Center in the pain and then in the challenge. Research is easy just go to the profile and find last posts, articles, some connections and then put some keywords in a white paper after that go to google or even Twitter and read about that keyword, then build a point of view. Voila, your research will end in a conversation.
5. Be a bullet point lover. People love it when you talk as a bullet expert.
Did you remember KISS philosophy? Sometimes we forget this basic design philosophy and if you are designing some conversational framework remember about time, the most valuable coin on earth.
At this point you can create bullets for:
- Facts and ideas (be vulnerable)
- Product Benefits. (Intangibles)
- Keyword enhancement. 👉🏻(Special for positioning)
6. Find a smart question. A good one.
If you can make a good question in the second or third message you will find a good path for many topics. For this, you need to understand what are you asking and also a very interesting answer (not smarty). Do not be the smart guy in the room but the interesting guy. Again try to be an interesting person, not a smarty one.
Agree or disagree?
7. You can send videos or audios but it is not great.
When you have a first connection you can send audios to your contacts. The audio conversation inside Linkedin inbox is not great, you can send audios but the other person in the major of cases is not to answer you in the same way.
I will say try to use it but not expect to have an audio conversation inside Linkedin.
You can reach a lot of people but in the end, you will need to personalize every single conversation without personalization your funnel won’t have traction.
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